Shell

Job Description:

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

• To establish and lead the EUAF IC Strategy with creating a collaboration environment of IKAM’s, local & central marketing and sales teams including each HoFS’s.

• To maximize indirect opportunity with the channels of leasing, agents, and resellers to grow SME portfolio indirectly.

• To own and improve the excellence processes for current agents and resellers to improve portfolio with a growth-based Sales 1st mindset and way of working model for EUAF indirect channel.

• To provide support to the Global and local KAM’s and SME Managers for both deal and excellence management.

• Maximize Leasing Business opportunity in the region on an aligned strategy with the global & local teams.

• Coach & support the Indirect Channel sales team according to implement new IC strategy

• Utilize Global CVPs and to achieve financial targets and Sales and Marketing Key Performance Indicators (KPIs)

• Develop and maximize revenue and C4+ margin for new and existing resellers in line with Shell HSSE and Business policy & principles

• Ensure operational excellence and high customer satisfaction

• Deliver agreed Sales and Marketing Action Plans and support relevant KAM for top resellers across the region.

• Implement Shell vision and strategy to EUAF IC on the aspect of decarbonization with the focus of A2Z.

Accountabilities

• Financial performance indicators: Volume, C4+, Other Revenue, DSO, Decarbonization

• Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Hit Rate, Cycle Time, Customer Churn, Indirect Channel Efficiency, volume and C4+ delivery per ICAM..

• Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve customer satisfaction.

• Support Sales team effectively to use Sales 1st, Price Management, S&OP and Customer Promise processes and tools, Shell is providing the required level of service to both customers and support functions.

• Lead by example within the Sales 1st framework and support sales teams utilize the Sales CRM tools as per agreed targets

• Develop close relationship with B2C organization to maximize the value

Required Experience / Qualification

• Proven track record in coaching, leading and inspiring teams.

• Significant Sales experience, with proven success in developing profitable business.

• Strong Customer focus, preferably with Key Accounts- Marketing, Finance and / or Business knowledge is essential.

• Strong experience in B2B channel management

• Fluency in English

Demonstrated evidence of Enterprise first values and behaviors will be taken into account during the selection process.

 - Selling and Negotiation : Mastery

 - Customer Relationship Management : Mastery

 - Market Awareness : Skill

 - Customer Value Proposition : Mastery

 - Reseller & Partner Management : Mastery

 - Finance & Economics : Skill

Additional competences required:

• HSSE mindset: proactive contribution to the HSSE journey include leveraging Shell leadership in HSSE for commercial advantage.

• Financial Acumen including knowledge of P&L, cash, ROACE, ERR and capability to structure deals that maximize value to Shell.

Preferred Candidate: Yes