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Shell Field Based Account Manager - Portland, OR in Portland, Oregon


Job Title:

Field Based Account Manager - Portland, OR

No. of Positions:


Job Description:

Our team is currently seeking a Lubricants Field Based Account Manager (FBAM) to join our Downstream Commercial Business to Business Sales Team. The role of the Field Based Account Manager is to develop new customer relationships and deliver Shell’s strategic growth plans in the Oregon State. 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 behaviours diligently, the FBAM will deliver Shell’s strategic goals and growth ambitions to be the world’s most competitive and innovative lubricants business.

General Responsibilities:

  • Develop and maintain 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.

Auto req ID:



Commercial Business to Business (B2B)

Country of Work Location:

United States

Company Description:

Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the world’s growing need for more and cleaner energy solutions in ways that are economically, environmentally and socially responsible. We have expertise in exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals.

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.


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 participates in E-Verify.

All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information or other protected status under federal, state or local laws.

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

Work Location:

Oregon - Portland


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

  • Minimum five (5) years experience in prospecting/cold-call field sales and selling brand value.

  • With at least Bachelors Degree in a related field; MBA preferred. Relevant experience and training may also be considered.

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

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

  • Previous experience in the after-market automotive segment is an advantage.

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

  • Previous experience setting pricing strategies to maximize profitability.

  • Demonstrated success developing customer relationships.

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

  • This is a field based sales position, and travel around/through the geography is expected and will be frequent.

City, State (if applicable):

Portland, Oregon