Shell Field Based Account Manager in Bangalore, India, India


Job Title:

Field Based Account Manager

No. of Positions:


Job Description:


The FBAM will be expected to contribute to our growth aspirations through significant focus on development of new customers (bronze, silver, gold and platinum accounts) through face to face selling and strong negotiating skills, to deliver agreed margins and volumes. For acquisition of bronze customers, the FBAM will coach and lead the Direct Sales Agents. As Fleet Solution is positioning ourselves in mobility solution, FBAM needs to be able to identify customer needs in the mobility ranges. FBAM needs to manage, develop and grow a selective portfolio of high-value customers. The FBAM will cultivate partnership-based relationships with customers based on a clear understanding of Commercial Fleet range of CVPs, and knowledge of customer needs in order to deliver maximum value for both Shell and the customer.


  • Focus on acquisition of new business (bronze, silver, gold and platinum) in line with CF customer strategy. Average time spent on prospecting is anticipated to be 50-70%.

  • Understand customers’ immediate/long term needs, business models, value drivers, challenges and opportunities to tailor offers and services to capture their businesses in mobility space.

  • Plan, monitor and achieve individual and team sales targets (i.e., C4+ margin, volume growth, etc.)

  • Consistently apply Sales 1st Standards especially in bringing best in class structure for call/journey plan, calendar management, account plan and use of CRM tools to maximize customer facing time (8-12 visits per week)

  • Manage more aggressively value growth, with a deep understanding of value generation and financial dimensions (value drivers, P&L impact of integrated offers, cash impact of business deals).

  • Support the development of innovative and complex CVPs to be able to move from a supplier to a partner relationship in a value led environment.

  • Gain knowledge of market development, competitors’ offers strengths and weaknesses to create growth opportunities.

  • Carry out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).

  • Review & plan customer business, products, service packages, contracts, prices.

  • Identify and implement Continuous Improvement (CI) solutions at Shell and at our customers’ premises.

  • Comply with HSSE Live Saving Rules, Goal Zero and act in a responsible and proactive way in handling HSSE matters.

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Company Description:

Shell began operations in India more than 80 years ago. At Shell India, we invest in our people through our industry-leading development programme, which sees our employees thrive and gain access to experts on a local and global level. To date, we have invested more than US$ 1 billion already in India’s energy sector alone in socially and environmentally responsible ways. It is the only global major to have a fuel retail license in India. The Shell Technology Centre Bangalore, STCB, is one of the three global hubs for technology in the Projects & Technology business of Royal Dutch Shell. In addition, we supply crude, chemicals and technology to public and private sector oil companies, and our Chennai Business Centre provides a wide range of finance, accounting and business services to Shell globally.


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Shell is an Equal Opportunity Employer.

Work Location:

Bangalore - Retail Office



  • Relevant Bachelor Degree/Masters is an advantage.

  • Relevant sales experience or minimum 5-7 year experience in a B2B sales environment is an advantage.

  • Strong commercial sense.

  • Willingness to do extra mile

  • Good working knowledge of the customer operation and financials

  • Strong IT literacy on all Office Programs

  • Good knowledge of English

  • Proven/track record of competence in negotiation and dealing with external partners.

  • Strong interpersonal skills: ability to manage relationships at all levels.

  • Strong credibility (or proven willingness and capability to improve) in Personal and business skills.

City, State (if applicable):

Bangalore, India