Shell Shell Energy Global Account Manager in Houston, United States
Shell Energy Global Account Manager
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This role in Shell Energy (Americas) is intended to increase value for Shell by providing cleaner energy solutions to multi-national companies seeking to reduce the carbon footprint of their global operations. Energy and carbon management related offers are currently managed by Shell on a regional basis and Shell Energy is seeking to expand these propositions in a coordinated manner on a global basis.
This role will be instrumental in identifying global customers that have aggressive sustainability targets. The successful candidate will be a key team member on the ground floor supporting Shell Energy’s and New Energies’ combined effort to build a world-class Global Account team supporting Shell’s goal of providing more and cleaner energy to some of the largest companies in the world.
Currently, the sector with the most aggressive sustainability targets addressing their needs primarily through procuring Renewable Energy are Cloud Companies, though secondary sectors may be targeted on an opportunity basis. The position has primary responsibility for both developing customer relationships with new accounts and working with existing Relationship Managers across multiple sectors and operating regions to maximize the Enterprise-wide value to both Shell and the customer.
The focus will be on identifying companies based in USA with operations on two or more continents that are seeking to meet sustainability targets through the acquisition of Renewable Energy while managing the risk associated with the procurement process. This role will also manage the interface for those customers across Enterprise Lines of Business such as Solar, Wind, Connected Energies, New Fuels, etc.
To facilitate the cross-functional dynamics of this approach, the position will develop and/or support the development of Account Strategies, complex account management methodology, and tactics; to coordinate and lead business development activities globally to increase existing business, and to penetrate new growth avenues, to achieve the aspirations for established targets.
This will be achieved through a combination of Value Selling at senior levels, Relationship Building, and the development and application of targeted CVPs to key opportunities. Due to the crossing of Lines of Business and Regions, it is as important to manage these communications internally as it is externally. As such, experience managing complex accounts across multiple continents is a key skill set needed. In addition, as the primary products and services being sold are power and risk management related, experience in the Power / Energy Procurement sector in trading or origination would be a significant asset.
- Customer facing role in managing complex accounts with the ability to coordinate across multiple countries with an initial focus on Cloud Companies:
o Identify new customer opportunities in the sector utilizing internal and external connections and business development techniques
o Contribute to Shell Energy Global Accounts financial growth targets
o Build in various countries strong and extensive relationships within own accounts
o Identify and support the development of new CVPs via selected customers which can be replicated on a broad basis.
o Lead cross function/Line of Business teams to present a unified brand/offer on an Enterprise-Wide basis when needed.
o Must be self-motivated and be capable of setting and executing a strategy to accomplish given goals
- Utilize knowledge of Power, Risk Management and Renewable Energy markets/tools to develop credibility and relationships at senior levels at targeted customers:
o Knowledge level or better competence in understanding of models/structures for wholesale and/or retail origination products
o Maintain/develop familiarity with changing technology in Renewable Energy / Storage / Connected Energy (Behind the Meter) space.
- Align internally with Regional Shell Energy Sales & Origination teams and other Lines of Business:
o Coordinate deals internally with primary customer relationship managers in Shell Energy, Integrated Gas & New Energies as well as various internal support functions (Structuring, Trading/Origination, Legal, Credit, Compliance)
o Demonstrate Best in Class Sales 1st behaviors (Pipeline / Opportunity development, Call Planning & Reporting, KYC & Compliance, Account Strategies, etc.)
o Track the Enterprise Value created in target accounts across multiple business units to define and measure success.
o Participate and contribute to the strategic management of the Shell Energy Global Accounts team Steering Committee.
o Excellent relationship management skills as there is a high need to influence through others
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Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the world’s growing need for more and cleaner energy solutions in ways that are economically, environmentally and socially responsible. We have expertise in exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals.
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Houston - One Thousand Main
Bachelor's degree in Economics, Business, Finance, Engineering, mathematics or similar fields or an equivalent combination of experience and education.
MBA a plus
Extensive years in sales experience managing complex international accounts within the power or related renewable energy sectors
30% - 50% travel including occasional global engagements
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