Senior Business Development Manager at Shell Petroleum Development Company (SPDC)

Accountabilities:

• Responsible and proactive in HSSE issues affecting Shell staff and customers
• Delivery of Goal Zero for the team, Support and drive HSSE culture across organization, near misses (NM) reporting and Focus on Road safety
• Develop, monitor and act upon Key Sales Indicators to motivate and manage staff delivery championing Sales1st leadership, Frontline Excellence, mindset & behavior including championing Challenger selling
• Enforce and deliver high performance in all Sales 1st areas, maintain Flagship and actively develop the team to be a high-performance sales team, balancing gender, experience and capabilities
• Hunt and develop new opportunities with by developing a robust pipeline of opportunities, work with marketing to ensure full understanding of customer requirements and insights on current competitor landscape. Ensure development of a robust offer proposition which makes commercial sense
• Lead the negotiation and implementation effort until deal closure, handing over to relevant account manager once contracting is done
• Align with all relevant stakeholders across the Lubricants business but also across SDSA/Global organizations to develop the most competitive approach on the opportunities to improve cycle time, robust financial structure (including pricing) and winning approach for the deal and subsequent implementation
• Understand and adopt best practices from local and global teams particularly Global Key accounts and sector marketing
• Define and manage this pipeline from Suspect to Negotiate and Deal Closure
• Manage the process in line with Sales 1st principles, developing clear account
• strategies, preparation for meetings, aligning with sales teams and others
• Identify where relevant transformation requirements to win and hence the appropriate RTM approach for the customer balanced against the commercial expectations.  Including engaging with the Macro Distributor team where other African countries are relevant in the opportunity
• Ensure appropriate handover after contract signing to the account managers and broader organization

What we need from you

You will be expected to have the following:

• You must have a minimum of 5 years ‘of experience in Petroleum or Automotive industry
• You must have a Business Degree or Diploma
• Good knowledge of the Shell offer, lubricants business including Supply chain and Customer Operations
• Excellent commercial mindset with the ability to close deals
• Demonstrate strong insight application with ability to inquire and advocate internally and externally to enable development of the customer offer
• Understanding e2e (End-to-End) processes that enable development of winning customer strategies, integrate CVPs
• Excellent internal and external Stakeholder management skills
• The individual will need to be driven and ambitious to win new business and personally manage own time to balance multiple priorities
• Strong external mindset with the ability to understand a diverse set of external stakeholders, ask questions and integrate these into the offer approach
• Ability to quickly develop relationships, internally and externally