California, United States of America Job Family Group: Commercial and Retail Worker Type: Regular Posting Start Date: April 24, 2024 Business unit: Downstream Experience Level: Early Careers Job Description: Position Purpose This role is open to candidates residing in the West region of the U.S. (Arizona, New Mexico, Nevada, California, Colorado, Utah, Wyoming, Oregon, Idaho, Washington, North Dakota, South Dakota, Nebraska, Montana), with candidates preferably residing in a major metro city, within reasonable proximity to a metro airport. This is role is remote based with approximately 50% travel. 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. Accountabilities 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 Must have legal authorization to work in the USA on a full-time basis for anyone other than current employer Minimum of five (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. The base salary range for this position is $84,000.00 - $126,000.00 per year. Individual pay will be based on various factors, such as relevant work experience, education, certifications, skill level, seniority, and internal equity. For regular full-time or regular part-time employees of the Company (participating companies as listed in the Summary Plan Description), insurance coverage options include medical, dental, vision coverage, life Insurance, Business Travel Accident Insurance, and Occupational Accidental Death Benefit programs. Employees also participate in a company pension plan and a 401(k) plan. Paid leave includes up to 6 weeks of paid vacation time, up to 11 paid holidays, and parental leave offering 16 weeks of paid leave to birthing mothers, and 8 weeks of paid leave for non-birthing parents. Additionally, employees are eligible for disability leave for up to 52 weeks at 100% or 50% of base pay. Shell also offers other compensation such financial reimbursement for adoption, wellness, education, and personal learning expenses, and some roles are eligible for discretionary long-term incentives. For interns, eligible benefits include medical, dental, and vision coverage, life insurance, Business Travel Accident Insurance, and Occupational Accidental Death Benefit programs; participation in a 401(k) plan; and paid leave for up to 11 paid holidays. Additional information on Shell’s US benefit programs can be found at https://www.shell.us/careers/about-careers-at-shell/rewards-and-benefits.html. If you don’t see yourself fully reflected in every job requirement listed in the posting above, we still encourage you to reach out and apply. Research has shown that women from under-represented groups often only apply when they feel 100% qualified. 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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. According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.