Shell

Job Description:

Are you willing to shape Shell’s energy transition by accelerating our customer’s journey to e-mobility? Do you want to co-create the ‘Amazon of business mobility’? Are you a leader that is looking for personal development in a rapidly transforming environment? Would you like to be part of a business that continues to grow year on year, with significant contribution to Shell’s bottom line?

If your answer is YES to all above, this is what we’re offering.

• The largest B2B direct customer base in Downstream (200k B2B customers) in 47 markets

• One of the largest payment platforms in the world

• A suite of business mobility offers from secure energy payment, over mobility services (e.g. Telematics and road toll clearing) to vehicle solutions (e.g. maintenance, leasing) for passenger car and light duty transport vehicles (less than 16 tonnes)

• A passion for helping customers in their mobility needs and challenging them to find fit-for-purpose solutions together.

• Roles that provide unmatched personal growth opportunities

• A fantastic, positive, team environment with the passion to deliver this growth challenge.

This is what we are looking for.

• “Let’s do it!” mentality, with strong positive attitude.

• Passion about customers - how to delight them, how to help them

• Curiosity and courage to understand customers’ real needs and to challenge them to offer the right solutions

• Commercial drive to make money today and more money tomorrow

• Genuine curiosity and interest in e-mobility, payment and mobility solutions.

• Innovative mind to always be ahead of competition;

• Learner mindset, daring to fall and get up again stronger and quickly

• Grit - never, ever give up.

• A team player with all parts of the E2E supply chain, including Operations, our partners in CRT, Mobility and New Energies

If you are keen on accelerating the energy transition for our Fleet customers and you want to build something special with us… we want to hear from you

What is the role?

Customer needs are becoming more complex. New technology is disrupting business models whilst new players are entering the mobility space. These trends will impact our current business model but also provide opportunities to provide new mobility services to our customers. It is an exciting opportunity to be an integral part of Fleet Solutions efforts to transform the business from a fuel centric business to a mobility services company. One of the key sustainable mobility services are out-of-home charging solutions for B2B Electric Vehicle (EV) fleets, including the Shell B2B offer for EV and Home/Office chargers.

The Shell Fleet Solutions team is looking for an E-mobility BDM who will be responsible for the development of Shell’s B2B EV solutions in Turkey.

This position will mainly engage suppliers/sales teams/customers. Some business travel for F2F engagements may be required.

This role will report into the SFS Turkey Business Development Manager and will be on Group Scorecard with E-mobility-related targets

• E-Mobility BDM will be responsible for the development of Shell’s B2B EV solutions in Turkey.

• Job is composed of EV business model development, market activation, demand generation and collaboration with operational stakeholders.

• The role requires developing and penetrating B2B EV solution via delivering excellence and superior B2B customer experience. This includes designing new models as well as after sales issue resolution recommendations to be the key office contact point for all the other parties involved in Customer touch points (Business partners, account managers, resellers and others).

• The role is going to have close cooperation with local Marketing and Business Development team, CVP Development Manager, Customer operations teams and other functions (Credit, Network, Legal, Tax, Finance, IT) as well as external business partners.

The role provides development opportunities in delivery of B2B customer value proposition elements in the vision of providing more and cleaner energy solutions.

Key Responsibilities include

Manage and grow E-mobility customers transferred from sister Shell entities (NewMotion, Greenlots)

*Account management of said accounts – responsible for farming, customer relationship management

*Run upsell/cross-sell activities to maximize uptake of e-mobility solutions (with Marketing support)

Support KAM with sale of e-mobility solutions

*Train & provide advisory to KAM/GKAM on e-mobility solutions

*Help identify sales opportunities within existing KAM customer portfolios

*Run joint customer engagements with KAM to help close deals. Specifically, provide in-depth information about technical aspects of the solutions

*Present solutions (value) to customers and perform product demonstrations

*Answer questions and provide general support, both to clients as well as KAM

*Assess technical capabilities of competition offers & provides input to products’ roadmap based on customer feedback

*Manage tenders for charging solutions

Act as local E-mobility projects’ coordinator

*Work closely with Marketing, SFS Global E-mobility, SBO, Recharge and New Energies teams on integrated offers and cross-business projects (including intra-group agreements)

*Support developing customer offer in collaboration with local & global teams

*Monitor market E-mobility performance to help set targets & marketing initiatives

*Collaborate with local & global teams to develop local E-mobility strategy

Provide technical expertise to internal customers:

*Is the local E-mobility expert

*Run internal trainings

*Support upskilling & overall sales excellence of AMs with EV-related knowledge

Stay informed of latest industry developments & local competition developments

What are key skills/requirements needed?

*Proven commercial skills coupled with EV / CPO technology

*Experience in E-mobility / CPO is a requirement

*Background in fleet operations, e-mobility, power a plus

*Rigorous work organization, using tools and systems in place (CRM/Salesforce, partner’s systems)

*Use collaborative approach to deliver expected value for both the customer and Shell

*Build trust with internal stakeholders and customers whilst actively contributing to product/process improvements

*Strong communication skills and experience working virtually across geographies with different cultures

*Able to travel when required (up to 20%)

*Process driven, can handle/optimize business processes

Experience in the following

*Selling & negotiating knowledge

*Commercial and Economic acumen

*Collaboration and team work

*Project delivery

*Generating insights

*Customer offer development

*Managing customer experience

*Applying technical capability

*Applying customer value proposition