Account Manager Lubricant Automotive

, France

Job Family Group:

Sales & Marketing

Worker Type:

Regular

Posting Start Date:

December 5, 2025

Business Unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

The Account Manager's lubricant main role is to grow the local market share of SHELL in automotive sector ( FWS mainly) by both increasing our share of wallet at existing accounts as well as hunt for new lubricant business.

The account manager's role is key in ensuring short to medium term growth and while doing so, maximise the potential the of existing accounts to grow them to Key accounts level.
The role of the Account Manager will be:

- To build the prospection pipeline and the commercial offer for identified accounts and prospects in order to ensure a sustainable growth locally
- Be accountable for generating a defined growth target (Vol/ C3/ C3+) for existing accounts in Franchised workshops
- Negotiate and coordinate the offers for new and/or medium sized accounts and implement the deals locally (Franchised workshops and Truck workshops).
- Coordinate the implementation actions and growth projects with the extended team: Global and regional key account manager - marketing - technical - LSC - Legal & Finance
- Collaborate with the extended team to define a clear sector strategy and drive the business forward by ensuring: strong key account plans - brainstorming on innovative CVPs
- Demonstrate a customer centricity & Enterprise 1st approach: CRM KPIs - Cash management - collaborate and share information between distribution channels
- Deliver a personal Goal Zero and promote the values of SHELL (ethics & compliance etc)
AM role: 40% prospection - 60% implementation/ coordination/Farming
The position is part of the Direct Sales organization and will report directly to the country Business Manager direct. The successful candidate will have the opportunity to develop his/her negotiating & prospecting skills by increasing the dimension of the customer portfolio given.
Dimensions :
FR Market share 14%
SHELL lubricants in the world: N°1 for 19 consecutive years
 

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Sales force / Opportunity pipeline : 3500KC3 with a sucess hit rate up of +15% expected
Current portfolio Vol/C3 : 32000M3/4200K€ C3
Key account plans reviewed regularly
HSSE: NO LSR Violation- Goal Zero -2 Near misses reported per year
This role will include approx 40% travel.
This role is eligible for the sales bonus scheme
 

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