Strategic Account Mgr Decarbonisation

Profile

Job Information
Shell
Strategic Account Mgr (Decarbonisation)
in
Houston
Texas
Texas, United States of America
Job Family Group:
Commercial and Retail
Worker Type:
Regular
Posting Start Date:
February 3, 2022
Business unit:
Downstream
Experience Level:
Experienced Professionals
Job Description:
What's the role -
The Construction & Roads (C&R) Sector is seeking high performing, entrepreneurial, and agile team members who are looking to make an impact and become the Partner of Choice for low carbon construction by delivering value-adding ‘Bitumen & Beyond’ offerings that accelerate the path to the Decarbonisation of the energy system in the Sector.
The C&R Sector’s core Purpose is to ‘Power Progress by accelerating Net-Zero carbon construction Purposefully and Profitably’ and it is underpinned by the end-to-end (E2E) Global Bitumen Sales & Marketing Business, which is resilient to the Energy Transition and deploys an existing and emerging portfolio of premium solutions that help address the customer ecosystem’s Decarbonisation requirements. Further, the C&R Sector has a significant growth trajectory to expand and enhance its ‘Customer Back’ offerings with non-bitumen energy products, services, and solutions such as commercial fuels, DLNG, hydrogen, power including solar, and nature-based solutions to accelerate the Decarbonisation of the Sector’s energy ecosystem. In addition to current customer segments (Asset Owners, Integrated Asphalt Road Contractors, Distributors) the Sector will focus on new Customer Groups such as Construction Original Equipment Manufacturers (OEMs), Industrial EPCs, Additives Companies, and Integrated Cement Contractors. Net-Zero construction will be delivered though a solutions landscape including Materials, Fuels, and Services in both our existing Heartland markets and via targeted New Market Entries.
Accountabilities include:
The Strategic Account Manager Decarbonisation will support the Global General Manager Decarbonisation to drive delivery of the Sector’s Decarbonisation Roadmap to achieve Net-Zero construction by fostering partnerships within the customer and supplier ecosystem.
This is an ideal role for a Key Account Managers with a strong track record of delivery in customer-facing roles who wants to develop strategic partnerships that deliver commercial value with RDS’s most important
Customers in an ambitious and fast-paced team environment.
Our team will establish and cultivate EC and EVP level relationships in our customers’ organisations. We are a team that values excellent stakeholder management, a growth and learning mindset and a focus on delivery to enable us to identify opportunities that extend beyond sales revenue value. We thrive in a dynamic environment where we set and deliver commercial goals and sell solutions. We are strategic thinkers with the ability to deal with multiple, conflicting agendas and solve complex problems. We will build and manage complex deal teams with representatives from all relevant LoBs and Contracts and Contracts and Procurement.
This is enabled by:
Accelerating delivery of the Roadmap by formulating “themes / hypotheses” for target customers in their portfolio, each underpinned by targeted CVPs that can address Scope 1, Scope 2 and Scope 3 emissions
Testing the above with targeted customers and co-creating pathways to deliver Net-Zero emissions
Securing commitments for these pathways (MOUs, Commercial Agreements)
Developing Ecosystems (alliances, partnerships & M&As as necessary) working with internal and external partners to deliver the CVPs
Identify and engage Senior Stakeholders across RDS necessary to support delivering the customer engagement plan that will include Board-Level engagements. The DDL has the convening power to bring together senior individuals and experts together at short notice, if required in front of the customer. The EAM will need to brief senior (EC/EVP/Country Chair) stakeholders in RDS on short notice and at the right level of abstraction/commercial relevance and detail where needed and will prepare/facilitate meetings at board level.
Manage discovery/ideation engagements workshops with key stakeholders (in RDS and the customers’ organisation) to form and maintain a robust pipeline of new opportunities. This will include bringing together a range of offers available across the RDS portfolio and/or working with lines of business to develop new and custom solutions.
Establish and deliver formal, integrated multi-year account plans across RDS LoBs with clear financial/business growth targets that are aligned with Sector Decarbonisation strategies.
Set-up and lead a commercial core team with representatives from across RDS that will develop and deliver the multi-year plan. This will include prioritising the opportunities that deliver the most value and managing these opportunities through the pipeline
Align with LoBs to commercialise deals. The implementation of successfully signed opportunities will be led by the relevant LoB requiring a flawless handover to ensure business continuity and delivery of the full range of commercial agreements.
Special Challenges / Opportunities:
The Sectors & Decarbonisation design presents a unique environment for the C&R organization to be a thought-leader in deriving and delivering a Decarbonisation Roadmap for our customer ecosystem, and in doing so, power progress together by providing more and cleaner energy solutions to Society.
Continue to maintain our position as the Number 1 integrated Bitumen marketer globally
Develop a Decarbonisation Roadmap for the Sector (which currently does not exist) and execute it by building new partnerships and customers across the Sector customer ecosystem
