Shell
Regional Key Account Manager
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What’s The Role
Join Shell Business Mobility and play a key role in shaping the future of fleet and mobility solutions across the Midlands and North of the UK. As a Regional Key Account Manager, you'll manage and grow a portfolio of customers while helping them navigate the evolving mobility landscape through innovative solutions, including the introduction of EV charging, telematics, and other digital offerings. This is an excellent opportunity for a commercially driven professional who enjoys building strategic partnerships, winning new business, and making a visible impact on customers' decarbonization journeys and business growth.
About Shell Business Mobility:
Shell Business Mobility is part of the Business to Business (B2B) arm of Shell’s Mobility organisation, whose goal is to provide competitive and innovative mobility solutions to our customers, while helping them to decarbonise their operations.
The core of the Shell Business Mobility business is to provide fuel cards to businesses which operate fleets of cars, vans, trucks and buses. The introduction of EV charging (on the go, home, office and depot), telematics, nature-based solutions and an array of digital value propositions means that we are uniquely positioned as a single partner to meet our customers’ evolving mobility needs.
This role is part of a highly-skilled, experienced and collaborative sales team – based regionally throughout the UK – with the head office at Shell Centre in London.
What You’ll Be Doing
This Regional Key Account Manager role is expected to grow and protect value for Shell through partnership-based relationships with customers and significant focus on new business development.
The key deliverable of this role is to maintain and grow value for Shell, through the acquisition of new business and growth & retention of existing business.
Success in this role is measured by delivery against multiple annual sales targets, including (but not limited to):
- Fuel volume
- Fuel margin
- Non-fuels margin
- EV kilowatts
Growth is expected to be delivered through:
- Development and management of a significant opportunity pipeline, tracked and delivered through Salesforce, including self-generated leads
- Identification and mitigation of churn risk in the existing portfolio of customers
- Understanding customers’ immediate and long-term needs, business models, value drivers, challenges and opportunities, to tailor offers and services to add value to their business and – in particular, for the customers in this portfolio – building longer-term partnerships
- Conducting value-led negotiations through in-depth understanding of our Customer Value Propositions (CVPs) and financial dimensions, leveraging the value of working with Shell at large
- Building and maintain a clear stakeholder map for each customer, and ensuring the relationship with Shell extends beyond one person from Shell and one person from the customer
- Consistently applying and role modelling ‘Sales 1st’ standards especially in utilising best-in-class structure for CRM utilisation, call/journey planning, calendar management and account planning
- Building and utilising knowledge of market development and competitors offers, strengths and weaknesses, to create growth opportunities
- Collaborating with stakeholders internally to ensure best in class customer service
- Complying with HSSE Life Saving Rules and acting in a responsible and proactive way in handling HSSE matters
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What You Bring
The following are some of the skill and experience requirements we expect from the candidates:
- Relevant sales experience – preferably in managing accounts – and proven success winning profitable new business at Regional Key Account level
- Proven relationship management skills, having the ability to manage relationships at all levels – both with customers and with colleagues
- Clear commercial acumen – understanding the value to Shell and to the customer, and prioritising activities accordingly
- Experience in Fuel Cards or Fleet Industry is highly beneficial but not essential
- A performance-driven, ‘can do’ mindset, with a solution-orientated approach to challenges and a desire to succeed
- The ability to manage competing priorities effectively, retaining focus on those items which will deliver value for Shell according to annual targets set
- Solid IT literacy including all MS Office programs
- A valid UK driver’s licence with no more than 5 points
After you submit your application, you will receive an email from Shell providing a link to an online assessment (HireVue) that is a mandatory part of the process and has a validity period – please check your spam/junk mailbox if you do not see the email. Once completed, your application will be reviewed to determine next steps. Thank you for your interest in Shell.
What We Offer
You bring your skills and experience to Shell and in return you work with talented, committed people on one of the most important challenges facing our planet. You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You’ll be able to balance your priorities as you become the best version of yourself.
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- Continuously grow the transferable skills you need to get ahead.
- Work at the forefront of technology, trends, and practices.
- Collaborate with experienced colleagues with unique expertise.
- Achieve your balance in a values-led culture that encourages you to be the best version of yourself.
- Make an impact in one of the world’s leading downstream businesses.
- Benefit from flexible working hours, and the possibility of remote/mobile working.
- Perform at your best with a competitive starting salary and annual performance related salary increase – our pay and benefits packages are considered to be among the best in the world.
- Take advantage of paid parental leave, including for non-birthing parents.
- Join an organisation working to become one of the most diverse and inclusive in the world. We strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply.
- Grow as you progress through diverse career opportunities in national and international teams.
- Gain access to a wide range of training and development programmes.
Shell is working to advance an inclusive, psychologically safe and accessible environment where people with disabilities can excel. If you require any accommodations or accessibility adjustments (e.g. assistive technology, communication support, any other) during the application or interview process, please let us know directly via careers@shell.com. We strive to ensure that our process and workplace is accessible to everyone and are dedicated to making reasonable adjustments to support your needs.
Shell in The United Kingdom
Shell is a vital contributor to the UK, supporting energy security, jobs and economic value. We provide energy to fuel homes, hospitals, schools, vehicles, machinery and factories. Our history here dates back over 125 years. A UK-headquartered global energy leader, and leading FTSE multinational, we are active across the country’s energy system.
In the years ahead, as the UK looks to strengthen energy security and deliver its 2050 net-zero goal, Shell UK aims to play a crucial role. We aim to be a major investor in the UK energy system by helping our customers decarbonise with a focus on transport and industry.
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