Lubricants Technical Advisor

The Role

To provide front line technical advice to Shell’s customers and distributors. Coach and develop Shell’s Sales force on the use of the Shell lubricants portfolio. Troubleshoot and optimize lubricant consumption. This is a techno-commercial role in which the incumbent shall contribute to business development and bottom line

• Provide front line technical support to customers and sales staff including problem solving, troubleshooting and application advice for all frontline technical issues. This may be pro-active in line with Sales/Marketing efforts to increase business or reactive to customer complaints/claims on used oil analysis. Provide basic failure diagnosis for lubrication related failure (e.g. bearing or gear) where lubricants quality or practices are in question


• Work closely with local sales and global accounts who have the ‘ownership’ of the customers, to provide appropriate technical support to maintain and gain business in line with business strategy. Carry out joint and solo visits (with knowledge of sales force) to new and existing customers providing technical proposals/assistance to generate sales opportunities, with both existing and new products


• Contribute to Shell’s Technical services portfolio and manage E2E deal making and execution on this front.


• Drive x/up-sales opportunities through developing and delivering appropriate lubricants training to direct Sales/Marketing staff to develop their expertise, as well as tailored training packages for Gold/Platinum Customers where required


• Correctly specify appropriate Shell products to be used for specific applications (vehicles, machinery and equipment), including the specification of equivalent Shell product to replace a competitor’s product, for all lubricant products.


• Develop and deliver appropriate lubricants training to direct Shell Sales staff to develop their product-application-services expertise


• Coach and develop Distributor Front Line Technical resources through trainings coaching and customer visits.


• Prepare customer plant/equipment audits, lubrication surveys, product rationalisation audits and conduct field trials, as necessary to support the overall business strategy


• Liaise with local OEMs or local branches of global OEMs, to develop product approvals, only under guidance from the identified OEM ‘owner’ in the Line of Business team (OEM Approval Mgrs) so only for selected global priority approved OEMs


• Provide HSE, Occupational Health, safety and product disposal advice to customers and front line sales, in line with local legislation requirements. Actively keep up to date with changes in legislation


• Support and act jointly with local Marketing Specialist to enhance our Shell Technology Intimacy image through Sales into the market


• Refer complex technical issues to the Senior Lubricants Technical Advisor or to the PAS network for resolution, working with them to ensure issue is completed satisfactorily, with local customer follow up by the Technical staff as necessary


• Exploiting the use of Sales First tools through integrated T-SPANCOP with Sales one and delivering DVRs according to global needs and guidelines in order to provide proven Technology Leadership or Value Led examples


• Liaise with Operational Portfolio Managers for product portfolio issues as appropriate and provide/advice alternatives. Manage portfolio harmonisation process at customer level, including smooth conversion of customers caused by product introductions and retirements

Competencies:

Applying Technical Capability: Skill

Selling & Negotiating: Skill

Channel Management: Knowledge

Key Account Management: Skill

Applying Customer Value Proposition: Skill

Commercial & Economic Acumen: Knowledge

Value Chain Understanding: Knowledge

Managing Customer Experience: Skill

Project Delivery: Knowledge

Generating Insights: Knowledge



We encourage employees to share if they have specific flexible working requirements. Flexibility will mean different things to different people and we are interested to know what might be needed to help you succeed and be at your best. We will endeavour to accommodate those requirements with consideration both for what is required in the role and taking the lead from a local country policy perspective

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.