KAM Metals, South and West, Direct Ind.

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Purpose

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

Whats 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 crossselling and upselling. Independently develop new opportunities maintain an updated Key Account Plan understand customer needs and negotiate winwin solutions. Collaborate with key support functions (Technical Marketing Credit Finance S&OP) and align with OEMs to enhance customer satisfaction.

Monitor competitor activity uphold Shells 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 bachelors 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. Youll have the opportunity to develop the skills you need to grow in an environment where we value honesty integrity and respect for one another. Youll 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.

Wed like you to know that Shell has a bold goal: to become one of the worlds most diverse and inclusive companies. You can get to know more about how were working towards that goal click here.

Who We Are

Shell is a global group of energy and petrochemical companies employing 103000people and with operations in more than 70countries. 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 than1million commercial and industrial customers and around 33 millioncustomers daily at more than 47000Shell-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.

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