Global Key Account Manager Glass Paper amp Pulp - Industrial Sector Houston TX

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Job Information
Shell
Global Key Account Manager Glass, Paper & Pulp - Industrial Sector – Houston, TX
in
Houston
Texas
Texas, United States of America
Job Family Group:
Commercial and Retail
Worker Type:
Regular
Posting Start Date:
September 1, 2021
Business unit:
Downstream
Experience Level:
Experienced Professionals
Job Description:
Where you fit in
Shell Energy is an industry leader and a key face to the market, providing more and cleaner energy across a global portfolio of LNG, gas, power and environmental products to meet our customers’ current and future energy needs. Shell Energy is positioned to play a significant role at the heart of Shell’s Energy Transition. Shell Energy’s Ambition is to be the Leading Global Provider of Energy Products and Services; the Leader in Cleaner Energy Solutions; the Most Trusted Energy Partner; and a Winning Team.
The Industrial Sector team is a new global team with the purpose to grow value by helping large industrial customers to 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.
These industries are becoming attractive for Shell as they represent significant and concentrated sources of demand for lower carbon fuels and carbon sinks, often located in industrial clusters where multiple value chains converge. In pursue of industrial competitiveness, employment and NZE2050 targets governments are getting focused on these sectors’ decarbonization and have begun offering support through various subsidy schemes and policies.
What’s the role?
The GKA manager for Glass, Paper & Pulp will be instrumental in managing a number of global key accounts within the Glass, Paper & Pulp sub-sectors within the Industrial sector. The GKA manager will be the primary face of Shell to the multi-national companies committed to reducing the carbon footprint of their global operations by securing strategic deals for cleaner energy and low carbon solutions. The GKA manager will have primary responsibility to maximize the Enterprise-wide value to both the Shell Group and the customers. He/she 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 Energy teams for gas and power as well as other product teams such as Hydrogen, CCUS and Nature-Based Solutions.
The successful candidate will be expected to do the following:
Will need to build strong internal alliances across multiple lines of business and geographies across Shell, and lead core deal teams to win accounts and grow the business over time.
The ability to develop strategic partnerships with customers and negotiate complex multi-dimensional deals spanning geographies 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 also require a strong understanding of glass, paper & pulp sectors, including major customers and competitive landscapes. It also requires a firm grasp of the regulatory landscape that may impact customer strategies, decarbonization needs and the broad range of solutions Shell can offer.
GKA managers will be established for a range of key customers across all sectors, creating a community of professionals across Shell 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.
What we need from you:
Must have legal authorization to work in the US on a full-me basis for anyone other than current employer.
Bachelor's degree in Economics, Business, Finance, Engineering, or similar fields or an equivalent combination of experience and education. MBA a plus.
Minimum 10 years of sales experience managing complex international accounts.
Significant experience in developing senior level relationships, including C-suite.
Proven experience in selling complex gas, LNG, power, carbon offset products, and/or renewable energy solutions and products as well as having the ability to build combinations of these offers in new ways to expand accounts while achieving profitability and decarbonization goals.
Previous experience with customers in or as part of the Glass, Paper & Pulp Sectors leading to sustained and profitable business growth.
Knowledge level or better competence in changing technology in Gas, Power, Sustainable Energy solutions.
Demonstrated best-in-class Sales 1st behaviors (Pipeline / Opportunity development, Call Planning & Reporting, KYC & Compliance, Key Account Strategy & plan).
Additional skills
and
requirements
Must be self-motivated and capable of setting and executing strategy to accomplish goals.
Excellent relationship management and communication skills - high need to influence stakeholders at all levels in the customer as well as in Shell.
Growth and learner mindset - able to identify opportunities that are mutually beneficial to Shell and the customer and that extend beyond “sales revenue” value.
Team player - Keen to contribute to the competency development of the wider Industry team and support/coach colleagues on their learning journey
Strong delivery and commercial mind-set to seek out value (near and longer term) and set and deliver commercial goals.
Achievement/delivery driven – able to forge long term strategies AND identify near term tactical value opportunities targeted at a commercial goal.
Ability to get beyond positions - translating insights into customer needs and tailored solutions.
Strong motivation to help Shell lead in the energy transition.
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 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.
According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

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