Field Based Account Manager B2B

About the role

The Field Based Account Manager B2B will prospect intensively, develop and maximise volume and margin within an assigned area. You will use Shell's Customer Value Propositions (CVPs) and cross‑business synergies to grow existing accounts and acquire new key customers.

Key responsibilities

• Plan, monitor and achieve individual sales targets (volume, margin, growth, named‑customer CVP).
• Execute the SPANCOP sales process: suspect, prospect, analyse, negotiate, close, order, pay.
• Cross‑sell, up‑sell and range‑sell to existing Shell customers to increase value.
• Negotiate pricing, contracts, payment terms and service requirements.
• Develop new opportunities independently and from leads generated by others.
• Maintain and deepen relationships with key decision‑makers, ensuring win‑win outcomes.
• Provide market insights and propose marketing initiatives in line with targets.
• Ensure compliance with HSSE standards in all activities.

Required profile

• Proven experience in B2B sales or account management, preferably in the energy or industrial sector.
• Strong negotiation and analytical skills with a focus on profitability.
• Ability to build trusted relationships with senior customers.
• Self‑motivated, results‑driven and comfortable with field‑based work.

Required skills

• Knowledge of Shell’s Customer Value Propositions (CVPs) or similar value‑based selling frameworks.
• Understanding of tactical pricing and margin management.
• Experience with cross‑selling and up‑selling strategies.