Shell

Job Description:

Mobility Context

Shell Mobility represents the single largest customer-facing business in the group serving more than 30mln mobility and over 250,000 Fleet customers per day through 500,000 service champions in over 44,000 sites across 70+ countries. As RDS looks to the future, Mobility is critical to establish Shell as The Low Carbon Leader, with ambitions to be the no. 1 mobility and convenience retailer, with the world’s leading EV charging network and lead in business and goods mobility platform.

Achieving our ambitions will necessitate placing customers at the heart of our business, treating every interaction as a chance to bring our purpose to life to making people’s journeys better. We’re evolving from ‘fuels retailer’ to ‘mobility retailer’- innovating to meet our customers’ changing expectations around convenience, product quality, digitalization and service. This includes continuing to improve the quality of our current products while expanding our alternative energy mosaic (LNG, hydrogen, EV charging and biofuels).

People make the difference real! Mobility is the most customer intimate business in Shell and a front seat to the mobility transition seen from the eyes of customer. A career in mobility is fast paced and dynamic whether you are creating a rewards program for our service champions, developing an award-winning app for our customers, developing a community engagement program or engineering a safe forecourt. Come join us as we embark on the next phase of our ambition focusing on e-mobility and decarbonization.

Purpose and Accountabilities

• To lead, manage, coach and inspire a sales team consisting of Field Based, Key Account and Business Development Managers.

• Develop and maximize Revenue and C3 Margin for new and existing customers in line with Shell HSE and Business policy & principles

• Utilize Global DVP’s & CVP’s and Sales 1st techniques to achieve financial targets and Sales and Marketing Key Performance Indicators (KPIs)

• Maximize time spent coaching and joint prospecting to develop sales team into world class sales professionals admired by Customers

• Deliver agreed Sales and Marketing Action Plans, shadowing top 10 customers & prospects and manage Premium Club Reseller Program according to Indirect Channel Strategy.

• To be responsible of Extra Card and Agriculture Sales

• Manage and grow direct business such as Local Marine, End User, Key Accounts, IPA’s, Oil Explorations, Big Tenders etc. with sustainable and profitable business model.

• Increase collaboration with Retail Sales and Acquisition teams in order to get maximum benefit from Retail Dealers.

• To assist the formulation and implementation of the Marketing Strategy and the T&R.

• Ensure effective use of Sales 1st, Price Management, S&OP and Customer Promise processes and tools, to ensure Shell is providing the optimized level of service.

• Ensure there are Distributor contracts and Business plans in place.

• Plan and drive development of Distributor network.

• Ensure that direct reports meet the required competencies profile by field assessment, training, coaching, best practices sharing, using IDP to record objectives, activities and progress.

• Ensure team and own work within the agreed authority levels in respect of credit management, pricing and debt to ensure that there is minimum & calculated risk to the Company.

Dimensions

• Commercial Volume (Fuels) – 1.100.000 m3

• MP C3: 20.300.000 mil USD (482.258.000 TL)

• Core DSO: 30 Days OD: 3%

• Support each team member to win at least 4 new end users or indirect resellers collaborating with other businesses.

• Extra Card Volume (Fuels) – 700.000 m3

• MP C3: 373.454 mil TL

Agriculture Extra Card (Fuels) – 25.000 m3

Required Experience / Qualification

• Apply Effective Management of HSSE Risk - Knowledge

• Builds Shared Vision - Knowledge.

• Champions Customer and Stakeholder Focus - Knowledge

• Maximizes Business Opportunities - Knowledge

• Demonstrates Self Mastery - Knowledge

• Demonstrates Courage - Knowledge

• Values Difference - Knowledge

• Provide Leadership in HSSE - Knowledge

• Prepare Effective Management of HSSE Risk - Knowledge

• Selling & Negotiating - Mastery

• Customer Relationship Management - Mastery

• Customer Value Proposition - Mastery

• Distributor Management - Mastery

• Displays Interpersonal Effectiveness - Skill

• Motivates, Coaches and Develops - Skill

• Delivers Results Through Others - Skill

• Market Awareness - Skill

Special Challenges:

Aggressively grow the Commercial Fuels business, delivering against T&R targets and turning around the business where profitability is insufficient.