Shell Field Based Account Manager - New England & New York in Albany, New York

Auto req ID 55920BR

Job Title Field Based Account Manager - New England & New York

Country of Work Location United States

City, State (if applicable) Albany, NY

Work Location SOP US - Home Office Site

Company Description Shell is a global group of energy and petrochemicals companies with over 90,000 employees in more than 70 countries and territories. In the US, we have operated for over a century and are a major oil and gas producer onshore and in the Gulf of Mexico, a recognized innovator in exploration and production technology, and a leading manufacturer and marketer of fuels, natural gas and petrochemicals. We deliver energy responsibly; operate safely with respect to our neighbours and work to minimize our environmental impact. We are in search of remarkable people who will thrive in a diverse and inclusive work environment to deliver exciting projects locally and globally. People who are passionate about exploring new frontiers. Innovators and pioneers. People with the drive to help shape our future. Because remarkable people achieve remarkable things.

Job Description

Sales territory will be based in either Eastern NY or Western MA and includes New York and all of the New England States.

To maintain and develop existing customer relationships.

  • Identify, qualify, negotiate and win new business, delivering volumes and margins in line with businesses objectives and sector strategies.

  • Strengthen Shell brands and increase market share in respective territory.

  • Provide high level support to Key Accounts.

  • Support local distributors in prospecting and growing their business.


  • Fill pipeline with qualifying accounts, identify these accounts through cold calling, networking and business journals.

  • Exceed team and individual KPIs as set by management.

  • Able to demonstrate high-level understanding of Industrial lubes business.

  • 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 selling and up selling.

  • Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.

  • Plan, monitor and achieve individual and team sales targets (e.g. margin, volume growth, customer CVP, etc).

  • Develop, update, maintain, and communicate the Account Plan.

  • Effectively use customer relationship management software.

  • Effectively use the SPANCOP process in sales activities.

  • Be responsible and proactive in HSSE issues that affect the individual, the office/field environment and their customers.

  • Be accountable for own development plan to continuously improve competencies.

  • The geographic territory includes New York and all of the New England states, but the successful candidate must reside in either Eastern NY or Western MA.


  • Must have legal authorization to work in the US on a full-time basis for anyone other than current employer.

  • Minimum five (5) years of experience of field sales and selling brand value.

  • Bachelor’s Degree.

  • Demonstrated 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 of the following key performance indicators: Sales volume, Market share, Overall profitability, Per unit profit, Indirect channel efficiency.

The following are preferred;

  • Advanced degree

  • Technical sales experience

  • Demonstrated success developing distributor relationships.

  • Previous experience providing consultative sales support and marketing guidance to distributors and/or wholesalers.

  • Previous experience managing all aspects of after-market automotive distribution operation.


No. of Positions 1


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

Removal Date 08-Oct-2017