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What is the role

This position is a critical part of the Direct Sales team with the objective to develop new business opportunities in line with prioritization from Full Potential. As a Senior BDM, you will lead on identifying, hunting and winning new business opportunities and in so doing to generate growth for the South African Lubricants business. You will be part of the South African Direct Sales organization.

You will also be responsible for the Business development activities of all opportunities in line with prioritized sectors i.e. OEM, Transport, Fleets, Agri. Manage Ultimate Potential prospects through SPANCOP and approaching / negotiating collaboratively with other teams including Sales Managers, Marketing and LSC from Prospect to contract signature.

You will lead the team on OEM, Transport, Fleets, Agri activities that include stakeholder management, end to end supply chain understanding and CVP (Customer Value Proposition) development (with Marketing) to propose winning offers that create value an growth for South Africa lubricants business.

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

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 www.shell.com/careers 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: www.shell.com/careers . 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 www.shell.com/careers .

Shell is an Equal Opportunity Employer.

Company description

Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the world’s growing need for more and cleaner energy solutions in ways that are economically, environmentally, and socially responsible. We have expertise in exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals.

As a global energy company operating in a challenging world, we set high standards of performance and ethical behaviors. We are judged by how we act and how we live up to our core values of honesty, integrity, and respect for people. Our Business Principles are based on these. They promote trust, openness, teamwork, and professionalism, as well as pride in what we do and how we conduct business.

Building on our core values, we aspire to sustain a diverse and inclusive culture where everyone feels respected and valued, from our employees to our customers and partners. A diverse workforce and an inclusive work environment are vital to our success, leading to greater innovation and better energy solutions.

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, while 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 a 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 in 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.