Shell Field Based Account Manager - QC & Atlantic in Quebec, Canada


Job Title:

Field Based Account Manager - QC & Atlantic

No. of Positions:


Job Description:

Let your remarkable commercial talents make an impact with Shell, where you’ll be empowered to carve out your own career path and discover your true potential. You’ll get the opportunity to learn and grow with a diverse group of people who encourage collaboration and believe that by surrounding you with a great team your creativity will flourish and inspire great ideas. We’re also one of the world’s best-known brands, with approximately 90,000 employees in more than 70 countries, we operate on a scale few can rival. There has never been a more exciting time to work in the energy industry, we look forward to your competitive application.

The Industry Sales Account Executive role is a front line sales role with direct Profit & Loss (P&L) accountability as part of the Shell Lubricants Direct B2B Transport & Industry (T&I) Sales Team. This Industry Executive will be responsible for managing an existing portfolio of business with focus on identifying, qualifying, and winning new direct growth as a home-based role within the Quebec & Atlantic market.

Grow the Industry market share and Shell Lubricants brand within the respective territory through:

  1. New Business Development of profitable and strategic volumes in line with businesses objectives and Enterprise 1st focus through P&L management.

  2. Maintaining and increasing the value and return on the existing Shell customer portfolio through value delivery and reviews, cross, range and up selling.


Have in-depth commercial & technical knowledge of the Industry Sectors; Mining, Quarry, Construction, Cement, Pulp & Paper, Power, Construction, etc.

Strong sector insight and value based selling skills, with a challenger mindset.

Champion the sales process with a strategic mindset, and effectively use Salesforce as a primary customer relationship management software tool.

Develop a strategically focused pipeline to be qualified, approached, negotiated, and closed through primary and secondary sources, as well as cold calling and networking.

Negotiate and network with sizable companies at all levels of the organization required to successfully manage and close new sustainable business with compressed cycle times.

Able to competently analyze P&L reports and identify, manage, and execute on areas of underperformance.

Plan customer meetings with the appropriate level of service; existing and new customers. Focusing on retaining/expanding existing business relationships and acquiring new business relationships.

Ability to handle basic Technical Requirements and strategically leverage Front Line Technical Advisors for assistance efficiently for the best commercial business development; being mindful of ROI and organizational demand.

Develop, update, maintain, and communicate strategic customer Account Plans to maximize results.

Have in-depth knowledge of the key competitors in the sector or product groups and understand their strengths and shortcomings thereby leveraging such opportunities.

Responsible and proactive in HSE issues that affect the individual, the office/field environment and their customers including in depth knowledge of competition law.

Accountable for developing and executing a self-development plan aimed at personal and professional continuous improvement on competencies



Geography – Quebec & Atlantic Canada

Base Location: Major Quebec Hub or proximity to


Required as per the nature of the sales role covering Quebec & Atlantic geographies, estimated at 50-60%.

Fleet Car will be provided with HSSE care compliance.


French and English required; full fluency.

Auto req ID:


Country of Work Location:


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 Canada, we have operated for over a century and are a major producer and marketer of oil, gas and petrochemicals, Canada’s largest producer of sulphur and a significant oil sands developer. 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.


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:

Montreal Quebec Marketing - District Office


The Industry Executive role requires exceptional skill and focus on customer portfolio management and strategic hunting of new business within the marketplace as a professional Shell Lubricants B2B Sector Brand Ambassador. Pipeline management, value selling, strategic relationship mapping, strong communication skills, and a customer focused commercial mindset are key to success in this performance based role.

  • Sales experience of 5+ years of field value selling and P&L accountability.

  • Strong French & English communication.

  • BA/BS/Commerce Degree or relevant experience.

  • Demonstrated ability to grow sales period-over-period; Volume, Market Share, and Profitability.

  • Knowledge of customer relationship management tools and processes: Salesforce, Sales Cycle, Insight & Value Selling, office suite software experience.

  • Experience developing and negotiating multi-year sales agreements.

  • Ease in dealing with project, departmental, and executive level stakeholders and leading complex negotiations through various levels of the organization.

  • Strategic market based pricing experience maximizing profitability.

  • Proven communication excellence; leveraging multiple communication tools, and self-sufficient in developing strategic visual communications supporting offers.

  • Demonstrated Enterprise First behaviors

  • Valid driver’s license

City, State (if applicable):

Quebec, Canada