Key Account Manager – Fleet solutions

As Key Account Manager for Fleet solutions, you are responsible for delivering profitable fuel volumes and driving strategic growth across large B2B and fleet customers, contributing directly to Mobility India’s financial performance. The role manages key fleet accounts, unlocks cross‑sell opportunities in non‑fuel categories such as lubricants, coolants, and AdBlue, and supports Shell’s energy transition ambitions by enabling EV charging solutions through Shell Recharge. Close collaboration with internal teams is essential to deliver seamless customer experiences and integrated energy solutions.

What you’ll be doing

• Proactively generate and qualify leads using local marketing, cold calling, digital tools, and referrals. Build and maintain a strong sales pipeline in partnership with cross-functional teams.
• Manage and grow relationships with large and strategic fleet customers, ensuring high levels of satisfaction and retention.
• Deliver Shell’s Fleet Solutions CVP across fuels, Non-Fuel Retail, E‑Mobility, and digital platforms, driving awareness and adoption.
• Meet monthly, quarterly, and annual sales targets across fuel and non‑fuel products while ensuring sustainable and profitable growth.
• Support fleet customers in their decarbonization journey through Shell Recharge EV charging solutions.
• Work closely with S&O, Marketing, Finance, Retailers, and DO channel partners to deliver training, support lead generation, and ensure high-quality customer service.
• Benchmark Shell’s CVP against competitors, identify opportunities, and develop proposals to capitalize on market gaps.
• Own account-level profitability and ensure commercial viability with efficient cost-to-serve.
• Ensure adherence to Shell’s Ethics & Compliance policies and HSSE standards.

What we need from you

• College Graduate with minimum of 4–6 years of experience in commercial and business development roles; prior B2B sales experience preferred.
• Strong negotiation skills with experience closing high‑value contracts and navigating complex commercial discussions.
• Strong stakeholder management skills across large fleet customers, aggregators, and diverse internal commercial, digital, legal, finance, and network teams.
• Proven B2B lead generation capability using digital tools, local marketing, referrals, and cold outreach.
• A customer-centric mindset with the ability to convert insights into tailored offers across fuel, non-fuel retail, and vehicle care categories.
• Strong understanding of digital platforms and ability to guide customers in adoption and usage.
• Understanding of energy transition dynamics and passion for sustainable mobility and EV infrastructure.

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. 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 next steps. Thank you for your interest in Shell.

What we offer

• Progress as a person as we work on the energy transition 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 value-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 considered to be among the best in the world.
• Take advantage of paid parental leave, including for non-birthing parents.
• Join an organisation working to become one of the most diverse and inclusive in the world. We strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply.
• Grow as you progress through diverse career opportunities in national and international teams.
• Gain access to a wide range of training and development programmes.

We'd like you to know that Shell has a bold goal: to become one of the world’s most diverse and inclusive companies.

Who We Are

Shell is a global group of energy and petrochemical companies, employing 103,000 people and with operations in more than 70 countries. We use advanced technologies and take an innovative approach as we seek to help the world build a sustainable energy future. Shell is a customer-focused organisation, serving more than 1 million commercial and industrial customers, and around 33 million customers daily at more than 47,000 Shell-branded retail service stations.

Our approach

Powering Progress sets our strategy to become a net-zero emissions energy business by 2050, generating value for our shareholders, our customers and wider society. As we move forward on this journey, we will power lives and respect nature while maintaining our core values of honesty, integrity, and respect for people.

Our values

At Shell, we share a set of core values – honesty, integrity and respect for people – which underpin all the work we do. The Shell General Business Principles, Code of Conduct and Ethics and Compliance Manual help everyone at Shell act in line with these values and comply with relevant laws and regulations.

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.

You can be a part of the future of energy. Together at Shell, we are transitioning to become a net-zero emissions business while providing the energy that people around the world need today. Working with experienced colleagues, you’ll have the opportunity to develop your skills, in an environment where we value honesty, integrity and respect for one another. At Shell, you progress as we tackle the energy challenge together.