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Shell Key Account Manager Direct B2B in Chennai, India, India


Job Title:

Key Account Manager Direct B2B

No. of Positions:


Job Description:

  1. Prospects assessment; initiating and concluding of the new contracts, monitoring and management of existing contracts performance through up-sell and x-sell processes and price increases.

  2. Dealing with strategic stockholders at the described level requires high level of sales & negotiating skills

  3. In conjunction with marketing and technical teams developing joint promo-activities and technical initiatives between Company and Distributor/Customers.

  4. Monitoring of key competitors activities in compliance with the Company antitrust principles. Initiating of relevant Shell CVP up-dates to make sure the best possible competitive position

  5. Agree, monitor and achieve sales team targets for both new and existing customers and be accountable for the overall team performance:

Financial performance indicators: Volume, Revenue, C3, Credit DSO and Controllable Costs.

Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Installed Channel Efficiency, and Revenue and C3 per Sales Account Manager.

  1. Ensure team practices LAT behaviours, HSSE policies, and Shell Business Principles. Lead by example. Ensure the team operates within the Manual of Authority and the Standard Offer Book.

  2. Co-Develop with Marketing a Installed Value Proposition that provides Shell a competitive edge. Develop and implement an Indirect Channel Network master plan. Implement Distributor Action Plans to align Distributors to the marketing strategy, preferred target sectors and segments, and develop profitable distributors.

  3. Ensure that the Sales Team has a sell-through mentality are trained on and implement the Marketing CVPs to grow our end-customers business. Deliver agreed marketing programs to increase the value to Shell and Distributor through a range of cross-sell, up-sell and new-sell activities.

  4. Jointly with Marketing assess business performance, Strategy, CVPs, Price Management and Customer Offer book and take appropriate action to improve performance.

  5. Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve customer satisfaction.

  6. Ensure Sales team effectively use Sales 1st, Price Management, S&OP and Customer Promise processes and tools, to ensure Shell is providing the required level of service to both distributors and support functions. Lead by example.

Auto req ID:



Commercial Business to Business (B2B)

Country of Work Location:


Employment Type:

Full Time

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.


Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date.

Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world.

The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand.

Shell is an Equal Opportunity Employer.

Work Location:

Chennai - Depot


• 5+ Sales experience, with proven success in developing profitable business.

• A good overall understanding and experience of the Indirect&Direct Channels segment business is a must

• Marketing, Finance, Operations and / or Business knowledge very much preferred.

• Strong interpersonal skills and able to build constructive relationship with customers

• Strong analytical skills

• Demonstrated evidence of Enterprise first values and behaviours will be taken into account during the selection process.

• Proved examples of Leadership Attributes demonstrated at ‘Individual Performer’ level.

• Sales competences required for Sales Direct Account Manager JG 5 – based on DS Commercial Competence Framework

City, State (if applicable):

Chennai, India