Commercial Specialist



San Francisco, CA, USA
Posted on Friday, October 6, 2023
, Philippines

Job Family Group:

Commercial and Retail

Worker Type:


Posting Start Date:

Business unit:

Downstream and Renewables

Experience Level:

Early Careers

Job Description:

Job Description:

The core goal of the Customer Specialist (CS) is to help the business meet their sales targets by identifying opportunities through analytics and/or virtually selling into an ever-changing list of Silver & Bronze customers. The customers you will focus on could be Sold To’s and/or Ship To’s depending on the business’s changing needs as they adapt to a dynamic market environment.

Where You Fit In

The CS fit within Canada Customer Operations and supports the Canada lubricants sales teams. You’ll sit along-side other CS’s while integrating seamlessly with your Canada sales teammates in a virtual environment.

Primary Accountabilities

  • Maintain alignment with the business Team Leads & Account Managers on key priorities via MILO’s and regular one-on-one conversations
  • Analyze sales data to identify opportunities including up-sell, cross-sell, share of wallet, churn, etc,
  • Track progress against identified opportunities and recommend strategies to improve rate of growth
  • Regularly review opportunities found with the Account Manager to form a plan of action
  • Solicit existing and/or prospective customers to vet leads and hand-off to the Account Manager or pursue on your own
  • Work with Account Managers to create a plan to pro-actively reach out to customers that are less likely to be visited by the Account Manager due to geographical or temporal constraints

Other Accountabilities

  • Work with Shell Marketing to vet prospects for upcoming Campaigns & Programs
  • Support forecasting and alignment between customer needs and distributor / Shell plant inventories
  • Assist with Data Gathering for Business Reviews and/or Attend Key Business Reviews
  • Support Customer Onboarding; Monitor Contract Requirements; & Support Pricing Management


  • Analyze data & communicate finding (proficient in Excel, PowerPoint, Word, etc)
  • Demonstrate Shell’s CVP in the form of recommendations to Account Managers and/or customers/prospects
  • Build & manage a pipeline of opportunities in excel or Salesforce
  • Abide by Sales 1st requirements as needed including call plans, account plans, and proposals
  • Interpersonal communication skills including phone and email & a curious mind

Contribute to Sector's delivery of plan
Delivery 5+3 Scorecard
Group Scorecard


Degree or 5+ years of similar experience preferred
Strong Verbal & Communication Skills

French speaking an asset
Strong Prioritizing
Project Management
Planning Skills
Proficiency with Word, Excel & Database Tools
Advanced Experience with Microsoft Office



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