Hamburg, Germany Job Family Group: Commercial and Retail Worker Type: Regular Posting Start Date: January 21, 2025 Business unit: Downstream and Renewables Experience Level: Experienced Professionals Job Description: Are you looking for an opportunity to play a key role in helping the world’s leading Mobility provider and world’s largest retailer succeed through the energy transition? Working in Mobility gives you an opportunity to be part of the most customer-facing business in Shell, influence one of the most recognizable brands in the world, enhance employee’s commerciality and make a global impact. Where You Fit In Shell Mobility is the world’s largest mobility retailer with a global footprint across 80 markets, a network of 47,000 mobility locations serving 33 million customers every day and over 60,000 EV charge points. Shell Mobility’s mission is ‘Making Life’s Journeys Better’. To be the most preferred destination for customers to fuel, charge up and replenish. We win or lose by how well we serve and deliver each customer visit and transaction. As Shell powers progress through the energy transition, Mobility is critical to helping the company deliver more value with less emissions, continuing our ambition to be no. 1 in offering integrated Mobility solutions in mobility fuels, NFR, and e-mobility. Achieving our ambitions will necessitate us to be Focused, Faster, Future Ready when it comes to placing customers at the heart of our business, treating every interaction as a chance to bring our purpose to life to making people’s journeys better, innovating to meet our customers’ changing expectations around convenience, product quality, digitalization and service. The Role This role has the responsibility to develop and grow a portfolio of Shell’s International Key Accounts in fleet and commercial road transport in Europe. Shell Mobility is very well positioned to serve the needs of internationally operating companies. Current IKAs include Leasing Companies like Ayvens, Arval, Alphabet & Athlon; Resellers like Fleetcor & Radius; and accounts like G4S, SAP, Deloitte, Amazon and CRT accounts. The total portfolio for the team includes selling 2 billion liters of fuel per year and a bottom-line $100m C4. Besides IKA’s the team manages International Accounts (IA’s), for which it reactively does coordination of centralized tenders and the negotiation. As well as Business Development Accounts (BDA’s), for which it runs a timebound process to drive sales growth, market expansion, forming alliances that can open door to new opportunities and product development. The regional management of IKA’s, IA’s and BDA’s normally overlays the local account management. Acs as deputy Key Account Manager for Ayvens and Arval, although account distribution across team will evolve in time and is at the discretion of the Head of IKA. Drive the business development of one or more BDA’s. Act as coordinator and negotiator for tenders of selected International Accounts. Given their brand exposure, most of these companies are leaders in decarbonization. This role will support development of business models that drive value to Fleet customers and help Business Mobility to become the number one provider of electric mobility to Fleets globally. This means having many customer engagements and converting opportunities into real business for Shell. This role has a strong commercial focus to ensure profitable growth and capturing market share in this developing market of decarbonization products & services. This is an exciting & demanding role to expand Shell’s ability to power mobility, strengthen Shell’ s EV charging business, sell low-carbon fuels and contribute to Shell Group’s net carbon footprint ambition The role includes collaborating across a community in cluster sales, marketing, operations, deal management, IDT, e-mobility, pricing, roaming, enterprise accounts and other relevant teams in Europe Work with sales teams in the clusters on sales excellence, developing and managing opportunities using Sales 1st principles and tools (ie, SPANCOP, POPSA’s, Key Account Plans) What We Need from You Excellent stakeholder management skills: comfortable managing both external relationships & broad range of internal stakeholders to successfully deliver opportunities Strong negotiation skills Commercial acumen: being comfortable with finance, complex business models and deal structures in what is new commercial business for Shell Ability to deliver commercial opportunities A customer centric mindset, ensuring that our CVP’s serve the needs of Fleet customers A passion for the energy transition, and to help Shell to serve the customers of the future We encourage employees to share if they have specific flexible working requirements. Flexibility will mean different things to different people, and we are interested to know what might be needed to help you succeed and be at your best. We will endeavor to accommodate those requirements with consideration both for what is required in the role and taking the lead from a local country policy perspective. - DISCLAIMER: 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 is an Equal Opportunity Employer.