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Shell Field Based Account Manager - São Paulo, Brazil in São Paulo, Brazil, Brazil


Job Title:

Field Based Account Manager - São Paulo, Brazil

No. of Positions:


Job Description:

What the role is and where you fit in

We are looking for a Field Based Account Manager to help grow Shell Brazil’s commercial business in the local core sector (construction, transport) and reduce DSO through maintaining existing client relationships and developing new accounts. The successful candidate will have the opportunity to contribute to the overall planning and development of the commercial business by providing recommendations based on relevant market intelligence. The role entails occasional travel to South Brazil (at least once a month) given the level of interaction expected with different stakeholder/partners.

Other accountabilities per role dimension:

Business Sales Processes

  • Implement and maintain the Company’s standardized sales and business management processes and deliver sales and profitability plans for each account of your responsibility.

  • Proactively work closely with Critical Business Partners (such as Supply, Distribution, Credit, Sales Support, Pricing Desk, Marketing, Legal & others) to ensure there is a culture of understanding and co-operation between sales and Critical Business Partners, particularly when conflicts may arise from a customers’ perspective.

  • Ensure compliance with Shell Business Principles and relevant global and local policies.

Customer Relationship Management (CRM)

  • Establish, develop and manage ‘win-win’ customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes.

  • Drive the management of customer relationships by:

  • Participating in customer site visits and tender negotiations as appropriate.

  • Delivering value propositions and account implementation plans to add maximum value to both the customer and Shell.

  • Building good relationship with Shell Distributor and support them to increase Broker Model.

  • Drive the pursuit of new business and growth in line with Raizen partnership.

Monitoring and Reporting

  • Plan, monitor and achieve individual sales targets, and work closely with Credit colleagues on the credit matter and to ensure achieve of DSO target.

  • Understand & implement SPANCOP process and all necessary documentation should be documented in the SalesForce tool.

  • Review and maintain SPANCOP measurement such as hit rate, success conversion rate, pipeline strength and others.

Business Development

  • Maintain and develop in-depth and current product and industry knowledge.

  • Monitor key competitors in the sector and identify strengths and capitalize on potential opportunities.

  • Understand and keep track of changing customer needs, customer structures and the business environment.

Auto req ID:



Commercial Business to Business (B2B)

Country of Work Location:


Employment Type:

Full Time

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 Brazil, Shell has been present for more than a century (since 1913), and was the first international oil company to produce oil in Brazil, in the Campos Basin, after the market was opened up to private investment. Currently, Shell is one of the largest energy companies in the Brazilian market. Shell in Brazil is also a major producer of lubricants and, through Raízen (a joint venture with a Brazilian energy and logistics group), invests in the production of sugar cane ethanol, a viable biofuel alternative for smarter and cleaner mobility in the future. We deliver energy responsibly, aiming to meet society’s energy demands today and in the future in economically, environmentally and socially responsible ways. We operate safely with respect to our neighbors 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.

An innovative place to work

There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you’ll add your talent and imagination to a business with the power to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently.

An inclusive place to work

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we’re nurturing an inclusive environment – one where you can express your ideas, extend your skills and reach your potential…

  • We’re creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply and we’ll take it from there.

  • We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.

  • We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.

  • We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.

A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.


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:

Sao Paulo - Fusus Main Office


What we need from you

We are looking for sales professionals or account managers with at least three (3) years of work experience and a strong customer-based focus, as well as able to maintain positive customer relationships in a dynamic team-oriented environment. We are also keen on finding candidates with:

  • Legal right to work in Brazil without sponsorship.

  • Valid Brazilian driver’s license.

  • Bachelor’s degree.

  • Knowledge and understanding of SPANCOP process and SalesForce.

  • Excellent communication and networking skills.

City, State (if applicable):

São Paulo, Brazil