Job Description

Global Lubricants Americas is leading a transformational business growth agenda. The B2B business is a key Accelerated Growth strategic lever and aspires to double its bottom-line results by 2025.

Accelerating our lubricants growth in certain resilient sectors has been identified as a foundation for our growth.  We are looking to bring on new sales talent to maintain and develop existing B2B customer relationships.  The role will specialize in sales and account management in the heavy industry sectors.

What’s the role?

Qualified candidates will have proven sales track record and be able to identify, qualify, negotiate and win new business, delivering volumes and margins in line with businesses objectives and sector strategies. Strengthen SOPUS brands and increase market share in respective territory. Provide high level support to Key Accounts in both OEM and Sectors, including but not limited to Local and global key accounts. Work closely with distributors on our delivery promise in terms of service of existing and onboarding of new customers.

This role will deal primarily with Industrial customers, centered in the Midland/Odessa, TX geography. Residing in or near Midland is preferred.

Accountabilities:

Fill pipeline with qualifying accounts, identify these accounts through cold calling, networking and business journals.
Exceed team and individual KPIs as set by the leadership team.  Be proactive in building an action plan and prioritizing time and activities to deliver against financial targets.
Ability to demonstrate high-level understanding of Industrial & Transport 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, utilizing Salesforce.
 Effectively use the SPANCOP process in sales activities.
Manage pricing, credit terms, and collections to deliver against targets for invoice accuracy and Past Dues.  Negotiate contracts and investments with customers and manage the performance of existing and new investments over time.  Adhere to Shell MOA guidelines and General Business Principles.
Coordinate with customers, distributors, and other Shell staff to keep offers and orders within delivery promise guidelines and to minimize logistical costs.
Collaborate effectively with Shell colleagues across Key Accounts, Indirect, Marketing, Sales Support, Credit, Finance, Customer Service, etc. to deliver on goals.
Be responsible and proactive in HSSE issues that affect the individual, the office/field environment and their customers.
Be accountable for own development plan to continuously improve competencies

Skills & Requirements

What we need from you –

Having a commercial mindset and strong financial acumen will be key to success in this role. Your ability to manage internal and external stakeholder relationships will be critical.  Your dedication to growing the business in line with sector priorities will have a direct impact on our bottom-line results.

Must have legal authorization to work in the US on a full-time basis.
Bachelor's degree in a technical discipline is preferred.
Minimum 5 years of sales experience dealing with complex & multi-site corporate accounts.
Proven track record of delivery in a B2B/B2C sales environment
Current experience and relationships with B2B companies in the US is preferred.
Commercial instinct and strong customer orientation.
Excellent interpersonal skills; including experience of and ability to build and manage high-level relationships within large global, complex accounts.
Solid working knowledge of technical applications, CVP’s and troubleshooting capabilities.
Ability to manage interfaces and relationships within a B2B environment both internally and externally.
Previous experience developing and negotiating multi-year sales agreements.
Previous experience negotiating independent dealer contract renewals.
Roughly 50% overnight travel required (Depends on territory)