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Services Business Development Manager

Houston
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Services Business Development Manager

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Reference ID R66971 Updated 13/05/2022 Employment Type Full time Experience level Experienced Professionals
Country United States City/State Houston Work Location Houston

The Role

Where you fit in -

Shell Global Lubricants has committed to expand its presence in the offering and monetization of non-lubricant sales revenues through services. In the Americas there is currently a suite of service offerings with significant upside as new services are identified and implemented. Current focus areas in this regard include condition monitoring and predictive services, equipment management services, technical advice, field service, and B2B Marketplace opportunities.

What's the role -

This role will be responsible for the commercial delivery B2B Services in support of the Shell Global Lubricants Growth Strategy.  The successful candidate will work closely across the Shell Lubricants Americas Sales and the broader organization to ensure that services become an integrated offer within the business, meeting current and future customer needs and enabling long-term growth.  This role will also require significant coordination across functions such as Pricing, Product & Technology, Lubricants Supply Chain, Global and Local Marketing teams, Direct and Indirect Sales Teams.


The incumbent will be required to understand the market dynamics across a range of sectors, new and existing to Shell Global Lubricants and translate the needs of different stakeholders / markets / sectors.  In accordance with Agile ways of working, there will be a requirement to take services to market rapidly to gain commercial success, generate feedback while protecting Shell's reputation for quality and trust. This position will need to effectively work across different sales channels and engage with a range of business models.

Accountabilities
Commercial ambition is to grow this business by 2026.  Some of the key basics to be delivered are listed below:

  • Build & own a proper sales pipeline for B2B Services within respective sales channels.

  • Deliver identified commercial opportunities with channel Account Managers and Business Development Managers

  • Build & own proper Sales Reporting for monthly scorecards, with support of Business Performance Managers.

  • In collaboration with Pricing manager, define pricing strategies across channels and coordinate implementation with the Sales teams.

  • Provide support, as necessary, in structuring and negotiating different pricing structures/promotions.

  • Lead initiatives to continuously improve customer experience and internal End-to-End processes.

  • Work with Marketing to develop the Services CVP in step with local sales, global & regional teams to support execution.

  • Support Marketing & Technical teams to develop the Services product portfolio to unlock growth and sector development opportunities, while generating strong returns.

  • Gather market and competitive insight to fuel future R&D to ensure customer needs are met in the long term.

  • Support evaluation of future investment opportunities in collaboration with the Americas Venture teams.

  • Collaborate effectively and seamless as One Team across functional lines to maximize value delivery to Shell, distributors/partners, suppliers, and customers, including but not limited to Finance, Lubes Supply Chain, Technical, Pricing, and more.

  • Geography: All markets in the North Americas where opportunity lies for B2B Services growth.

Skills and Requirements

What we need form you -

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

  • Bachelor's degree preferred

  • 5+ years commercial experience, including B2B Sales & Marketing, Technical

  • A passion for bringing to market, and scaling new products and services

  • Strong track record in identifying, developing, and delivering material growth opportunities, with a focus on value creation and value measurement

  • Entrepreneurial spirit to launch new services currently in an MVP (Minimum Viable Product) state.

  • Contractual and commercial negotiation experience – critical for working with distributors, building offers for direct accounts, and engaging with partners

  • Experience with managing and driving a pipeline to deliver value

  • A structured thinker and creative problem solver capable of working independently as well as collaborating across multiple stakeholders with strong communication and influencing skills.

  • Strong leadership and relationship building skills

  • Strong analytical & problem analysis skills

  • Highly motivated and proactive with strong sense of accountability. Organized, detailed-oriented yet works fast


Preferred but not essential

  • Lubricant’s background with prior experience working with Oil Condition Monitor, Reliability Services or similar

  • Industry certifications such as CLS and MLT preferred but not required

  • Experience in selling technical products & services both direct to customers and via Distributor channels

  • Experience in selling SaaS (Software as a Service) in a B2B environment

  • Awareness of sensor technologies, manufacturing monitoring systems and protocols, and the Equipment the monitor

  • Exposure to Infrastructure, Manufacturing, Construction Equipment or Mining sectors

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 exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals.

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.

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 Royal Dutch/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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