Field Based Account Manager

Shell - Hamburg - Pentahof

Job Description Back

Job ID 77002BR

Shell Energy Deutschland GmbH (SEDG) is the German sales office for all Gas, Power and Environmental product activities of Shell and part of Shell Energy Europe (SEE). SEDG supplies some 10% of the German natural gas demand and is  ambitious to grow the business.

Shell`s market share is likely to grow in the coming years. The main challenges are to protect the value of existing contracts, to maximize business opportunities, to increase market share, to grow the customer base and to position SEDG in order to monetize the full potential of an integrated gas, power and CO2 marketing and trading organization.

Shell Trading integrates a worldwide trading network with an unsurpassed global portfolio in crude oil, refined products, natural gas, electrical power, chemicals and environmental products and has larger locations in London, Houston, Calgary, Singapore, Dubai, Rotterdam, and Barbados.  Shell Trading is one of the world largest energy traders and is a key segment of the Royal Dutch/Shell portfolio.

Shell Energy Europe (SEE) sells and actively trades energy related products and services associated with European natural gas, power, as well as environmental products globally. It is a fully integrated Marketing and Trading business with a sharp focus on deal flow and the bottom line.

The Field Based Account Manager will be part of the Whole Sales Team of SEDG, a dedicated team which is based in Hamburg and works very closely with the Shell Energy Commercial team and various functions in the hub in London as well as other European locations.

It is envisaged that the position holder will act both as counterparty owner and new acquisition lead for designated accounts and contracts, but also collaborate with his/her peers and support their acquisitions as standing. As a result, this position offers an excellent broadening and development of skills, with exposures to all facets of the commercialization of gas and power, including but not limited to

  • Administration and follow-up of contractual and commercial issues related to existing agreements and leading new acquisitions for sales of natural gas and power in the domestic market.
  • Understand market developments and trends.
  • Cooperation with a diverse set of functions such as Trading, Deal Structuring, Business Development, Strategy, Legal, Litigation, Operations, Finance and Customer Support
In particular this position will be accountable to own and lead the management of existing key gas sales and power contracts and lead of new customer acquisition in a assigned geographical area to grow our business.

The Field Based Account Manager is responsible for contributing to SEE`s marketing & sales strategy by managing a set of assigned Gold Accounts, mainly in the German gas market. She/he needs to protect the value of Shell`s existing sales contract portfolio through the successful preparation, negotiation and deal execution and will lead the acquisition of new deals in a highly competitive market environment. Ensuring high customer satisfaction in balance with SEEL`s strategy is a key challenge the Sales Adviser will face.

Responsibilities will include:

  • Accountable for Gold customers as account owner, to sell standards products or more complex, tailor made solutions to ensure sales success
  • Establish, develops and manages “win-win” customer relationships that deliver for both Shell and Customers volume and profitability objectives while maximizing the value of Shell brands
  • Create a deep understanding of the customers, their needs and structure
  • Make the best use of time through planning and prioritising
  • Offer solutions to customer's problems and handles conflict effectively
  • Lead negotiations and deliver or exceed sales targets
  • Ensure compliance with all Shell standards and policies specifically HSSE Goal Zero Competition law SGBP etc.
  • Deliver best in class sales excellence leadership and behaviours. Adhere to all applicable MoA and the contract Management process
  • Continually deliver input for Customer Value Proposition (CVP) development
  • Communicate with and inform other Sales staff and stay informed of all regional utility updates/rules
  • Liaise and work with inside sales to ensure a smooth flow of information allowing best in class delivery of value propositions through best in class sales, marketing, and operational delivery processes
  • Ensure to provide the required level of service to customers at the most appropriate cost
  • Achieve competitive advantage through applying sound understanding of the market and external environment in all business activities
  • Maintain and generate additional business through informed selection and recommendation of our products and services

Required Qualifications


Preferred Qualifications


Company Description

At Shell Germany, our drive is to employ world-class individuals. We employ 4,200 people whose careers have benefitted from our industry-leading career development programme and unrivalled inhouse access to local and global experts. We are active in many areas such as Gas, Gas Marketing, Manufacturing & Distribution of oil products, Petrochemicals as well as Research & Development. Shell in Germany is one of the biggest retailers of energy products and one of the largest refinery operators. Our extensive R&D facilities in Hamburg allow us to offer a broad range of expertise on Retail Fuels, Lubes, and Marine, Power and Engine Vehicle Technology. Shell began operations in Germany in 1902.

Additional Information

  • Job ID
  • Post Date
    May 31, 2018
  • Employee Type
  • Relocation Eligible
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