Job Description

, India

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

May 15, 2026

Business Unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Purpose

Grow the B2B Lubricants business in assigned sector and geography by applying Key Account Management techniques to large customers and prospects.

What’s the role?

Apply Key Account Management practices to grow major Metal and Wind sector accounts by strengthening sales productivity (pipeline, target delivery, hit rate, cycle time, churn, revenue, C3) and ensuring accurate forecasting, effective credit control, and compliance with DSO and OD targets. Drive business growth through the SPANCOP process, market penetration, and strict execution of sector and KAM strategies.

Adhere to Sales 1st standards while increasing customer value through cross‑selling and up‑selling. Independently develop new opportunities, maintain an updated Key Account Plan, understand customer needs, and negotiate win‑win solutions. Collaborate with key support functions (Technical, Marketing, Credit, Finance, S&OP) and align with OEMs to enhance customer satisfaction.

Monitor competitor activity, uphold Shell’s General Business Principles, prioritize HSSE and sustainability, practice inclusive behaviour, and take ownership of continuous capability development.

Key Responsibilities

• Account Management: Develop and maintain strong relationships with key accounts to drive business growth and customer satisfaction.
• Sales Execution: Achieve sales targets through strategic account planning, KAP and execution.
• Salesforce Management: Ensure timely and accurate updates of opportunities, pipeline, and customer interactions in Salesforce.
• SPANCOP Compliance: Follow the SPANCOP process (Suspect, Prospect, Approach, Negotiation, Close, Order, Payment) for structured sales management.
• DSO Control: Monitor and manage Days Sales Outstanding (DSO) to maintain healthy cash flow and minimize credit risk.
• HSSE Adherence: Promote and enforce Health, Safety, Security, and Environment (HSSE) standards in all customer engagements and operations.
• Forecasting & Reporting: Provide accurate sales forecasts, market insights, and performance reports to management.
• Cross-functional Collaboration: Coordinate with supply chain, finance, and operations teams to ensure seamless service delivery.
• Responsible for managing large contractual manpower for the Lube Management Program, ensuring operational efficiency, compliance, and safety standards. Requires strong leadership, workforce coordination, and stakeholder management skills.
• Candidate with exposure or experience in steel making sector will be preferred.

What we need from you?

• Graduate of bachelor’s in mechanical engineering or anything related
• With relevant work experience of around 10 years in Direct Sales, Key Account Management and B2B Industrial Knowledge.
• Proficiency in English is required, while knowledge of Tamil is considered an advantage.
• This position requires 75% travel
• Gained hands on experience or Skill level in:
  • Selling and Negotiation
  • Channel Management
• Obtained knowledge or exposure on the following sale competencies:
  • Applying Customer Value Proposition
  • Commercial & Economic Acumen
  • Value Chain Understanding
  • Managing Customer Experience
  • Pricing & Exposure Management
  • Contract Management
  • Applying Technical Capability
  • Generating Insights

After you submit your application, you will receive an email providing a link to an online assessment that is a mandatory part of the process. The email will come from HireVue - please check your spam/junk mailbox if you do not see the email. Once completed, your application will be reviewed to determine next steps. Thank you for your interest in Shell

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What we offer

You bring your skills and experience to Shell and in return you work with talented, committed people on one of the most important challenges facing our planet. You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You’ll be able to balance your priorities as you become the best version of yourself.

• Progress as a person as we work on the energy transition together.
• Continuously grow the transferable skills you need to get ahead.
• Work at the forefront of technology, trends, and practices.
• Collaborate with experienced colleagues with unique expertise.
• Achieve your balance in a values-led culture that encourages you to be the best version of yourself.
• Benefit from flexible working hours, and the possibility of remote/mobile working.
• Perform at your best with a competitive starting salary and annual performance related salary increase – our pay and benefits packages are considered to be among the best in the world.
• Take advantage of paid parental leave, including for non-birthing parents.
• Join an organisation working to become one of the most diverse and inclusive in the world. We strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply.
• Grow as you progress through diverse career opportunities in national and
• international teams.
• Gain access to a wide range of training and development programmes.

We'd like you to know that Shell has a bold goal: to become one of the world’s most diverse and inclusive companies. You can get to know more about how we're working towards that goal, click here

Who We Are

Shell is a global group of energy and petrochemical companies, employing 103,000 people and with operations in more than 70 countries. We use advanced technologies and take an innovative approach as we seek to help the world build a sustainable energy future.

Shell is a customer-focused organisation, serving more than 1 million commercial and industrial customers, and around 33 million customers daily at more than 47,000 Shell-branded retail service stations.

Our approach

Powering Progress sets our strategy to become a net-zero emissions energy business by 2050, generating value for our shareholders, our customers and wider society. As we move forward on this journey, we will power lives and respect nature while maintaining our core values of honesty, integrity, and respect for people.

Our values

At Shell, we share a set of core values – honesty, integrity and respect for people – which underpin all the work we do. The Shell General Business Principles, Code of Conduct and Ethics and Compliance Manual help everyone at Shell act in line with these values and comply with relevant laws and regulations.

DISCLAIMER:

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 Shell/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.