| Location | San Francisco, California |
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Job Description:
As the global leader in Energy, Shell's stated goal is to deliver the energy solutions to meet our customers' needs today, tomorrow, and throughout the energy transition.
Are you ready to join the global leader of business mobility? Shell Fleet Solutions has the largest B2B direct customer base in Downstream, and is one of the largest payment platforms in the world. We are proud to work together to become our customers' number one mobility solutions provider, offering solutions that help them manage their fleets effectively.
Purpose
This role is an important part of the US Fleet Solutions growth strategy and is dedicated exclusively to the medium-fleet segment. The BDM will pursue qualified medium-fleet opportunities. The position requires a disciplined sales professional who can build a productive pipeline, move opportunities efficiently through the sales process, and deliver strong customer solutions across vehicle classes 1-6, excluding Commercial Road Transport.
General Description
The primary purpose of the role is to grow Shell's US fleet customer portfolio by identifying, qualifying, approaching, negotiating, contracting, and streaming medium-fleet opportunities. The BDM will manage these opportunities from prospecting through contract execution and implementation, followed by a disciplined handover to the relevant account manager. The role will collaborate with other sales colleagues and Shell lines of business, to generate and close qualified opportunities within the medium-fleet segment.
Time management, attention to detail, strong pipeline discipline, and the ability to finish are essential to success in this role.
Position Description - Accountabilities
· Build and manage a scalable pipeline of qualified medium-fleet opportunities
· Apply a disciplined, efficient sales approach appropriate for the medium-fleet segment while maintaining commercial quality.
· Maintain clear segment discipline and redirect opportunities that exceed the medium-fleet threshold.
· Manage multiple complex sales negotiations, including engagement with C-suite stakeholders.
· Execute sound commercial contracts with target customers while explicitly managing liability, risk, and contractual issues.
· Lead stakeholder coordination through the implementation and customer onboarding phases.
· Define, refine, and actively progress prospect opportunities through the SPANCOP sales process.
· Plan, monitor, and achieve individual targets, including sales volume, margin, Shell-branded percentage of sales, mobility services sales, and customer satisfaction.
· Collaborate with Marketing and Business Development to strengthen the Customer Value Proposition and improve lead-generation effectiveness.
· Ensure a disciplined handover of each won account to the appropriate account manager.
Experience and Qualifications
Required
· 8+ years of field sales experience, including successfully selling brand value.
· Strong negotiation and influencing skills.
· Excellent written, verbal, and presentation communication skills.
· Ability to manage and prioritize a significant workload against tight deadlines.
· Experience developing and negotiating multi-year sales agreements.
· Experience selling in a B2B environment and managing complex commercial negotiations.
· Ability to resolve issues quickly and independently.
· Solid understanding of, and experience with, broader Downstream businesses.
· Strong track record of negotiating with senior external and internal stakeholders.
· Creativity, organization, disciplined execution, and the ability to generate value through practical, out-of-the-box ideas.
Preferred
· Previous experience in consultative selling directly to customers.
· In-depth knowledge of the commercial aspects of the fleet card business.
· Previous experience setting pricing strategies to maximize profitability.
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 Shell/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.
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