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Key Account Manager - Virtual/Work from home

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Key Account Manager - Virtual/Work from home

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Reference ID 127461BR_EN Updated 27/11/2019 Employment Type Full Time Experience level Experienced Professionals
Country United States City/State Virtual Work Location Virtual

The Role

Where you fit

Global Commercial (GC), Americas is leading a transformational business growth agenda. The GC B2B business is a key Accelerated Growth strategic lever and aspires to double its bottom-line results by 2025.
Accelerating our growth in certain resilient sectors has been identified as a foundation for our growth. We are looking to bring on new Key Account Sales talent to deliver growth with our current customer base as well as bring on new to Shell. Subject matter expertise in the General Manufacturing/Metals and Auto Components sectors and speed to high performance are critical success factors. The B2B business is investing in its people development and has created a new People Development Program designed to accelerate and sustain the development of Sales and Technical skills across the B2B organization.
Shell has made the investment in our sales, marketing and technical business in North America. Our strategy includes sector specific technical resources & Lube Service Experts. The successful candidate will quickly establish internal relationships with Technical Advisors, Field Based Account Managers, & Sales Support Team (i.e. Contracts, Credit, Collections) to develop & maximize opportunities. The successful candidate must be able to prioritize their time and efforts in a large geography, and actively work to shorten a traditionally long sales cycle time in Industry.

What’s the role?
The Key Accounts Manager (KAM) will focus primarily on supporting and hunting key customers in the General Manufacturing/Metals and Auto Components sectors across the US.

Accountabilities:
  • Develop and deliver Shell’s CVP to key customers to drive top-line growth.
  • Coordinate and lead Shell's execution with internal and key external stakeholders to form strategic partnerships and build strong customer relationships.
  • The KAM role will be heavily focused on hunting new business in the sectors and this must be a proven strength.
  • The role is accountable for delivering the top line volume and margin targets for their assigned Key Accounts along with new growth annually.
  • Develop, update and implement the Account Plan covering Products, Services, Contracts, Prices, Credit Terms, Credit Limits and Debt for customers and prospects.
  • Work with Global Key Account Manager, Sales Team Leaders, Marketing team, Sales operations, and Technical team to execute account plan and strategy.
  • Lead Quarterly Business Reviews with top customers to demonstrate & extract value for Shell.
  • Actively prospect for new Lubricants business, demonstrating sales leadership around the Sales 1st disciplines to include the use of Salesforce as the platform for managing a strong opportunity pipeline and ongoing sales class and account management.
  • Sales Productivity performance indicators include Key Account Plans (updated annually), call reporting, pipeline management, target delivered, quality offers made, first face to face meetings, hit rate, and cycle time.
  • Provide regular updates to the S&OP team to ensure accurate forecasts are in place for both existing and new business.

What we need from you
  • Must have legal authorization to work in the U.S on a full-time basis for anyone other than current employer.
  • Bachelor's degree in a technical discipline is preferred.
  • Minimum 5 years of sales experience dealing with complex & multi-site corporate accounts.
  • Proven track record of delivery in a B2B/B2C sales environment at key account level or marketing.
  • Current experience and relationships with B2B Heavy Industry companies in the US is preferred.
  • Commercial instinct and strong customer orientation.
  • Excellent interpersonal skills; including experience of and ability to build and manage high-level relationships within large global, complex accounts.
  • Solid working knowledge of technical applications, CVP’s and troubleshooting capabilities.
  • Ability to manage interfaces and relationships within a B2B environment both internally and externally.
  • Experience negotiating complex contracts and supply agreements.

Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the world’s growing need for more and cleaner energy solutions in ways that are economically, environmentally and socially responsible. We have expertise in exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals. As a global energy company operating in a challenging world, we set high standards of performance and ethical behaviors. We are judged by how we act and how we live up to our core values of honesty, integrity and respect for people. Our Business Principles are based on these. They promote trust, openness, teamwork and professionalism, as well as pride in what we do and how we conduct business. Building on our core values, we aspire to sustain a diverse and inclusive culture where everyone feels respected and valued, from our employees to our customers and partners. A diverse workforce and an inclusive work environment are vital to our success, leading to greater innovation and better energy solutions.

An innovative place to work

There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you’ll add your talent and imagination to a business with the power to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently.


A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date.

Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world.

The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand.

Shell participates in E-Verify.

All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information or other protected status under federal, state or local laws.

Shell is an Equal Opportunity Employer - Minorities/Females/Veterans/Disability.
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