Global Key Accounts Utilities Europe

Profile

Job Information
Shell
Global Key Accounts Utilities Europe
in
Hamburg
Germany
, United Kingdom
Job Family Group:
Commercial and Retail
Worker Type:
Regular
Posting Start Date:
May 12, 2022
Business unit:
Downstream
Experience Level:
Experienced Professionals
Job Description:
If you are passionate about customers, especially large industrial companies, and want to contribute to the energy transition, this is a pivotal role at the forefront of helping customers to reach their decarbonization goals and bringing value to the Shell Group.
Where you fit in
Shell Energy Marketing is an industry leader, the key face to the market for Shell’s energy offerings, providing more and cleaner energy across a global portfolio of gas, power, renewable energy solutions, and environmental products to meet our customers’ current and future energy needs. Energy Marketing plays a significant role at the heart of Shell’s Energy Transition, as we aspire to be a Leader in Cleaner Energy Solutions; the Most Trusted Energy Partner; and a Winning Team.
The Industry Sector team is a global team within Energy Marketing, created with the purpose to grow value by helping large industrial customers decarbonize. Industry accounts for 25% of global CO2 emissions from energy and industrial processes and 40% of global energy demand. This sector is particularly hard to abate as they require highly dense energy in their production processes, mostly to create power, or heat >2000° or dry goods. As many of these customers are in trade-exposed, carbon-intense sectors, the decarbonization journey faces technical, commercial and policy challenges which are unique to each sub-sector.
What’s the role?
The Key Account manager will be instrumental in managing several key accounts for a specific sub-sector within the Industry Sector team. The Key Account manager will be the strategic relationship manager and coordinate across product lines to support ‘one Shell’ approach with companies committed to reducing the carbon footprint of their operations by securing strategic deals for cleaner energy and low carbon solutions. The Key Account manager will identify and distil key themes for a strategic partnership, develop a decarbonisation strategy with the customer and identify and deliver solutions in close cooperation with existing regional Shell teams and other product teams such as Hydrogen and Carbon Capture Utilization and Storage (CCUS), renewable energy storage etc. This role is for the Utilities Europe Key Account Manager reporting to the GM Utilities.
What we need from you?
The successful candidate will need to build strong internal alliances across multiple lines of business and geographies across Shell and coordinate across core deal teams. The ability to develop strategic partnerships with customers and negotiate complex multi-dimensional deals will be key. Building trust and credibility at all levels of the organization including C-suite will be a crucial enabler both internally and externally.
The role will require a strategic understanding of the Gas and Power Utilities sector in the European markets, their decarbonization pathways, challenges and competitive environment. It also requires a deep understanding of the regulatory landscape that may impact customer strategies, decarbonization needs and the broad range of solutions Shell can offer. A strong collaboration with Hydrogen, CCUS, LNG marketing origination team, regional gas marketing entities and country chair organisations in Europe region is critical. A strategic thinking ability to drive cross business, cross-product decision making and facilitating Decision Review Board meetings through clear analysis and content will be crucial for success in this role.
Global Key Account managers have been established for a range of key customers across all sectors, creating a community of professionals dedicated to major accounts in their respective sectors. This role will be an active participant in that cross-business community, sharing learnings and best practice where relevant.
Key accountabilities:
Develop strategic partnerships with key customers for decarbonization in Europe.
Contribute to opportunity identification, maturation and maximize profitability. Collaboration is key, as is the ability to work in conjunction with others in a joint up team.
Lead project management and coordinate activities with other Shell business lines and stakeholders. This will include leading analysis, content development and driving engagements, workshops internally and externally.
Build strong personal relationships with external counterparties, government, and other related bodies, to allow win-win business opportunities to be developed.
Develop and implement innovative deal structures and opportunities for customer partnerships. Develop, negotiate, deliver and close deals through Shell product business lines.
Key skills and requirements
Bachelor's degree in Economics, Business, Finance, Engineering, or similar fields or an equivalent combination of experience and education. MBA is highly preferred.
Experience managing complex international accounts and complex internal cross functions and business relationships. Experience in developing senior level relationships, including C-suite.
Demonstrated knowledge of decarbonization pathways, challenges, and potential for Utilities. Knowledge level or better competence in changing technology in Gas, Power, Sustainable Energy solutions.
Excellent analytical skills and commercial mindset, as well as communication, influencing and persuasion skills.
Strong strategic thinking, and structured problem-solving ability is necessary. Consulting experience in Gas or Power sector is a plus.
Demonstrated best-in-class Sales 1st behaviors (Pipeline / Opportunity development, Call Planning & Reporting, KYC & Compliance, Key Account Strategy & plan).
Due to the nature of the role, frequent business travel is a pre-requisite
COMPANY DESCRIPTION
Shell started operations in the United Kingdom more than 110 years ago. Since then we have grown into a leading innovative oil and energy company that rewards its employees by investing heavily in their careers and learning. Our people are our greatest asset, and our commitment to your career will see you thrive in a work environment that offers an industry-leading development programme. When your ideas travel, Shell will benefit and innovation will thrive. Shell has a key role to play in helping meet the UK’s growing energy demand, whilst using innovative technologies to develop cleaner energy. We are the largest FTSE 100 company in the UK by market capitalisation, and make a significant contribution to the UK economy. As well as processing 35% of the gas coming into the UK, we serve more than four million customers at our filling stations each week. Shell employs some 6,400 skilled staff as well as many contractors.
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 process, 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.
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 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 is an Equal Opportunity Employer.

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