What’s The Role Shell is seeking a dynamic and strategic Sales Account Executive (internally known as a B2C Field-Based Account Manager) to join our Business to Consumer (B2C) & Global Key Accounts (GKA) team in Canada. This is a high-impact, field-based role where you’ll be at the forefront of driving growth in one of the most competitive and mature markets in North America.

As part of Shell’s mission to become the world’s most competitive and innovative lubricants business, you’ll lead business development efforts across a high-value portfolio of Auto, Heavy Duty, and Agriculture Original Equipment Manufacturer (OEMs). You’ll 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 sales—it’s about leadership, vision, and delivering results. You’ll be empowered to shape Shell’s growth trajectory through a customer-centric approach, commercial acumen, and a learner mindset. If you’re 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 Shell’s 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 Shell’s 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 Shell’s 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
• Bachelor’s 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 30–40%, including, but not limited to, travel within Ontario and Manitoba
• Must have a valid driver's license

If you don’t 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.

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 the next steps. Thank you for your interest in Shell.

What We Offer You bring your skills and experience to Shell and in return you work with talented, committed people in an innovative work environment. You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You’ll be able to balance your priorities as you become the best version of yourself.

• 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

We'd like you to know that Shell has a bold goal: to become one of the world’s most diverse and inclusive companies. You can get to know more about how we're working towards that goal, click here.

Shell in Canada Shell Canada is part of a global group of energy and petrochemicals companies with an average of 92,000 employees in more than 70 countries and has been operating in Canada since 1911.

Shell Canada is one of the few truly integrated energy companies in Canada with all of Shell’s global businesses represented, including upstream, integrated gas, downstream, and renewables and energy solutions. That means we do everything from exploration, gas production, refining and manufacturing, to providing fuels and developing energy solutions for our customers.

At a glance, our businesses and projects in Canada include:

• Joint Venture Partner (40%) with LNG Canada which will export Canadian natural gas to Asian markets
• Shale gas and liquids assets in Alberta and British Columbia
• A network of 1,400 retail stations across Canada
• The Scotford Complex in Alberta, includes an upgrader, chemicals plant and is home to the Quest carbon capture and storage facility
• The Sarnia Manufacturing Centre refinery in Ontario
• Investments in renewables and energy solutions, including EV charging, hydrogen and biofuels
• 15 Shell-owned distribution terminals, three of which have marine operations
• Shell Aviation Canada delivers across a network of 27 airport fixed-based operations and airport consortiums, from coast to coast. Shell Aviation provides 1.7 billion liters of high-quality fuel annually in Canada and offers reliable and safe into-plane delivery
• Strong Sulphur and Lubricants businesses as well as an innovative Supply and Trading business