Senior Catalyst Sales Manager

Profile

, Singapore

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

February 20, 2023

Business unit:

Projects and Technology

Experience Level:

Experienced Professionals

Job Description:

Where you fit in?

SC&T is a customer facing organization that brings high value, differentiated technologies to market. These technologies include a portfolio of refining and chemical catalysts, licensed processes and equipment, and technical services related to refining and chemical plant operations as well addressing decarbonization goals. SC&T engages with major companies in the areas of energy, refining, and petrochemicals.

In this role you will lead the diagnostic Catalyst sales effort at selected customers to protect our existing business and develop new opportunities. Our culture in SC&T is one of Humility, Curiosity, Commercial Excellence, Determination, but above all putting the customer first. The Catalyst team comprises a close-knit group of seasoned technical and commercial professionals with great pride in the heritage and future potential of the business. Many have worked their whole career in this area, so your Learner Mindset will be critical to maximize impact and collaboration.

What's the role?

The role of Senior Catalyst Sales Manager is to optimize the margin from the portfolio of current and target Catalyst customers in the Asia region. You will have responsibility for the pipeline of opportunities and in driving sustainable margin growth.

In partnership with the Technology Deployment, Marketing Specialists and in some cases Licensing experts, you will identify the customers’ technical and commercial needs and corresponding business opportunities and put together natural teams to deliver them. In some cases, these customers will be Key Accounts with their own SC&T Key Account Manager, in others you will own the full customer account and deal plan. In either case you will be the specialist Catalyst sales lead, you will form natural teams to bring required capabilities to the customer to crystallise value for both parties and beat our competition.

Specific role functions include:


Delivery of maximum value from the portfolio of Catalyst customers in the region
Protecting or earning the reputation as a trusted customer advisor through outstanding technical/commercial solutions and ensuring sustained world class technical support
Collaborating with the Key Account Managers and Licensing Sales Managers to develop customer account plans, in alignment with regional and global business strategies. This will include understanding longer term customer strategy and converting these strategies into Catalyst business goals
Forming natural teams to address specific business opportunities, pulling together the necessary technical and commercial support from the SC&T organization as well as the wider Shell enterprise
Accountability for delivery of Catalyst margin targets at selected customers in Asia
Proactively deploying diagnostic sales techniques to seek out and execute new opportunities, role modelling ‘4D’ diagnostic sales behaviours
Capture customer market intelligence and trends and communicate these learnings back to the business and marketing teams
Ensuring full compliance with Shell Code of Conduct, and displaying sound practices in Ethics and Compliance


What we need from you?


You have a degree or equivalent in a technical or business discipline
10 years experience in petrochemicals or refining industry with a good understanding of process flow schemes and typical plant constraints.
Outstanding written and oral communication skills, with experience interfacing with junior to VP levels within customers' organizations.
Proven record of successful customer engagement supporting long term sales and margin growth. Technical knowledge relating to catalysts and/or chemical processes would be highly advantageous, as would proficiency in Asian languages.
Ability to develop and execute strategic account plans including coordination of commercial and technical service resources.
You are skilled at negotiating and closing contracts, ensuring legal and intellectual property risk is managed effectively and following ethics and compliance requirements.
You are a team player, interested in positive outcomes and not who gets the credit, you share information and seek learning opportunities.
You will exhibit positive energy, perseverance, passion to succeed and will have plenty of examples of delivering outstanding customer value and service.
You are willing to travel up to 40% of your time depending on how the ‘new normal’ emerges post-COVID.


Company Description

An innovative place to work

There’s never been a more exciting time to work at Shell.

Join us and you’ll be adding your talent and imagination to a business with the ambition to shape the future – whether by investing in oil, gas, and renewable energy to meet demand, exploring new ways to store energy, or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part.

An inclusive place to work

To power progress, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment – one where you can express your ideas, extend your skills, and reach your potential.


We’re creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we’ll take it from there.
We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.
We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.
We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.


A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.

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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 is an Equal Opportunity Employer.

According to the United Nations, the global population could increase to more than 10 billion people. A key role for society – and for Shell – is to find ways to meet the growing demand for energy, with less carbon emissions. We need people who dare to think differently – to take part in developing tomorrow’s energy solutions today.

Company info

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