Rio de Janeiro, Brazil

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

February 27, 2026

Business Unit:

Downstream and Renewables

Experience Level:

Experienced Professionals

Job Description:

What’s the role

The main purpose of the role is to build technical capability within North Latin American Macro Distributors to grow and defend Lubricants sales to B2B and B2C Customers with profitability and sustainability. Key responsibility is to give appropriate direct support for complex technical issues of distributor customers among local, regional and GKA (Global Key Accounts) Customers

What you’ll be doing

• Develop and deliver appropriate lubricants training to indirect Shell Sales staff and MDs teams to leverage Value Led Selling, Cross/up-selling approach and mindset referring to our Shell products and to build up consistent technical skills and competences in the distributor staff through continuous coaching in the field;

• Advise on the relevance to Customer’s equipment service life & maintenance action requirements associated with oil analysis results (LubeAnalyst service tool)

• Work closely with local DAMs (Sales) who have the ‘ownership’ of the MDs, to provide appropriate technical coaching to maintain and gain business in line with business strategy. Carry out joint visits with Technical and/or sales resources of the distributor to new and existing customers providing field technical coaching to generate sales opportunities, with both existing and new products

• Build up and develop the technical competencies of the D-FLTS (Distributors Front Line Technical Support - Technical staff from MDs) within the 20+ MDs. DFLTS will be able to correctly specify appropriate Shell products to be used for specific applications (vehicles, machinery and equipment), including the specification of Shell product to replace a competitor’s product at a given application. In short time, the ideal target is that through Shell ILTC work the D-FLTS will be able to give immediate recommendations for more than 75% of applications required by Customers from different sectors. Build up with D-FLTS a confident knowledge transfer space and a collaborative mindset to win together where we operate.

• Jointly with DAM (Shell Sales Manager for MDs), one objective is to provide appropriate training and field coaching for the D_FLTS using the global standard modules and guidelines included in the DVP program, in and promote the use Service tools as LubeCoach and LubeAdvisor to get self-capability to manage technical customers’ queries and improve their product-application-services expertise.

• To give the appropriate direct support for complex technical issues of distributor customers

• Provide direct support in case of complex technical issues or customer claims, especially to larger accounts and to Top5 /Big 5 accounts

• Work with MDs at complex B2B customers Site Assessments and CVP joint construction for large contracts. Help support SPANCOP (Sales Process) movement and business growth and defense

• Provide the appropriate technical support and Services to FWS (B2C business channel) in line with product portfolio and approvals

• Provide HSSE, Occupational Health, safety and product disposal advice to distributors to handle customers and frontline sales in line with local legislation requirements. Actively keep them up to date with changes in legislation

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

• Feedback to PAS on: business cases, field evaluations, technical market information and trends, competitor activities, customer feedback. It is a key responsibility of the FLTS to work with the PAS network to develop the delivery of cross border second line support for lubricants

• Exploiting the use of Sales First tools through integrated SPANCOP with Sales one and delivering Customer testimonials (DVrs) according to global needs and guidelines, in order to provide proven Technology Leadership and to enhance Technical Intimacy image or Value Led examples

• Receive referrals of technical problems or complaint from the reseller or MD and work to resolve them through the source or, if relevant, directly with the customer. Feedback to the source originator to ensure continual improvement in the fielding of enquiries and understanding of technical issues

• Liaise with Operational Portfolio Managers for product portfolio issues as appropriate. Manage portfolio harmonisation process at distributor level

• Acting and behaving according to Shell Global Business Principles, Code of Conduct, HSSE standards and rules

Note: This is a home‑based office role in Brazil

What you bring

• Must have legal authorization to work in Brazil on a full-time basis for anyone other than the current employer

• Bachelor’s degree (e.g., BSc, BEng) in Engineering or a comparable technical skillpool

• Minimum five years’ experience in a technical (lubricants & applications) environment as a Field Engineer

• Mandatory Spanish and English fluency (written and spoken)

• Proven track record in technical and commercial competence development in B2B environment (specially Heavy Industries)

• Experience in distributor management beneficial (i.e., DICE training)

• Demonstrates interpersonal and communication (written and verbal) skills

• Estimated: 50% Travel availability

What we offer

You bring your skills and experience to Shell and in return you work with talented, committed people on one of the most important challenges facing our planet. You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You’ll be able to balance your priorities as you become the best version of yourself.

• 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 values-led culture that encourages you to be the best version of yourself.

• Benefit from flexible working hours.

• 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. You can get to know more about how we're working towards that goal, click here.

Shell in Brazil

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

Shell’s strategy is to deliver more value with less emissions as we work to become a net-zero emissions business by 2050.

As we navigate the energy transition through the next decade, we will leverage our global footprint, the trust in our brand, and our innovation and technology capabilities to be the energy company that customers and countries choose to be their partner. We are positioning Shell to become the investment case and partner of choice through the energy transition.

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.

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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.