BtC Account Manager Centre

Milano, Italy

Job Family Group:

Sales & Marketing

Worker Type:

Regular

Posting Start Date:

February 17, 2026

Business Unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

Responsible to achieve the annual financial targets managing  and growing Shell OEMs first fill and aftermarket and PCMO HDDEO FWS sectors in his/her geographical area.

Responsible for 2.9 million EUR C3 a year and 1,9 Million liters. Effectively grow selected sectors through new business gains. Constantly co-operate with Technical BDMs, Marketing, Finance, Legal, COS, Credit and Supply Chain to develop complete CVP for named prospects offers, hybrid prepositions products and services and contribution to Global and Regional deals. Clear strategy towards sustainability led lubricants solutions offering (Better Products).

Be always responsible and proactive in HSSE affecting the individual, the office/field environment and the customers (Journey planning, car, hotel checklists, PI, NM reporting, safety walks).

Be always 100% compliant with Ethics & Compliancy guidance.

Effectively manage the appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationships in the identified focus sectors. Increase the value for existing Shell customers through cross and up selling and develop new opportunities with prospective customers with the aim to meet the annual targets in terms of volume, C3+, premium, DSO, CSI, HSSE, C5, OP Spancop growth and yield.

Understand the industry, the business and needs of customers. Sell and negotiate win-win solutions including products, packages, services, prices, credit terms, credit limits, operational requirements within the Shell Contract Management and the Local Offer Book Framework, through Challenger selling behaviors with various commercial stakeholders in the customers organizations: buyers, technical managers,  aftermarket managers, adtersales and warehouse managers, sustainability Managers, top managers/owners.

Demonstrate the value of Shell offer through an effective mix of product portfolio, C02 reduction calculators, technical data sheets, sustainability indicators, CO2 reduction and market/OEM references. Prepare and lead technical seminars, trainings and quarterly business reviews. 
 

Effectively cooperate with Shell Technical, Marketing, Specialties and Support Functions (CSC, Credit, Legal, Finance) and Global and Regional functions to maximize business opportunities in the pipeline and minimize any Shell risk and liabilities

Proactively and efficiently display Sales first behaviors through effective Sales Force usage, Demand Forecast Accuracy and Eserve uptake.

Effective use and implement digital tools and CVP. Falcon and Advanced Analytics active user.

Be accountable for own development plan and continuously improve competencies.

-

Degree (Engineering, Chemistry), with at least 3 years of B2B sales or techno-commercial roles in Auto-Trucks OEMs or Importers, Top FWS Groups or Automotive Service or Consultancy Companies, or PCMO/ HDDEO Lubricants.
 

Strong good performance track record matured in customer facing role.
Strong commercial skills and customer focus

Experience in Auto/Truck sector

Ability to operate in a challenging and dynamic environment.
Ability to establish good relationships internally and externally.
Ability to generate enthusiasm, focus and commitment.

Good track record to drive change towards new digital and more effective way of working.

Good networking and teamwork skills

Strong digital skills and mindset

Fluency in Italian and English

Residence required in the Centre of Italy (Bologna, Ancona, Firenze)

Home working Status

3 days a week on the field

Job allocated car

DISCLAIMER:

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Shell/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.