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Ontario, Canada Job Family Group: Sales & Marketing Worker Type: Regular Posting Start Date: October 3, 2025 Business unit: Downstream and Renewables Experience Level: Experienced Professionals Job Description: Whats the role Shell is seeking a dynamic and strategic Sales Account Executive to join our Business to Consumer (B2C) & Global Key Accounts (GKA) team in Canada. This is a high-impact, field-based role where youll be at the forefront of driving growth in one of the most competitive and mature markets in North America. As part of Shells mission to become the worlds most competitive and innovative lubricants business, youll lead business development efforts across a high-value portfolio of Auto, Heavy Duty, and Agriculture Original Equipment Manufacturer (OEMs). Youll manage and increase value directly with existing dealer groups as well as win new business as part of national and global accounts, growing value through business development in a region primed for strategic expansion and building long-term partnerships. This role is more than just salesits about leadership, vision, and delivering results. Youll be empowered to shape Shells growth trajectory through a customer-centric approach, commercial acumen, and a learner mindset. If youre passionate about creating impact, thrive in a fast-paced environment, and want to be part of a team that puts the customer at the heart of everything it does, we want to hear from you. Accountabilities: Drive volume and margin targets by managing an existing portfolio, actively acquiring new business and expanding existing accounts. Execute high impact best in class business development strategies and deliver measurable account value, all while aligning with Shells commercial goals and embracing a collaborative One Team mindset Sell and negotiate value-driven solutions that deliver mutual success. Focus on building long-term partnerships rather than transactional deals, consistently surpassing individual and team KPIs through strategic selling and customer engagement Maximize customer value through expert account management. Apply cross-selling, range selling, and right-selling techniques to deepen relationships, expand product penetration, and strengthen Shells brand presence as well as market share across your territory Actively manage Salesforce as your Customer Relationship Management tool to manage opportunities with precision. Qualify leads through proactive outreach ABM campaigns, cold calling, networking, and other lead generation tactics - to maintain a strong, healthy pipeline sufficiency and accelerate deal closure Demonstrate Commercial Excellence by strategic call planning, disciplined pipeline management, and developing customer account plans with effective communication that drive performance and unlock growth Activate marketing initiatives by implementing regional and national promotions with customers. Boost brand visibility and increase market share through effective execution and customer alignment Build strategic relationships by networking and negotiating with large, multi-site organizations, driving consensus across the buying group while leveraging identified mobilizers both private and publicly traded. Focus on premium product offerings to deliver volume and margin targets Collaborate across teams by working seamlessly and in lock step with Key Account Managers, Indirect Account Managers, and support functions including Customer Operations, Marketing, Credit, and Finance. Ensure efficient service delivery and a unified approach to customer success with a lens on cost to serve Responsible and proactive in HSSE issues that affect the individuals, the office / field environment, and their customers Ensure 100% ethics and compliance in training and day-to-day activities to maintain Shells licenses to operate What you bring Must have legal authorization to work in Canada on a full-time basis for anyone other than current employer Bachelors Degree is preferred At least 5+ years sales experience with in-field selling and P&L accountability Demonstrated ability to grow sales period over period, including volume, market share, and profitability Proven experience developing and negotiating multi-year sales agreements Proven experience with strategic market-based pricing, maximizing profitability Demonstrated Heavy Duty or Agricultural OEM sector experience Experienced in engaging with project, departmental, and executive-level stakeholders, as well as leading complex negotiations across various levels of the organization, both internally and with external companies Knowledge of customer relationship management tools and processes like Salesforce, Challenger Selling, MS Office suite software Must be willing to work remotely, with an expected travel requirement of 3040%, including, but not limited to, travel within Ontario and Manitoba Must have a valid driver's license If you dont see yourself fully reflected in every job requirement listed in the posting above, we still encourage you to reach out and apply. Research has shown that women from under-represented groups often only apply when they feel 100% qualified. We are committed to creating a more equitable, inclusive, and diverse company and we strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientations, and life experiences to apply. What we offer Progress as a person as we work on innovative projects 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 among the best in the world Take advantage of paid parental leave, including for non-birthing parents Join an organization 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 programs Shell has a bold goal: to become one of the worlds most diverse and inclusive companies, a place where everyone from our employees to our customers, partners and suppliers feels valued, respected, and has a strong sense of belonging. Shell is an Equal Opportunity Employer. #J-18808-Ljbffr