BD Manager - New Market Sales

Profile

California, United States of America

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

February 10, 2023

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

Where you fit in –

The Business Development Manager, New Market Sales will work to commercialize low carbon and zero emission fuels in North America. The primary purpose is to lead strategic commercial business development and sales efforts to identify CRT fleets that Shell can partner with to drive their fleet conversion from hydrocarbons to alternative and zero emission fuels.

This includes multiple new market entries in the Americas region and is initially focused on renewable diesel and electrification. The key responsibilities for the role will include the following critical elements:

What’s the role –

EV Charging Installations


Act as the CRT focal point for EV installation development, owning public/private depot development and working closely with CRT, Enterprise Accounts, and Mobility Network teams on EV installations.
Develop and progress prospect pipeline of EV charging installations with commercial responsibility to deliver integrated network projects.
Own the PCI/PCN/GIP process to secure CAPEX.
Work across the different Shell business units (Shell Energy, Mobility Network, Recharge Solutions, Fleet Solutions) to develop competitive CVP offerings for customers.
Support the GM with periodic end to end updates/progress/dilemmas. Deliver periodic updates to senior management.


Renewable Diesel


Own, lead and implement profitable sales of renewable diesel. Working in collaboration with Enterprise Accounts, Trading and Supply and Mobility Commercial, the initial focus will be to secure sales of equity/offtake barrels to commercial customers in select West Coast terminals. It is expected that availability will expand to voluntary markets in the US and Canada.
Work with key senior stakeholders in Mobility, Renewable Energy Solutions and other Sectors & Decarbonization businesses to ensure a robust prospect pipeline and delivery of new business contracts.


Partnerships


Identify and negotiate commercial agreements with strategic partners. Starting with transactional sales of renewable diesel and evolving into a pathway for broader decarbonization partnerships.
Secure demand agreements to de-risk investments
Develop strong relationships with prospects and customers to enable broader energy transition partnerships.


Ventures


Work with Shell Ventures to identify start-ups in North America working on CRT sector decarbonization and/or digitalization solutions
Act as the CRT NA business focal point for the venturing team and CRT related start-ups that have a Shell investment


Special Challenges:


Managing a high number of high-level stakeholders both internally and externally, often with competing commercial priorities; an acute ability to gain compromised buy-in from many executive level stakeholders
Many emerging markets - strong decision making with limited and incomplete information AND the ability to pivot and evolve thinking where needed
Multiple large-scale opportunities (each with complex and emerging commercial and operational variables) will need to be prioritized with near term and long-term CAPEX availability


Financial Dimensions:


CAPEX ($25M to $100M annually, depending on quantity and scope of EV investments)
OPEX (projects $500k)
C5 (fuels and services $40M, CI Credits $20M, Truckstop $200M)


Business Dimensions:


New market entry in low carbon fuels (Volumes, C5$ and Carbon reduction targets)
Within 12 month time horizon: 30M-40M Renewable Diesel, 10 secured CAPEX projects with 5 in implement phase.
2 – 3 direct reports with potential to grow.
Significant collaboration with the CRT team and other key Shell lines of business (Mobility Network, Shell Energy, Enterprise Accounts, Supply, Trading )


What we need from you -


A legal authorization to work in the US on a full-time basis for anyone other than current employer
At least master’s degree in business or equivalent with at least ten (10) years’ experience in related field.


Specific skills and experiences must include:


Proven ability to communicate and articulate concepts across multiple levels both internal and external
Prior experience in delivering strategy assessment/projects.
Experience developing and executing a pipeline
Experience managing a BD/Sales team.
Understanding of Commercial Road Transport sector from both supply and sales perspective.
Essential to have experience in working with multiple business units.
Track record of proof in not only formulating strategic projects but also delivery of the project to market implementation and commercial value generation.


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 f 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 processes, 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.

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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 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.

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