Where you fit

Shell Global Lubricants is the world’s #1 lubricants supplier and has been so for the past 15 years. We bring the Shell purpose of Powering Progress to life by producing the world’s best lubricants, driven by impeccable quality, clean innovation, and a customer-first focus.

In this role you will deliver top line growth by selling Shell CVPs to preferred segments through a network of selected, committed, structured and profitable Distributors, in line with Shell HSSE policy and Shell General Business Principles.

What’s the role?

As the Key Account Manager, you will lead, grow and manage the business delivery with Shell’s OEM Partner. This will involve managing the OEM Auto FWS and Spares Distributors for West India. You will provide top tier service in customer operation, while managing the dealers’ regular business and relationships, proper coordination with the stakeholders and grow the business.

Further roles and responsibility:

• Managing a target to achieve Volume and C4 targets as per plan and develop new opportunities by working closely with the OEM Partner.
• Focal point for all the OEM FWS (both Auto and FD) Dealers and SPD team and working with the FWS (Auto and FD) closely and growing the business by proper review and feedback from time to time.
• Handling the Dealers of Spares and working closely with them for growing the business and applying the Distributor Management knowledge. Utilize all available resources effectively for business growth and manage interface with support functions for the business.
• Maintain and grow good working relationships and business associations with the OEM Customer Care teams, Zonal teams, and Regional Managers.
• Working and coordinating with big FWS Dealers and managing their expectations. Work closely with the Marketing team for implementation of the planned activities.
• Effectively manage direct costs within the business and ensure competitive cost structure for business conduct.
• Adhering to Shell General Business Principles in all transactions and conduct of business with external parties.
• Demonstrating commitment to and be responsible for HSSE and the company’s commitment on sustainable development; inculcating safety conscious behavior, with external parties; meeting own safety targets as per the performance contract.
• Correct demand forecasting considering seasonality, new customer appointments, churns to ensure right product is available at right depots.
• Ensure exposure is secured and setting up logical Credit Limits for customers basis their volume potential.
• Guide and coach, the LASM team and ensure they are utilized optimally to drive operational tasks like payment follow-up, delivery follow-up, market working with DSRs, etc.

What We Need From You

• Graduate of bachelor’s in engineering or management is preferred.
• With 8-10 years of experience in Account Management.
• Good understanding of both Workshop & B2CI Business with proven experience in managing and working with OEMs team.
• High focus on Execution, Performance, and delivery.
• Significant sales experience, with proven success in developing and managing Distributors.
• Willing to be based in Mumbai and travel frequently.