Account Manager HVO

Overview

Shell has embarked on the execution of an ambitious Powering Progress strategy, in which Powering Lives and helping our customers to achieve their own net zero ambitions whist driving positive brand perception in the UK is key. As Shell UK moves into the next phase of this journey, our continued license to operate and commercial success will rely upon cultivating and executing new low carbon commercial opportunities with key national B2B customers and B2C customers in the UK, thus strengthening trust in our brand as the energy transition partner of choice in the UK.

The role of Supply CF Sales Account Manager represents an opportunity to promote and sell low carbon fuel CVPs into the UK via multiple customer channels. Close collaboration with and integration across all the UK and T&S businesses will be essential in order that we act as one Shell to build and execute compelling and competitive CVPs, build demand and generate value, thereby positioning Shell positively as a leader in UK energy transition.

Responsibilities

• Demonstrate demand of 91-182 km3 by 2027 and achieve P&L of 6.8-14.5m GBP/annum.
• Negotiate spot and term sales (ex-rack and delivered) deals including all relevant checks and process are followed.
• Demonstrate a full understanding of market pricing and measurement in order to successfully negotiate pricing with customers
• Negotiate and sign sound contracts with target customers, explicitly managing liability and all other local and international contractual issues.
• Demonstrate a full and in depth understanding of the regulatory landscape and requirements for maintaining our license to operate
• Demonstrate a good understanding of the business performance, in particular the P&L and how the sales performance is tracking against the targets
• Think and act creatively to bring about performance change when required
• Using the Orion principles, ensure pricing is discussed and aligned between Trading and Supply to ensure maximum end to end value.
• Collaborate with Distribution Operations to ensure efficient, aligned and safe delivery/pickup of fuel.
• Build and manage a pipeline of customers collaborating with UK business to understand the customers energy transition needs.
• Have an in depth knowledge of the key competitors in the LoB and to understand their strengths and weaknesses thereby exploiting opportunities arising from these.
• Act as key relationship manager for those UK B2B, Enterprise and Reseller accounts.
• Execute new commercial opportunities which create value at B2B, Enterprise and Reseller level and which positively drive Shell UK reputation.
• Be responsible and proactive in HSE issues that affect the individual, the office/field environment and their customers including in depth knowledge of competition law.
• Ensures that all customer interaction activities are properly logged and updated in the appropriate systems.

Qualifications

• 5+ years experience in B2B sales.
• Sales experience in front line sales role or proven experience in front line sales roles.
• Deep understanding about the supply processes, product flow and the logistical infrastructure.
• Comprehensive knowledge of spot and especially term oil market pricing.
• Good knowledge of the customer\’s operation and financials.
• Basic knowledge of all matters related to bio fuel legislation.
• Curiosity and learner mindset to be able to constructively probe customers\’ energy and low carbon needs, and to identify and scope new opportunities with them.
• Strong commercial acumen to then work with UK businesses to build integrated and profitable customer offers.
• Exemplary influencing skills, both internally and externally at all levels.
• A natural collaborator, with superb integration mindset/behaviours with the ability to steer all parties to an enterprise best outcome.