Market Account Manager - West Coast, US

Houston, TX
30+ days ago

Job Description

The Role

Where You Fit In

If you are a driven sales professional who enjoys growing the business with a track record for delivering strong performance results, the Market Account Manager role will provide you the opportunity to support the B2C Lubricants Sales team to achieve its growth targets.

The Americas Lubricants sales team is the ideal place for commercially minded individuals with a passion for delivering profitable volume and margin growth. The B2C business is the leading cash contributor to the Direct Lubricants organization, and as a member of this team, you will play a key role in driving the strategic growth priorities of several key accounts, including Stellantis, Hyundai, Bridgestone and others.

The lubricants industry is a dynamic business. We aim to deliver cash today and to lead in the energy transition for the future. Our B2C team is responsible for driving acceleration of synthetic products to support our 2025 ambition of > 50% premium lubricants penetration and for conquesting new business growth aligned to key account priorities.

When you join the B2C Lubricants Sales team, you will be part of a community that is high-performing and results-oriented. Our team members take pride in their ability to help solve our customers’ unique challenges while also delivering strong business results.

What’s the Role?

The Market Account Manager (MAM) sells to the Consumer Sector, including OEM Dealerships, Fast Lubes, and Fast Fit Installers. This position will support our Key Accounts and secure new business growth in the assigned geography.

It is expected that the MAM role is accountable for the following:

  • Identify and win new business using Face to Face and Virtual selling and negotiating skills to grow the business by increasing Volume, Margin & Premiums in line with targets.
  • Strengthen Shell brands and increase market share in respective territory.
  • Effectively use pipeline management in sales activities.
  • Exceed team and individual Key Performance Indicators (KPIs) and Productivity Measures as set by the Regional Sales Manager.
  • Develop strong internal relationships with Local Key Account Managers (LKAMs) and Key Account Managers (KAMs) to maximize growth opportunities.
  • Plan customer calls and visits to provide the appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationship.
  • Increase the value and share for existing Shell customers through value-selling and Cross/Up selling and churn prevention.
  • Understand the business and needs of customers, provide sound insights and advice on products and services, articulate the value of opportunity, and negotiate win-win solutions with customers.
  • Plan, monitor, and achieve individual and team sales targets (margin, volume growth, and Premium targets.)
  • Collaborate across functions and with other Shell teams (KAM, LKAM, , Indirect Team, Customer Care) to provide a level of service to customer that is efficient and optimized on a cost-to serve basis

Skills & Requirements

What we need from you –

  • Must have legal authorization to work in the US on a full-time basis for anyone other than current employer
  • This is a field-based sales position, and travel throughout your assigned geography is expected and will be frequent. Overnight Travel will be required.
  • Specific professional skills include:
  • Minimum of 5 years of experience of field sales and selling brand value.
  • BA/BS Degree is required.
  • Previous experience in the aftermarket automotive segment is helpful
  • Previous territory sales experience with P&L accountability/responsibility across assigned territory
  • Demonstrated ability to grow sales as measured by period over period increases in one or more key performance indicators (sales volume, market share, premium mix, per unit profit)
  • Demonstrate high-level understanding of the Consumer Lubricants business.
  • Ability to fill pipeline with qualified opportunities through a mix of cold calling, networking, and internal lead generation.
  • To be successful in the MAM role, it is important that you demonstrate strong interpersonal skills, a customer-focused attitude, and an ability to work independently and as a team player.

Company description

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. As a US Federal Contractor, hiring selections are subject to periodic audit review and documentation of your selections should be maintained for a period of three calendar years. It is the policy of Shell in the U.S. (“Shell”) to provide equal opportunity to all individuals, employees and all qualified applicants for employment consistent with employment requirements and qualifications. Shell prohibits discrimination based on race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, veteran status, citizenship, genetic information, or other protected status under federal, state or local laws. All employees are expected to support this policy and contribute to an environment of equal opportunity. If you need an accommodation for a disability during the resourcing process, please speak with an HR representative.


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