Latam B2B Business Development Manager

**The Role**:
**What’s the role?**

This is a job opportunity in Shell Lubricants Industrial/ B2B Lubricants expertise area, for the Latin America region (all LAtam Counties excluding Brasil, Argentina and Mexico) covering a series of responsibilities in Sales, Technical and Marketing scopes. The LA B2B Business Development Manager position aims to attract and retain customers, build long-term customer relationships and create growth plans for Shell’s Lubricants B2B in LAtam. The B2B BDM looks to identify new Lubricants & Services business opportunities as well as to lead their implementation. B2B BDM is accountable for B2B Strategy in the Region for local, Regional and Global Business; She/He is the owner of Prospection, Analysis, Value Demonstration, Negotiations and Contractual agreements through the local Sales Teams in Shell and also through Macro Distributors (MDs) in the Region

Accountabilities:

- Pipeline Management - Drive the implementation of B2B Pipeline Management in a standard manner coaching Shell staff & MD Sales Teams from Customer Selection/Prospection Phase passing through Opportunity Analysis, Value Demonstration, Negotiations and Contractual agreements;
- Review, reshape & Monitor Value Selling Pipeline Management KPIs (Pipeline Strength, Hit Rate and Cycle Time) in all MDs. Success for B2B BDM will be according to PM KPIS above.
- Train, coach and support Value Selling Pipeline Management culture, across MDs and Shell staff by deep dive overall processes;
- Leader and Coach of Sales Value Selling Pipeline Management processes, in Shell and in Top MD Countries for B2B opportunities
- Support LATAM Business strategy for B2B Growth Roadmap, by bringing Market information and insights of new sectors, better products, Customer Solutions and Competitors landscape;
- Prepare Trends evaluations based on data analytics, Design and develop solutions from theory to implementation. Prepare Business Cases with critical Financial Information for decision making

**What we need from you?**
- Bachelor’s Degree is mandatory, MBA and/or Pos Graduation in BA highly appreciated
- Minimum 5 years’ experience in Sales, with proven track record of B2B experience in Customer Facing negotiations in Industry sectors - mandatory
- Understanding of the Lubricants market in Industrial area (Mining & Construction mainly) is a requirement
- Strong Project Management Skills and Tracking of Performance is a requirement
- English and Spanish fluency - mandatory
- Team leadership experience is appreciated
- Experience in B2B Commercial is preferred
- Expertise in managing indirect channels is a key requirement, proven success dealing through Distributors is necessary.
- Strong business analytical and problem-solving skills, commercial mindset
- Resilience to deal with travelling duties and manage effectively work life balance, 50% of the time spent travelling
- Communication skills and influencing/reframing others stakeholders towards a common goals is required.
- Able to work independently and with limited supervision, highly self-motivated and able to effectively manage various competing priorities.
- Strong interface / stakeholder management skills and proven ability to work with, influence and lead diverse teams outside her/his line as well as delivering results through others.
- Ability to manage self-performance and interaction in a virtual environment

Scam Warning

Shell is an Equal Opportunity Employer.

COMPANY DESCRIPTION

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