Business Development 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 while 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 Business Development Manager represents a leadership opportunity to develop a low carbon business in the UK and Europe via multiple customer channels. Close collaboration 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.
• Develop and own the UK drop in Low carbon fuel strategy to encompass B2B and B2C customer reach, with a view to expand to a regional (Europe) approach in time.
• Build, lead and develop a cross functional team (indirect) covering the key functions required to execute the strategy – this may involve representatives from Deal making, Marketing, Trading, Finance, D-Ops and mobility b2b and B2c.
• Embed ways of working that allow agile and effective onboarding of new customers including agile pricing in line with market movements and Project Orion principles. This should cover spot, term and fixed methodologies.
• Work closely with finance to build and manage a P&L for the business.
• Develop ways of working that ensure effective reach into the market and generate a healthy customer pipeline.
• Ensure effective account management of existing customers and work to maximise the value through understanding their decarbonization aspirations.
• Work to develop a CVP that appeals to more than just cost in order to develop longer standing more valuable customer relationships.
• Ensure correct ways of working are established and followed to bring confidence that all Negotiated deals include all relevant checks and processes.
• Support account manager(s) in negotiating and signing sound contracts with target customers, explicitly managing liability and all other local and international contractual issues.
• 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.
• AM JD Expanded above AM JD Working closely with marketing to develop a tailored and integrated low carbon CVP.
• Execute new commercial opportunities which create value at B2B, Enterprise and Reseller level and which positively drive Shell UK reputation.
• Share integrated offer best practice with other Shell UK sales teams and coach/equip them with the skills and knowledge to effectively cross and up sell our entire UK CVP and drive value for Shell UK as a whole.
• 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

• Experience of direct and indirect team leadership
• Experience of building and managing a P&L
• 5+ years experience in B2B business development.
• 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.
• Demonstrated ability to mobilise and align internal resources without direct line authority in order to deliver integrated and value adding solutions for our customers.
• Tender/bid writing experience would be helpful.
• Exemplary influencing skills, both internally and externally at all levels.
• Innovative and creative thinker, resilient and comfortable working without a blueprint and in developing then activating new customer relationships and CVPs from scratch.
• A natural collaborator, with superb integration mindset/behaviours with the ability to steer all parties to an enterprise best outcome.