Sales Account Executive

Shell; Northwestern Ontario; On-site; CAD 60,000 - 80,000; Full time

Job summary

A leading energy company in Canada is seeking a dynamic Sales Account Executive to drive growth in the B2C & Global Key Accounts team. This field-based role emphasizes leadership and strategic growth in a competitive market. The ideal candidate will have significant sales experience, a proven track record in developing partnerships, and the ability to manage customer relationships effectively. Flexible working conditions and competitive compensation are offered.

Benefits

Flexible working hours

Paid parental leave

Access to training programs

Qualifications

• 5+ years of sales experience with in-field selling.
• Proven ability to grow sales and market share.
• Experience in Heavy Duty or Agricultural OEM sector.

Responsibilities

• Drive volume and margin targets while managing existing portfolio.
• Sell and negotiate value-driven solutions for long-term partnerships.
• Maximize customer value through expert account management.

Skills

Sales experience

Negotiation skills

Customer relationship management

Strategic market-based pricing

P&L accountability

Education

Bachelor's Degree

Tools

Salesforce

MS Office Suite

Job description

Ontario, Canada

Job Family Group: Sales & Marketing

Worker Type: Regular

Posting Start Date: November 3, 2025

Business unit: Downstream and Renewables

Experience Level: Experienced Professionals

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.
• Experience 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 and must be successfully completed within 3 days of receiving the initial assessment invite. 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

• 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.
• Gain access to a wide range of training and development programs.

Shell is an Equal Opportunity Employer.

We strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply.