B2B Key Account Manager

Shell Canada is seeking a B2B Key Account Manager to join its team in Alberta.

The NA B2B Lubes market is mature and highly competitive, representing a significant growth opportunity for Shell due to its current market share position. The Key Account Manager, B2B will manage large direct accounts and is responsible for delivering significant growth in resilient sectors.

This is a remote role requiring approximately 30–40% travel, with a company car provided.

Accountabilities:

• Manage performance measures and financials, ensuring delivery of Sector P&L targets, including volumetric growth, revenue delivery, and expense management.
• Drive new business development and premium acceleration of profitable and strategic volume in line with business objectives.
• Maintain and increase the value and return on existing Shell customer portfolio through cross-selling, upselling, and range selling.
• Drive a high degree of focus on pipeline management and execution to ensure resources are utilised consistently to win and deliver growth targets.
• Develop relationships, respond to RFQs, prepare offers, and work with key Shell stakeholders to collaboratively sign net new business.
• Work closely with other Shell teams and third parties on sector strategies and route to market.
• Act within strict Health & Safety guidelines, leading by example, and be responsible for proactive HSSE issues.
• Ensure 100% Ethics and Compliance across trainings and daily activities.
• Strengthen Shell brands and increase market share in the respective channel.
• Provide hands-on support to Field-Based Account Managers across Canada to drive growth aligned with national strategy and objectives.
• Develop a strategic pipeline of growth opportunities within the existing account base.
• Plan and lead face-to-face customer meetings for joint business reviews and goal setting.

What you bring:

• Must have legal authorization to work in Canada on a full-time basis.
• Bachelor's degree required, MBA or equivalent experience preferred.
• At least 10 years of sales, marketing, and commercial management experience in lubricants or related business.
• Experience managing Head Office relationships or National Accounts, with a strong ability to maintain and develop relationships with senior decision-makers.
• Previous territory sales experience with P&L accountability responsibility.
• Demonstrated ability to grow sales as measured by period-over-period increases.
• Must be willing to travel 30–40% of the time.
• Must hold a valid driver's license.

What we offer:

• Progress as a person while working on the energy transition.
• Continuously grow transferable skills.
• Work at the forefront of technology, trends, and practices.
• Collaborate with experienced colleagues.
• Achieve balance in a values-led culture.
• Benefit from flexible working hours and remote/mobile working.
• Competitive starting salary and annual performance-related salary increase.
• Paid parental leave.
• Join an organisation working to become one of the most diverse and inclusive in the world.
• Grow through diverse career opportunities.
• Gain access to a wide range of training and development programs.