B2B Distributor Sales Representative

Summary of Position

The B2B Distributor Sales Representative (DSR) is responsible for driving sales growth and expanding market share for Shell lubricants within assigned territories. The role focuses on developing and maintaining strong business relationships with clients from industrial companies, fleet operators, general manufacturing companies and construction sectors.

The DSR is expected to identify new business opportunities, manage existing accounts, provide technical product support, and ensure excellent customer service. The position also involves account management, order coordination, receivables collection, and achieving assigned sales targets.

Duties and Responsibilities

Customer Relationship Management:

• Build and maintain strong relationships with existing B2B clients including OEMs, industrial companies, fleet operators, general manufacturing firms and construction sectors.
• Serve as the primary point of contact for customer inquiries, concerns, and service requests.
• Ensure high levels of customer satisfaction through responsive and professional account management.

Sales and Business Development:

• Identify and pursue new business opportunities to expand Shell lubricants’ market presence.
• Present and promote Shell lubricant products to prospective and existing clients.
• Develop customized solutions to meet client needs, including product recommendations and technical support.
• Achieve or exceed assigned sales targets and territory objectives.

Account Management:

• Manage assigned accounts to ensure customer retention and satisfaction.
• Conduct regular client visits to assess client needs and recommend appropriate lubricant solutions.
• Negotiate pricing, contract terms, and commercial agreements while maintaining profitability.

Product Knowledge and Technical Support:

• Maintain strong knowledge of Shell lubricants’ product portfolio, features, and benefits.
• Provide technical assistance and training to clients on product applications and best practices.

Sales Planning and Reporting:

• Develop and execute territory and account plans aligned with company sales strategies.
• Prepare sales forecasts, reports, and activity updates for management.
• Monitor and analyze sales performance and market trends.

Compliance and Documentation:

• Ensure all sales activities comply with company policies , procedures, and industry regulations.
• Maintain accurate and updated customer records, sales reports, and account documentation.

Order Processing & Coordination:

• Facilitate the processing of orders and coordinate with logistics to ensure timely delivery.
• Monitor order status and resolve any issues that may arise.

Collection and Accounts Receivable Management:

• Monitor customer accounts and ensure timely collection of receivables in accordance with company credit policies.
• Follow up on overdue accounts and negotiate payment arrangements when necessary.
• Maintain accurate documentation and records of collection activities and escalate unresolved concerns to management.

Qualifications

• Bachelor’s degree in Business, Marketing, Engineering, or any related field
• Proven experience in B2B sales, preferably in lubricants, automotive, chemicals, or related industries
• Strong sales, negotiation, interpersonal and communication skills
• Technical aptitude with ability to understand product specifications and applications
• Goal-oriented with a proven track record of achieving sales targets
• Ability to analyze market data and develop strategic plans
• Valid driver’s license and willingness to travel as needed