Shell

Challenging Sales & Account Management role with a core aim of delivering top line growth for Shell Lubricants. Develop and manage long-term relationships with stakeholders at senior level within the key accounts under territory.

In some markets Shell is not present directly and the Shell Lubricants is represented by Macro- Distributors (MDs). The MD model was established in Europe more than 10 years ago and has successfully evolved since then. In those markets, Shell has also in some cases kept a few strategic key accounts (Retained Accounts) that are still direct customers of Shell.

This is a position to manage long term relationships with strategic Retained Accounts across MD South European markets in several sectors, mainly automotive, power and transport, as well as with selected Macro Distributors, to deliver the growth ambition in volume and profitability set in the business Road Map, while leveraging the Macro Distributor model and ensuring high partner/customer satisfaction.

We are looking for an account manager with strong commercial skills to look after direct & indirect channel customers in Shell Lubricant’s “macro-distributor markets”, where Shell has no direct presence but instead works with trusted

distributors. You will be responsible for strategic customers such as Global Key Account’s local presence and Macro-distributors in Israel & Malta.

Shell Lubricants are a highly professional, commercially focused organization within Downstream Global Commercial. The team you will work in is a virtual, diverse team with regional responsibility for South Europe & Africa and your commercial responsibility will be a volume ~24 mln and a C3 / gross profit of ~US$10 mln.

Core task is to develop and manage long-term customer relationships with Key Customers and Macro Distributors and to support them to achieve the overall sales targets and profitability, whilst ensuring high customer satisfaction, with the aim delivering business growth in profit and size alike.

All candidates should be able to demonstrate commercial sense coupled with strong evidence around the Behavioral Imperatives (External Focus, Commercial Mindset, Delivery, Speed,Simplicity).

The candidate is expected to immerse themselves into the needs and specific challenges connected to the countries and industries customers are

active in, making it very broad, and therefore has a wide exposure into the Shell organization. It requires strong relationship building and prioritization skills.

Behaviours

* Be responsible and proactive in HSSE issues affecting own operation, Shell staff and customers.

* Adhere to Shell Business Principles, Shell Code of Conduct, HSSE policies & standards, HSSE rules and competition law.

* Operate within agreed Authority levels and adhere to Lubes and Manual of Authorities

* Diving own individual development to continuously improve competencies.

* Be passionate for business growth and customer relationship management, as well as internal stakeholder management

* Be Creative and use business knowledge to drive cross business and innovative E2E solutions

Relationship management

Relationship management builds the integral part of this role and is the most relevant success factor on MD model and Retained Accounts (typically Global Key Accounts):

* Manage the relationship with the Macro Distributor to deliver the Annual Business Plan

- Manage the relationship with the stakeholders of the key retained accounts to deliver strong alignment to agreed global/regional key account strategy

* Establish, develops and manages win-win relationships that deliver for both Shell and Distributor volume and profitability objectives while maximizing the value of Shell brands.

* Gains a deep understanding of the customer, their needs and structure.

Sales & Business Leadership

* Understand and keep track of the competitor landscape, changing customer needs and business environment in order to be able to design meaningful strategies for each market / account. Note that Shell has no direct presence in the macro-distributor countries so account managers play a more prominent role in feeding this information back to the organization than in most account management jobs.

* Provide Sales leadership to the macro-distributor sales force by driving Sales 1st tools and Challenger Sales behaviours, in which you will be trained

* Develop and implement Annual Business & Marketing Plans via MD with the Sales Team Lead and Marketing Manager.

* Develop a regional / local strategy for the Global Key Accounts

* Plan, monitor and achieve individual and team sales targets and be accountable for the overall performance of his/her customers : sales volume,

margin, growth, CVPs, pipeline, payment performance, etc.

* Performance Management: Monthly reporting of KPIs, MI, sales estimates and forecasting

Stakeholder management

* Work in close collaboration with Shell internal stakeholders, most prominently the MD Marketing and Operations Teams, Lubricants Supply Chain, and the Global Key Account Core Teams

* Manage effective relationships with customers, most prominently purchasing and R&D departments, but also wider buying center

Operational excellence

* Resolve operational issues of the customer in the Order-to-Cash process in cooperation with the Operations Support Team.

* Manage the Shell Contractual arrangements with MD and Key Accounts to ensure compliance.

* Achieve customer satisfaction index targets

* Ensure the most appropriate service providers are assigned to fulfill the customers needs.

Dimensions :

Number of markets: 6 countries (including MDs and Retained Accounts)

* C3 Profit: ~ US$ 10 m

* Volume: ~ 24 Million liters, spread around 11 different accounts

* Complexity: Cover multiple countries, different models, business environments and portfolio, manage relationships with senior managers/owners of distributors and key accounts, motivate and coach professional Distributors

* This position will be on the Sales Ladder remuneration system.

The role is virtual based in Europe, with potential frequent short-term travel requirements, Work pattern full time, travel involved circa 30%.

Skill Requirements :

*Focus on delivery, track record of delivery on or above target

*Commercial mindset, solution oriented, decision making profile

*Knowledge of commercial businesses and main levers, capable of designing high level strategies and overall business direction

*Demonstrated ability to establish effective business relationships

* Demonstrated ability to deliver through others

* Demonstrated ability to work on their own initiative and self-motivated

* Strong business sense with good interpersonal and communications skills

* Previous knowledge of both Lubricants B2C & B2B sectors and/or Distributor/ Indirect Channel management experience is desired

* English language skills are a must

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This is a rare opportunity within Shell Global Commercial requiring an individual with an ability to work across all of Shell Lubricants channels, product categories and in several markets, all in a great international team. This opportunity requires an individual with an ability to work in an entrepreneurial environment with strong commercial and project management skills. It will be ideal for candidates intending to develop international sales experience and interested in the Lubricants business and Macro Distributor channel.

The appointed staff may need to:

*Undertake the migration of assigned MDs/ Markets to the new business footprint including migration of contracts, change of supply sources, tax, order to cash process etc.

* Manage stabilization activities post portfolio action including sales configuration, monitoring of customer gains/losses, front line corrective actions,

LSC interface etc.

* Act as focal point or lead for Global projects or deals.

Lubricants are building a highly professional, commercially focused organization. Professionals with strong commercial skills and experience are critical to achieve our aims of building upon our marketing strength, focusing on key growth markets, strengthening the supply chain organization and accelerating the growth of the Macro Distributor business.

All candidates who are able to demonstrate commercial sense coupled with strong evidence around the Behavioural Imperatives (External

Focus, Commercial Mindset, Delivery, Speed, Simplicity) are encouraged to apply.

Locations : Germany, UK, Netherlands, France, Spain, Italy, Belgium, Turkey, Poland

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