Shell Lubricant Sales (FBAM) Field Based Account Manager (Phoenix, AZ) in Phoenix, United States

Auto req ID 61156BR

Job Title Lubricant Sales (FBAM) Field Based Account Manager (Phoenix, AZ)

Country of Work Location United States

City, State (if applicable) Phoenix, Arizone

Work Location Arizona - Phoenix

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

Shell is currently seeking a Lubricant Sales Field Based Account Manager (FBAM) to join our Lubricants Regional Sales organization in Phoenix, AZ.

The Field Based Account Manager role is a Sales Representative with our Pennzoil – Quaker state team and is responsible for Identifying, qualifying, negotiating and winning new business as well as delivering volumes in line with businesses objectives and minimum volume thresholds.

A day in the life of a Shell Field Based Account Manager:

  • Maintaining and developing existing customer relationships.

  • Strengthening Shell brands and increasing market share in respective territory.

  • Providing high level support to national accounts.

  • Supporting local distributors in prospecting and growing their business.

  • Able to competently analyze P+L statements and provide a consultative service to key growth accounts.

  • 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 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, range 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, growth, named customer CVP, and trade debtor target).

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

  • Effectively use customer relationship management software.

  • Effectively use the pipeline management process in sales activities.

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

Additional Comments:

  • Role will require an increased focus on hunting for new business, while maintaining existing accounts. Identifying cross sell and up-sell opportunities should be second nature in this account management 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 & 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 (e.g. KAM, OBAM, SM, Distributors, etc.) where necessary to provide an efficient and cost effective service to the customer.

Please Note: The successful candidate will need to be located in the Phoenix, AZ area or close proximity.

Position is field-based with a home office and a company car.


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

  • 5 years of experience of field sales and selling brand value.

  • Must have a Bachelors Degree

  • Relevant experience and training may also be considered.

  • Previous territory sales experience with Profit + Loss accountability responsibility across given territory.

  • Demonstrated ability to grow sales as measured by period-over-period increases.

  • Previous experience setting pricing strategies to maximize profitability.

  • Previous experience developing and negotiating multi-year sales agreements and contract renewals.

  • Previous experience managing brand messages, outlining and selling in marketing and sales strategies and monitoring performance against those initiatives.

  • Knowledge of SAP / Salesforce / CRM based tools and other internal systems preferred.

  • Display effective communication skills; written an oral.

  • Display strong computer skills including the Microsoft suite and Outlook.

  • Demonstrated success developing customer relationships.

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

  • Not required but helpful if candidate has previous experience in the after-market automotive segment.


No. of Positions 1


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Removal Date 09-Nov-2017