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Job Details

LATAM B2B Business Development Manager

Location
Rio de Janeiro, RIO, Brazil, Brazil

Posted on
Mar 10, 2023

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Profile

Rio de Janeiro, Brazil

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

February 14, 2023

Business unit:

Downstream

Experience Level:

Experienced Professionals

Job Description:

What’s the role?

This is a job opportunity in Shell Lubricants Industrial/ B2B Lubricants expertise area, for the Latin America region (all LAtam Counties excluding Brasil, Argentina and Mexico) covering a series of responsibilities in Sales, Technical and Marketing scopes . The LA B2B Business Development Manager position aims to attract and retain customers, build long-term customer relationships and create growth plans for Shell’s Lubricants B2B in LAtam. The B2B BDM looks to identify new Lubricants & Services business opportunities as well as to lead their implementation. B2B BDM is accountable for B2B Strategy in the Region for local, Regional and Global Business; She/He is the owner of Prospection, Analysis, Value Demonstration, Negotiations and Contractual agreements through the local Sales Teams in Shell and also through Macro Distributors (MDs) in the Region

Accountabilities:


Pipeline Management – Drive the implementation of B2B Pipeline Management in a standard manner coaching Shell staff & MD Sales Teams from Customer Selection/Prospection Phase passing through Opportunity Analysis, Value Demonstration, Negotiations and Contractual agreements;
Review, reshape & Monitor Value Selling Pipeline Management KPIs (Pipeline Strength, Hit Rate and Cycle Time) in all MDs. Success for B2B BDM will be according to PM KPIS above.
Train, coach and support Value Selling Pipeline Management culture, across MDs and Shell staff by deep dive overall processes;
Leader and Coach of Sales Value Selling Pipeline Management processes, in Shell and in Top MD Countries for B2B opportunities
Support LATAM Business strategy for B2B Growth Roadmap, by bringing Market information and insights of new sectors, better products, Customer Solutions and Competitors landscape;
Prepare Trends evaluations based on data analytics, Design and develop solutions from theory to implementation. Prepare Business Cases with critical Financial Information for decision making


What we need from you?


Bachelor’s Degree is mandatory, MBA and/or Pos Graduation in BA highly appreciated
Minimum 5 years’ experience in Sales, with proven track record of B2B experience in Customer Facing negotiations in Industry sectors – mandatory
Understanding of the Lubricants market in Industrial area (Mining & Construction mainly) is a requirement
Strong Project Management Skills and Tracking of Performance is a requirement
English and Spanish fluency - mandatory
Team leadership experience is appreciated
Experience in B2B Commercial is preferred
Expertise in managing indirect channels is a key requirement, proven success dealing through Distributors is necessary.
Strong business analytical and problem-solving skills, commercial mindset
Resilience to deal with travelling duties and manage effectively work life balance, 50% of the time spent travelling

Communication skills and influencing/reframing others stakeholders towards a common goals is required.
Able to work independently and with limited supervision, highly self-motivated and able to effectively manage various competing priorities.
Strong interface / stakeholder management skills and proven ability to work with, influence and lead diverse teams outside her/his line as well as delivering results through others.
Ability to manage self-performance and interaction in a virtual environment


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

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.

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 authorized Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.

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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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