Shell Commercial Manager-Intermediates Americas in Houston, United States
Commercial Manager-Intermediates Americas
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Reporting to the General Manager and located in Houston, Texas, the Commercial Manager – Intermediates will have P&L accountability and all commercial responsibilities for a $750 million business in the Americas. He/She will develop and implement commercial goals, strategies, and tactics in line with marketing objectives and drive the commercial strategy based on knowledge of industry trends and customers to maximize the business profitability and cash flow. As part of optimizing both the short and long term commercial performance of the business, the new Commercial Manager is expected to develop and lead a highly motivated and effective customer-focused team, as well as lead, participate, and lead key negotiations and customer value proposition development. He/She will take a hands-on approach to day-to-day management of the business and building and maintaining a high-performance and team-oriented culture. In addition, he/she will work closely with marketing, manufacturing, technology, supply chain, finance, and other functions to optimize business-building initiatives. Reporting directly to the General Manager, the new leader will have several direct reports, including regional sales leaders and product managers, and potentially and indirectly, sales leaders in South America and Canada. The new Commercial Manager will be a key member of the Intermediates Leadership team and is expected to contribute to the overall global success. More specifically, the responsibilities include:
Develop and implement the marketing plan and contracting strategy in line with overall commercial strategy for regional customers that delivers the targeted value proposition and maximizes financial return.
Manage Americas regional accounts to maximize short and long-term return to Shell through development and execution of superior customer value propositions.
Develop broad, deep and resilient account relationships with regional accounts and co-producers.
Develop and implement the regional pricing policies and ensure efficient management of all long-term contractual agreements.
Secure and maintain strong contracts that define the relationship between the accounts and Shell and ensure that key commercial and contracting metrics are achieved (DSO, overdues, contracts signed before delivery, rebates agreements, etc.)
Lead contract negotiations to secure sales volumes at attractive margins and ensure that Shell achieve better than reinvestment margins over the cycle.
Ensure appropriate staffing levels in Americas, address personnel issues and lead staff development and coaching, recruitment & on-boarding where needed.
Develop Americas commercial staff and talent, including implementing and coaching sales teams on best practices to maximize business value to ensure that business has sufficient bench strength.
Maintain business responsibility for HSSE and product stewardship in Americas region for Intermediates
There may be additional accountabilities supporting capital investments on an ad-hoc basis.
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Shell is a global group of energy and petrochemicals companies with over 90,000 employees in more than 70 countries and territories. In the US, we have operated for over a century and are a major oil and gas producer onshore and in the Gulf of Mexico, a recognized innovator in exploration and production technology, and a leading manufacturer and marketer of fuels, natural gas and petrochemicals. We deliver energy responsibly; operate safely with respect to our neighbours and work to minimize our environmental impact. We are in search of remarkable people who will thrive in a diverse and inclusive work environment to deliver exciting projects locally and globally. People who are passionate about exploring new frontiers. Innovators and pioneers. People with the drive to help shape our future. Because remarkable people achieve remarkable things.
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Candidates must have at least ten to fifteen years of experience in sales, marketing, or product management in the Chemical industry. Some chemical manufacturing experience could also valuable. All candidates will possess strong commercial and broad business understanding, as well as, have the business maturity, savvy, and personal skills to interact effectively with all levels and functions within the Company and customer organizations. In addition, candidates will be experienced negotiators and understand how to execute large-scale contracts with sophisticated buyers. Finally, the successful candidate should exhibit clear potential for continued career growth with Shell Chemicals and the broader Shell organization. All candidates will be expected to have a bachelor’s degree in business or a technical discipline and an MBA would be preferred.
The following specific performance and personal competencies are required for the position:
Setting Strategy – The ability to envision both short and long-term market potential and business opportunities in order to position the business to capitalize on them. A commercial “thought leader” who impacts the bottom line through understanding and creating competitive advantage. Has provided sales and/or marketing leadership to applications and product development groups to ensure specific products are targeted to appropriate markets and customers.
Executing for Results – Sets positive, compelling goals and aggressive schedules for improvement. Translates the vision/mission of the organization into actionable, quantitative plans. Conveys a sense of urgency and drives issues to closure. Leverages own experiences and applies best practices as catalysts for improving commercial operations.
Leading Teams – Exhibits strong personal leadership and team development skills. Forges diverse teams of people with multiple perspectives and talents. Engages the team through his/her enthusiasm and excitement about the business. Delegates significant responsibilities to team members and holds them accountable. Gets personally involved in development of people for key positions. Assesses the overall quality of the existing sales and marketing teams, operations, and processes to create a world-class commercial organization. Motivates others to pursue common objectives and builds consensus.
Building Relationships and Using Influence – Expert negotiator and is able to structure and negotiate high value contracts with key customers that support Shell’s business goals. Is able to influence key decision makers across a matrixed organizational structure both internally and externally. Displays an affinity for strong relationship management and customer satisfaction. Develops deep multi-functional, multi-layered relationships within customer organizations. Readily “connects” with others and puts them at ease quickly.
Personal Competencies – Holds to demonstrated core values and expected behavior and holds others to the same standard. Has the confidence to hire the strongest, smartest people and is willing to admit mistakes and identify the learning game from them. Is savvy and pragmatic about how to effect change in a different organizational culture. Demonstrates tenacity and persistence in pursuit of goals despite difficult obstacles. Has a strong and forceful personality and the ability to communication passion, energy, intensity, and excitement.
The are several positions within Intermediates, with the most likely being the Commercial Manager for the Detergent Alcohols and Ethoxylates business. Some prior experience in this business could be valuable, but not required.
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