Senior Business Development Manager

Profile

, South Africa

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

April 19, 2022

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

Where you fit in

As a Senior Business Development Manager, you will be a critical part of the Direct Sales team with the objective to develop new business opportunities in line with prioritization from full potential. Your main purpose as a Senior BDM is to lead on identifying, hunting and winning new business opportunities and in so doing to generate growth for the South African Lubricants business. The position is part of the South African Direct Sales organization.

You will be responsible for the business development activities of all opportunities in line with prioritized sectors in Full Potential prospects, leading the understanding of potential and approaching / negotiating together with other teams including Sales Managers, Marketing and LSC from Prospect to contract signature.

What’s the role?

You will lead the team on activities that include stakeholder management, end to end supply chain understanding and CVP development (with Marketing) to propose winning offers that create value and growth for South Africa.

Your further accountabilities will include:


Be 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?

We’re keen to hear from individuals with preferably minimum of 5 years of working experience in new business development and a Bachelor’s Degree in Engineering, Marketing, Business Administration or equivalent. Alongside this, we’d hope to see the following on your CV:


Good knowledge of the Shell offer, lubricants business including Supply chain and Customer Operations.
Strong insight mindst with the ability to inquire and advocate internally and externally as well as integrate key insights into development of the customer offer.
Understanding of how to prepare and develop winning customer strategies, integrate CVPs.
Excellent internal and external Stakeholder management skills.
Commercial mindset with the ability to close deals.
The individual will need to be driven and ambitous in order to win new business but also respond to negative outcomes positively.
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.


Scam Warning:

Shell does not request monetary payments (e.g. insurance policy, visa/work permit, HUET or HSSE training, special job offer, etc.) for employment. Individuals who are interested in opportunities within the Shell Group will find open positions listed on the company websites ****when available.

Shell does not make use of employment forms; neither does the Company process CVs that have not been submitted through the proper websites: ****. All successful applicants who receive an offer of employment from Shell would have been required to go through a formal and transparent recruitment process.

To learn more about Shell’s recruitment process please visit our website ****.

Shell is an Equal Opportunity Employer.

COMPANY DESCRIPTION

The world faces energy challenges that are becoming more complex each day. We’re looking for people who share our passion for taking on those challenges with cutting edge technology, innovative thinking and a commitment to properly managed risk. Shell develops and operates some of the largest and most complex projects in the world and we always endeavour to work at the leading edge of technical innovation.

An innovative place to work

There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change.

Join us and you’ll add your talent and imagination to a business with the power to shape the future – whether by investing in renewables, exploring new ways to store energy or developing technology that helps the world to use energy more efficiently.

An inclusive place to work

To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we’re 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 Royal Dutch/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.

Company info

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