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Field Based Account Manager – Toronto

Updated : 16/12/2021

Employment Type : Full time

Experience level : Experienced Professionals

The Role

Field Based Account Manager

Virtual Home Based GTA: Toronto, Ontario and surrounding area

What is the role?

The NA Lubes Market is mature and highly competitive and represents a significant opportunity to delivering the growth aspirations for Shell. The Field Based Account Manager is responsible and accountable to deliver significant growth in the National and Regional B2C sectors; achieving the vision and strategy in B2C sales to double our business by 2025 or earlier.

The role of the Field Based Account Manager is to develop new customer relationships and deliver Shell’s strategic growth plans in Ontario – North; GTA; Eastern. Working within Consumer Lubricants B2C Business, the Field Based Account Manager will achieve “best in class” financial results through strong leadership, a ONE team approach, and a focus on keeping the customer at the epicenter of everything they do. By applying Sales 1st and Challenger Selling behaviors diligently, the FBAM will deliver Shell’s strategic goals and growth ambitions to be the world’s most competitive and innovative lubricants business.


  • Identify, qualify, negotiate, and win new business within B2C channels; Auto/HD OEM Dealers; Fast Fit; Regional Accounts.
  • Deliver volume and margin in line with businesses objectives and rules of winning through acquiring organic new business and by expanding business with current customers.
  • Strengthen brands and increase market share in respective territory.
  • Provide high level support to key and national accounts.
  • Network and negotiate with large Multiple Operating Groups (both private entities and publicly traded organizations) to deliver volume and margin targets with a focus on premium products.
  • Fill pipeline with qualifying accounts, identify these accounts through cold calling, networking and resources. Exceed team and individual KPIs as set by management.
  • 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 relationships and acquiring new business relationships.
  • Increase the value for existing Shell customers through cross, range and right selling.
  • Understand the activity, business and needs of customers; provide sound information and advice on products and services.
  • Sell and negotiate win-win solutions with customers.
  • Plan, monitor and achieve individual and team sales targets (e.g., margin, growth, named customer CVP, and trade debtor target.)
  • Develop, update, maintain, and communicate customer Account Plans to maximize results.
  • Effectively implement national promotions and marketing initiatives with customers. Effectively use Customer Relationship Management, Salesforce software.
  • Effectively use the SPANCOP (sales pipeline) process in sales activities.
  • Be responsible and proactive in HSSE issues that affect the individuals, the office / field environment, and their customers.
  • Be accountable for own development plan to continuously improve competencies.
  • Ability to manage a variety of customers and accounts is critical.
  • Role will require a mix of hunting for new organic business, while maintaining and growing premiums with existing accounts. Identifying cross sell and right sell opportunities and strong account management is critical in this role.
  • For new and existing customers, define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan. Credit control duties will be required, as will difficult conversations surrounding shortfalls and contractual penalties.
  • Review and plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt.
  • Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including price, contract, payment terms and services).
  • Ensure all service providers carry out the agreed terms.
  • Propose and sell marketing initiatives to new and existing customers against set targets as defined with marketing team.
  • Work with other Shell teams and third parties (i.e., Key Account Managers, Indirect Account Managers, as well as support functions such as Sales Support, Marketing, Credit and Finance) to deliver results and provide an efficient and cost-effective service to the customer.

What we need from you:

  • Preferred with bachelor’s degree in any related field or equivalent.
  • Minimum of five (5) years sales experience from Commercial Sales with field value selling and P&L accountability.
  • Demonstrated ability to grow sales period-over-period, Volume, Market Share, and Profitability.
  • Proven experience developing and negotiating multi-year sales agreements.
  • Proven experience with strategic market-based pricing experience maximizing profitability.
  • Ease in dealing with project, departmental, and executive level stakeholders, and leading complex negotiations through various levels of the organization.
  • Knowledge of customer relationship management tools and processes like Salesforce, Challenger Selling, MS Office suite software.
  • Proven communication excellence; leveraging multiple communication tools, and self-sufficient in developing strategic visual communications supporting offers.
  • Valid driver’s license
  • Required to travel

We encourage employees to share if they have specific flexible working requirements. Flexibility will mean different things to different people and we are interested to know what might be needed to help you succeed and be at your best. We will endeavor to accommodate those requirements with consideration both for what is required in the role and taking the lead from a local country policy perspective.

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.

An inclusive place to work

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we’re nurturing an inclusive environment – one where you can express your ideas, extend your skills and reach your potential.

  • We’re creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we’ll take it from there.
  • We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.
  • We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.
  • We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.
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