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 Support achievement of Turkey business targets/T&R though execution of compelling business development & marketing plan and activities. Together with Sales Manager’s, define the country strategy and assess opportunities and risks on an on-going basis. The role entails working very closely to the Head of Fleet Solutions, taking accountability for the marketing agenda in Turkey.

This requires development and delivery of the Fleet Solutions marketing and business development priorities in close cooperation with local sales team, indirect channel, OTC, Finance, legal, IT, regional and global marketing as well as external partners from media agencies to third party service providers.

The role provides outstanding development opportunities and combines hands on delivery of marketing plans, to market and competitor analyses and (regional) project work in the areas of network development, pricing, customer satisfaction and customer retention/acquisition. The role spans over every area of the marketing mix and is positioned as a local leadership team member, which is a fantastic opportunity for self-development for enthusiastic marketers.

Accountabilities

• Develop and implement the Turkey Fleet Solutions marketing plan.

• Manage & Coach Marketing & Business Development team of 6 FTE’s, Marketing Manager, BDM, EV BDM, Business Analyst, Customer Experience Coordinator and Marketing Coordinator

• Develop value-selling strategy agenda by integrating fuels and non-fuels offers to build bundle offers for the customers to drive profitable sales and loyalty.

• Lead digitalization development of Fleet Solutions business. Building the flagship landing web page and local fleet hub with smooth customer journey.

• Carry out customer, competitor, and market share analysis to understand the needs of the market and shape the customer value proposition

• Work with global and regional marketing teams. Define the Channel options for the market and drive new activities that fit in the growth strategy of the Indirect Channel together with indirect channel excellence manager.

• Actively support the sales professionalism journey and ensure appropriate segment customer value proposition and product knowledge within the sales team.

• Run prospect and lead generation and CRM plans to grow volume & profitability.

• Enhance the lead generation through CRM and digital marketing capabilities

• Build and maintain close relationships with internal and external stakeholders (e.g. Resellers, Customers, Suppliers, Agencies)

• Provide ongoing support to the sales teams and measure business progress against a set of pre-defined KPIs Share and adopt best practices through active engagement with marketing colleagues in other countries and businesses.

• Support and own development of marketing professionalism within Fleet Solutions Growth marketing team

• Run lead generation campaigns to drive volume and profitability growth in line with the Fleet Solutions strategy.

• Drive/support initiatives to improve customer satisfaction and reduce customer churn via multi channeled tailored marketing dialogue campaigns as well as cross functional operations improvement to ensure end to end best customer experience

• Contribute to the marketing management of new business channels, and partner sales channels such as leasing companies.

• Drive marketing synergies with B2C Retail.

• To develop and accelerate demand for LNG as a fuel for Heavy Duty Road Transport customers in Turkey, by working closely with haulers and shippers.

• Accountability for developing a fit-for-purpose LNG contract with commercial fleet customers, based on exiting contract and OtC processes.

• To project manage, together with the Retail Network Manager, the roll-out of the LNG retail sites upon approval of the investment proposal.

• To liaise, support and influence diverse external stakeholder to create a supportive environment for LNG for Road Transport in Turkey (i.e. OEMs, shippers, customers).

• To represent Shell in the national LNG Platform (Road focus), during key industry conference and relevant meeting with government & NGOs.

• To collaborate effectively with different internal stakeholders (mainly Retail and Commercial Fleet) to ensure alignment of objectives, project deliveries, and adequate resourcing.

• Accountability for developing the commercial structuring of deals related to a new LNG opportunity

• Proven track record of success in New Business Development, B2B Commercial Marketing, Sales, Operations environment or similar experience.

• Marketing and communication skills to meet directly with senior level managers and influence their strategy.

• Ability to organize and manage in a changing environment with a high degree of uncertainty; must be readily adaptable to changes.

• Courage and perseverance to drive change to instill acceptance of and implement novel constructs

• Strong inter-personal skills in order to network effectively across internal and external business interfaces and with staff of different disciplines and seniority levels.

• Ability to influence and overcome barriers and resistance.

• Sound understanding of fuels supply chain logistics

• Knowledge of heavy duty Road transport industry

Dimensions

• T&R delivery of 1.7 billion L and $40 mln USD C5 in 2023.

• Non-Fuel Products targets:

-Telematics: 50.000 Vehicles

- Services On The Road: 20.000 Vehicles

- SP&A Management: 600k usd

Required Experience / Qualification

• Demonstrated evidence of Enterprise first values and behaviors will be considered during the selection process.

• This role is a unique position as it provide learning to an individual to Retail business in general and specifically B2B business, hence a very enriching career development opportunity.

• Fluency in written and spoken English is required.

• Prior experience in marketing is an advantage but not required.

Competence Level

Selling & Negotiation Skill

Channel Marketing Management Skill

Commercial & Economic Acumen Skill

Value Chain Understanding Skill

Project Delivery Skill

Applying Customer Value Proposition Skill

Customer Offer Development Skill

Strategic Marketing and Planning Skill

Marketing Activation Skill

Additional information

The candidate should show strategic thinking ability, as well as a strong performance track record.

Experience in B2B marketing and/or sales or Retail would be an advantage. However, we do not exclude the possibility that outstanding candidates without this experience could be selected.