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Accelerate to Zero Specialist, Americas


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Accelerate to Zero Specialist, Americas

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Reference ID R109393 Updated 14/03/2023 Employment Type null Experience level Experienced Professionals
Country United States Work Location (City) Houston

The Role

Where You Fit In –

Globally, 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 46,000 sites across 70+ countries.  As Shell 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 mobility platform.

The Shell Fleet Solutions, Americas business (SFS) has been an established player in the fuel card industry. More recently, Fleet Solutions has embarked on a journey of accelerated growth. We aim to grow by providing fleets with seamlessly integrated e-mobility and decarbonization solutions.

Customer needs are becoming more complex. New technology is disrupting business models while new players are entering the mobility space. These trends will impact our current business model but also provide opportunities to provide new Mobility Services to our customers. It is an exciting opportunity to be an integral part of Fleet Solutions efforts to transform the business from a fuel centric business to a low-carbon mobility services company.The Shell Accelerate to Zero (A2Z) program helps fleet customers understand their carbon footprint and design a roadmap to get their mobility operations to net-zero emissions.  It is a new proposition in SFS to bring our complex mix of E-Mobility and Decarbonization products to life for our customers.  A2Z is critical for our success over the next 5-10 years, as businesses increasingly prioritize decarbonized solutions in their operations.

What’s the role –

The Americas Focal for Accelerate To Zero (A to Z) oversees the A2Z end-to-end program implementation, execution, further program enhancement, sales enablement and account manager support and plays a key role in developing a leading market position in our future energy solutions for B2B Fleets.

Main accountabilities:

  • Lead specialist for the Accelerate To Zero program, working with the Americas local and global focals and across the SFS Americas team to launch and communicate the program CVPs in a meaningful and compelling way. This includes working with cross functional teams such as (but is not limited to): Sales, Marketing, Operations, Business Development, Mobility Services, Leadership, Global, and more.

  • Key products include (but not limited to): Shell Telematics, Shell Energy, Shell Recharge Solutions, and other decarbonization focused customer value propositions (CVPs). This will continue to grow and evolve and this position require further development, enhancement, and product introductions. This may also vary by country. Note: This is an Americas-focused role. Americas includes US, CA, and MX.

  • Own the strategic development of the program, building a short, mid & long-term roadmap – engaging key stakeholders for input and alignment, as needed. Stakeholders included internal and external.

  • Develop and create an array of sales enablement items for the A to Z program and it’s corresponding CVPs for internal and external use (ex: sales decks, sell sheets, videos, training content. This will involve close collaboration with Sales, Marketing, and Mobility Services as well as other groups within Shell (outside of Fleet Solutions).

  • Define and lay out the E2E operations on how the business will deliver A to Z for our customers. This includes (but is not limited to): selling, commercials/financials, billing, customer support, ongoing support, etc. This will require strong commercial understanding and close collaboration with Finance & Operations.

  • Follow the best-in-class decarbonization solutions and related industry trends and screening of other 3rd party solution providers for any potential partnership and/or inorganic opportunities that could add value to the A to Z program.

  • Lead and manage 3rd party Consultancy as a CVP and the relationship tied to the A-to-Z program

  • Leverage best-practice examples and learnings from Global A to Z focals and specialists 

  • Drive the evolution of the Accelerate to Zero program.

  • Support SFS Leadership) to articulate and frame the A to Z program.

  • Develop learning and development plan for local SFS teams. 

  • Work with Account Managers on their sales pipelines and progressing through the SPANCOP process

  • Develop and track progress by recommending sales KPI’s, and dashboard for visibility. The candidate will have specific goals and responsibility in helping the Sales Account Managers achieve the established KPIs and increase revenue

  • Work closely and act as a conduit with other Shell LOBs: for example, Shell Recharge Solutions, RE&S, CRT and Mobility B2C to leverage synergies in product development and business development opportunities. This will include sharing leads and customers to better identify the integrated business value we can deliver for both Shell and the customers.

  • Work closely with other Mobility Services Team member and Sales Account Managers to serve as the A-to-Z subject matter expert (SME). This likely will involve engaging with customers/prospects (either virtually or F2F) to help sell in the program and solutions. Ability to answer technical questions or source answers.  Must be comfortable acting as an extension of sales team, the SPANCOP sales process, and support contract development and negotiations with sales account managers.


  • Americas focus with some global exposure

  • Travelling within the Americas for external customer/prospect opportunities (ex: with Sales Account Managers) and/or for other Shell Fleet Solutions business required. Estimated 25%

What we need from you -

  • Must have legal authorization to work in the US on a full-time basis for anyone other than current employer

  • Degree in business/commercial, Marketing or equivalent with at least six (6) years’ experience in commercial/sales skills, sustainability and/or decarb experience, customer-facing experience

Specific professional skills include:

  • Strong commercial acumen with best-in-class customer experience in mind

  • Ability to work closely with Sales Account Managers (regional and global)

  • Previous experience in a sales/selling role with proven history of delivering on KPIs strongly preferred

  • Ability to work individually as well as across multiple internal and external stakeholders & cross-functional teams; deliver through others

  • Strong sense of urgency and excellent time management required

  • Ability to multi-task against varying timelines needed

  • Understanding of the fleet market – and segmentation by size or industry strongly preferred

  • Understands market dynamics and regional variations – decarbonization will happen in different ways and at different speeds in different parts of the Americas.  The Candidate needs to be able to navigate.

  • Able to develop an extensive network of contacts, subject matter experts and decision makers across the business to help resolve issues. Solutions-oriented.

  • Experience in Mobility and/or marketing roles is desired but not mandatory.

  • Experience with managing external stakeholders and suppliers strongly preferred

  • Experience with launching a product, program, or project management a strong preference

  • Knowledge and experience with Salesforce and SAP applications a strong preference

  • Ability to speak French or Spanish a plus, but not required to be successful in the role

  • Demonstrate knowledge of Shell Fleet Solutions Business, E-mobility and the powering progress journey – specific to decarbonization

  • Experience in EV, EV sales, technical sales or decarbonization selling a strong plus

Note: This is a newly developed role for a new program. It is likely there will be some adjustment to the role. The successful candidate should be comfortable working with change, demonstrate a strong learner mindset, and be as agile as possible.

If you don't see yourself fully reflected in every job requirement listed on the posting above, we still encourage you to reach out and apply. Research has shown that women and underrepresented groups often only apply when they feel 100% qualified. We are committed to creating a more equitable, inclusive and diverse company and we strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply

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 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.

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.

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