Business Development Lead

Profile

, India

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

June 7, 2022

Business unit:

Projects and Technology

Experience Level:

Experienced Professionals

Job Description:

Do you have strong commercial experience, coupled with external focus and ability to drive consistent top quartile business performance? This might be your opportunity to make your mark on Shell’s future as a net-zero emissions energy business, work closely with leaders across our businesses, and be part of some of the most ground-breaking projects in the industry!

Where you fit in

Shell is building a professional organization to deliver growth across the new opportunities in Energy and carbon management. We believe individuals with strong commercial skills and external focus are critical to deliver our growth aspirations.

As the Business Development Lead, you will work closely with teams and multitude of colleagues from marketing, Technology, IT / Digital and all Shell businesses. You will also have significant exposure to senior leaders (C-Suit Executives like Country Heads, Chief Manufacturing Officer, Vice President etc.) in both customer and own organization. The role will provide you an outstanding context to develop the skill of delivering results through others. Success in this position will involve finding a way into these organizations by building trust and transparency to drive and deliver Shell ambition and business plans.


Capacity : can take unstructured information and quickly home in on the key things that really drive business success; can ask the right question, and find and synthesize the information needed to answer it
Incredible stakeholder management skills : ability to explain complex concepts clearly, get buy in, and create a team of champions for your recommendations and initiatives without any direct authority
Proven commerciality : Proven ability to understand how a business makes and can money (including revenue and costs); it’s a plus to have experience contracting, negotiating and closing deals
Reliable delivery : Ability to deliver projects and commercial opportunities
Global : Ability to work respectfully in a multicultural and often virtual environment


What’s the role?

As Business Development lead, you are responsible for acquiring, building, and growing the energy and carbon management business opportunities with targeted Hard to Abate (HTA) sector organisations in line with the aspirational targets for the Energy & Carbon Management business. This entails developing and delivering integrated energy and carbon management solutions for target customers and creating attractive revenue opportunity for Shell on a longer-term sustainable basis.


Includes working on developing/seeking solutions/quick wins in the short-term converting them into successful pilots and growing into full scale profitable commercial opportunities.
Remain focused on the long term to build end to end integrated solutions/ business opportunities to deliver substantial value to customer and appropriate desired margin and ambition to Shell.
Build strong and extensive relationships throughout the target account(s) to ensure that Shell is the energy and carbon management solution provider of choice. Ensure senior Shell stakeholders are well connected to equivalent stakeholders on customer side. Ensure an up to date and detailed stakeholder map and action plan is implemented.
Extensive Deal making and negotiation. Proven track record with leading extensive commercial negotiations at senior level.
Customer Value Proposition development. Understand what prospects want and develop fir for purpose sector specific Decarbonisation value proposition.
Drive management framework and tools - aligned with Shell strategy & Sales excellence.


Further accountabilities are as follows:


Ensure the Key Account Plan (covering Technology, Products, Solutions, Delivery Promise, Contracts, Prices, commercial terms etc.); and Technology Plan are aligned with Shell’s strategy and delivery capability.
Embed Multi-year planning across all accounts and develop a robust pipeline of opportunities.
Collaborate with Marketing/Internal teams to develop a sector and business strategy for the customer.

Establish positive and coherent ways of working, “one-team” approach, with resources working in the Core team such as Technology, IT & Digital, commercial, finance, relevant shell businesses as part of portfolio offer & Marketing, to develop the strategy per account and deliver the plan.
Contracting. Being able to handle complicated contractual negotiations and working effectively with Internal / External legal team.
Creative. Being able to see opportunities and find different ways of meeting the objective.
‘Value Selling’ – it is about the value we create, not about the price that we charge.
High performance track record, resourceful and resilient.


What we need from you?


Engineering with a Management degree from a premier institute .
Minimum of 8-10 years commercial working experience of which a minimum of 5 years sales / Business Development experience working with large complex accounts selling to senior stakeholders.
Good negotiations and stakeholder management skills.
Strong commercial acumen.
Project management skills and sales experience.
Cross sector experience.
Technical aptitude and credibility.
Demonstrated evidence of managing complexity and uncertainty to co-create sustainable profitable solutions and business models will be an added advantage.
Exhibit the following professional competencies:
Selling & Negotiating: Skill Level
Key Account Management Mastery Level
Applying CVP: Mastery Level
Commercial and economic acumen: Mastery Level
Applying technical capability: Skill Level
Value Chain Understanding: Skill Level
Project Delivery: Skill Level
Energy, Carbon management, Decarbonisation of heavy industry ,sustainability experience desired but not essential.


COMPANY DESCRIPTION

Shell is a global energy company where we work towards powering progress through more and cleaner energy solutions. We use advanced technologies and take an innovative approach to help build a sustainable energy future. In India Shell has its businesses footprint in Information Technology, Projects & Technology, Finance Operations, Integrated Gas, Downstream & Upstream spread across more than 7 main locations.

An innovative place to work

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 renewables, 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 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 are nurturing an inclusive environment – one where you can express your ideas, extend your skills and reach your potential…

We are 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 are 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

As an equal opportunity employer, combining our ideas through a creative, collaborative environment and global operations – we have developed and will continue to nurture a unique workplace with an impressive range of benefits to ensure that joining Shell is an inspired and rewarding career choice for everyone.

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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.

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