Accelerate to Zero Specialist, Americas
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.
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.
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