Develop and deliver new Decarbonisation offers enabled by cross-COB mandates (MoA), and which could also be sourced through strategic partnerships
Increased collaboration with New Energies (e.g. Solar power) and other Classes of Business (COBs)
Continue to provide optionality & flexibility to our Energy Hubs, making RDS a stronger, more resilient business through the Energy Transition
Provide World-Class Returns sustainably to RDS and our shareholders, extracting additional value uplift from enhanced Cross / Up-Selling propositions
Skills & Requirements:
What we need from you -
The Construction & Roads organization values customer-focused professionals with a proven track record of high performance and demonstrated capacity in deploying an entrepreneurial mindset and agile ways of working.
Key Experiences:
A legal authorization to work in the US on a full-time basis for anyone other than current employer.
A Bachelor's or Masters degree in Business, Engineering, or Sustainability & Energy transition preferred.
At least ten (10) years of experience in commercial roles, involving complex B2B/B2C negotiations, preferably in GKA, Direct or Indirect Channel sales, or deal making with highly complex companies, such as Tech, OEM`s, Transport, FMCG companies, with strong delivery track record.
Demonstrated experience with complex deal-making including commercial excellence (including Sales Excellence, POPA, Key Account Plan, PCN, Deal Sheet, contracts etc.), deal analysis (pricing & OPEX), investment analysis and developing commercial business models.
Good knowledge of Shells multiple businesses, its portfolios, geographies and critical stakeholders, including its JVs and new ventures.
An established track record of collaborating with others to develop creative solutions.
Key competences:
Excellent strategic thinking/analytical skills with ability to deal with multiple and conflicting agendas and solve complex problems.
A strong leader with a growth mindset who has a demonstrated ability to manage senior stakeholder relationships, lead multidisciplinary teams and deliver through others.
Agility and Fast Execution: a willingness to move quickly, often valuing speed over execution
Psychological Safety: strong ability to create a safe environment both internally and externally, where people can speak, share ideas and collaborate for collective success
At a personal level, the individual needs to have high sense of Self-Awareness and Tolerance for Ambiguity
Company description
Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the world’s growing need for more and cleaner energy solutions in ways that are economically, environmentally and socially responsible. We have expertise in among other exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of oil products, chemicals, electric power, renewables and energy solutions.
As a global energy company operating in a challenging world, we set high standards of performance and ethical behaviors. We are judged by how we act and how we live up to our core values of honesty, integrity and respect for people. Our Business Principles are based on these. They promote trust, openness, teamwork and professionalism, as well as pride in what we do and how we conduct business.
Building on our core values, we aspire to sustain a diverse and inclusive culture where everyone feels respected and valued, from our employees to our customers and partners. A diverse workforce and an inclusive work environment are vital to our success, leading to greater innovation and better energy solutions.
An innovative place to work
There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.
Join us and you’ll add your talent and imagination to a business with the power to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently.
An inclusive place to work
To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we’re nurturing an inclusive environment – one where you can express your ideas, extend your skills and reach your potential…
We’re creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we’ll take it from there.
We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.
We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.
We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.
A rewarding place to work
Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.
We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.
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 Royal Dutch/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 participates in E-Verify. All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information or other protected status under federal, state or local laws. Shell is an Equal Opportunity Employer - Minorities/Females/Veterans/Disability. As a US Federal Contractor, hiring selections are subject to periodic audit review and documentation of your selections should be maintained for a period of three calendar years. It is the policy of Shell in the U.S. (“Shell”) to provide equal opportunity to all individuals, employees and all qualified applicants for employment consistent with employment requirements and qualifications. Shell prohibits discrimination based on race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, veteran status, citizenship, genetic information, or other protected status under federal, state or local laws. All employees are expected to support this policy and contribute to an environment of equal opportunity. If you need an accommodation for a disability during the resourcing process, please speak with an HR representative.
According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

Company info

Sign Up Now - WashingtondcCrossing.com