Key Account Manager, Metals Full Time

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

What’s 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 cross‑selling and up‑selling. Independently develop new opportunities, maintain an updated Key Account Plan, understand customer needs, and negotiate win‑win solutions. Collaborate with key support functions (Technical, Marketing, Credit, Finance, S&OP) and align with OEMs to enhance customer satisfaction.

Monitor competitor activity, uphold Shell’s 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 bachelor’s 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.