The Role
If you have a passion for technology that upgrades customers’ environmental, production efficiency and CO2 performance and if you put the customer at the heart of everything you do, this could be the role for you. You will create and deliver opportunities to deploy and bring back learnings from licensing Shell’s technologies to other companies.
Where you fit in
Shell Catalysts and Technologies is a customer facing organisation that brings high value, differentiating catalysts and technology to the market and bring learnings back to Shell.
In the role of Commercial Sales Manager, you will lead selected technology licensing deals in Middle East across a variety of industrial customers working with other commercial and technical experts. You will also support the efforts of Key Account Managers by joining or leading natural teams bringing the capabilities needed to differentiate Shell from other offerings. You will demonstrate excellent negotiating skills and deliver contracts that manage Shell’s risks and meet our ethics and compliance obligations.
Our culture in Shell Catalysts and Technologies is one of Humility, Curiosity, Commercial Excellence, Determination, but above all putting the customer first. The role does not have direct reports but it does require great collaboration, team work and influencing skills.
What is the role?
The Commercial Sales Manager will be accountable for executing the strategy to add customer value through deployment of Shell’s extensive technology portfolio and to bring back what we learn from them. You will be a deal maker, developing account strategies or supporting Key Account Managers in doing so, generating profitable sales using the full range of Shell’s wide-ranging capabilities.
Develop and lead selected complex accounts and deals for Shell Catalysts and Technologies in Middle East in line with Shell’s wider ambitions.
Develop and execute annual sales and marketing plans for the selected customers and managing sales and margin delivery, and develop and grow a future sales pipeline in the region for continued sales and business growth.
Prepare commercial proposals and negotiate contracts.
Coordinate and manage complex internal interfaces with P&T and wider Shell
Work closely with alliance partners to ensure resource availability and effective/seamless delivery to Licensing clients.
Ensure compliance with the HSSE requirements, all Export, SGBP and code of conduct requirements and the Deal Development Process. Ensure that Shell’s knowledge, Intellectual Property, Patents and Information are managed effectively. Apply Diagnostic ‘4D’ sales processes and behaviours.
What we need from you
Degree or equivalent in a technical or business discipline
8+ years of B2B deal-making experience, ideally in technically oriented areas.
Commercial acumen and mindset; ability to develop multi-level customer relations; negotiate commercial deals and grow the business.
Project management skills and perseverance to drive through challenging opportunities.
Capability to assemble and inspire high performance natural teams of high caliber commercial and technical staff, adaptable across cultures, and to develop broad networks.
Track record of delivering large complex, technical deals.
Well-developed understanding of Refining and Petrochemical markets and an enthusiasm to learn more about the Energy Transition and opportunities for our customers.
An innovative place to work
There’s never been a more exciting time to work at Shell.
Join us and you’ll be adding your talent and imagination to a business with the ambition to shape the future – whether by investing in oil, gas, and renewable energy to meet demand, exploring new ways to store energy, or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part.
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