Head of Fleet Solutions - UK London, England
Job description
The Role
Join the global leader of business mobility!
Are you willing to shape Shell’s energy transition by accelerating our customer’s journey to e-mobility? Do you want to co-create the ‘Amazon of business mobility’? Are you a leader that is looking for personal development in a rapidly transforming environment? Would you like to be part of a business that continues to grow year on year, with significant contribution to Shell’s bottom line?
If your answer is YES to all above, this is what we’re offering
- The largest B2B direct customer base in Shell Downstream (200k B2B customers) in 47 markets
- One of the largest payment platforms in the world
- A suite of business mobility offers from secure energy payment, over mobility services (e.g. VAT reclaim, toll clearing or parking) to vehicle solutions (e.g. maintenance, leasing) for passenger car and light duty transport vehicles (less than 16 tons)
- A passion for helping customers in their mobility needs and challenging them to find fit-for-purpose solutions together
- Roles that provide unmatched personal growth opportunities
- A fantastic, positive, team environment with the passion to deliver this growth challenge
This is what we are looking for
“Let’s do it!” mentality, with strong positive attitude- Passion about customers - how to delight them, how to help them
- Curiosity and courage to understand customers’ real needs and to challenge them to offer the right solutions
- Commercial drive to make $ today and more $s tomorrow
- Genuine curiosity and interest in e-mobility, payment and mobility solutions.
- Innovative mind to always be ahead of competition;
- Learner mindset, daring to fall and get up again stronger and quickly
- Grit - never, ever give up.
- A team player with all parts of the E2E supply chain, including Operations, our partners across the company
If you are keen on accelerating the energy transition for our Fleet customers and you want to build something special with us… we want to hear from you
What is the role?
Head of Fleet Solutions (HoFS) is part of Retail and focuses on selling fuels, services and mobility solutions to all B2B customers via the Shell Card.
The purpose of the Head of Fleet Solutions UK role is to lead and develop the Shell Fleet Solutions Sales team in UK to grow Fleet Solutions business through selling mobility solutions (fuels and services via the Shell card through direct and indirect channels and to deliver financial and volume targets, whilst striving towards Goal Zero.
As the HoFS for UK, you will have multi- channel and multi-layer leadership responsibility for a total team of appr. 19 FTEs (Sales, Marketing, Business Development). The role includes a broad cross functional responsibility in order to deliver the business results as well as investing in the future growth of the business, through close collaboration with customer operations, finance, marketing, Shell Recharge Solutions and Retail B2C business (Mobility)
It is an exciting time to join this business with Energy Transition and Digitalisation. The mobility market-place is rapidly changing because of this and Shell is in a great place to leverage from it with our product offering and therefore bringing this to our customers. UK Market is responding to energy transition very strongly, with Fuel demand for passenger cars and light-medium commercial vehicles decreasing y.o.y ca 4% and replaced by EV/ Hybrid vehicles. Electrification is supported by the UK government to reduce the CO2 emissions caused by ICE-vehicles.
In Shell Fleet Solutions, with our Accelerate to Zero programme, we help our customers reduce their Total Cost of Ownership (TCO) and be on-track to deliver their net 0 CO2 targets. This would mean monetizing the new CVPs to decarbonize our customers while we continue to bring digital mobility solutions, next to the traditional fuels business.
Key accountabilities include:
- Ensure full adherence to Fleet Solutions HSSE plan and Shell Ethics and Compliance framework (ie Code of Conduct, Competition law, Antitrust and Sales Contract Management framework, etc).
- Beat annual financial and business targets
- Lead further implementation of UK 2025 SFS Strategy and deliver relevant CVPs in each segment to continue to grow the customer base and the business; set fees, discounts, payment terms in line with the OU Manual of Authorities and country strategy.
- Closely collaborate with Regional Pricing Manager for setting the List price for National and International customers, recruit, develop and coach a winning and diverse B2B sales team by demonstrating Sales leadership and being a role model in Sales 1st behaviors and activities.
- Implement Sales 1st: Sales coaching, pipeline development with the support of Salesforce; work as an authentic coach for team and a credible consultant to channel partners for accelerated growth.
- Lead the Route to Market (RTM) Strategy supported by the marketing team, and implement of the Channel strategy, Marketing plans and the T&R.
- Lead and drive collaboration with Retail B2C, Shell Recharge Solutions, Customer Operations, T&S and all support Functions (finance, HR, credit, legal) to ensure maximum value for Shell and provide the right level of service to customers.
- Support the development of innovative and complex CVPs to be able to move from a supplier to a partner relationship in a value-led environment.
- Identify and drive delivery of Continuous Improvement (CI) solutions at Shell and at our customers premises.
What we need from You
- As Head of Fleet Solutions, you act in a fast developing and fast changing environment with regards to decarbonization (e-mobility) and digitalization. For that role acts as “change agent” ensuring that the entire team is an integral part of that journey.
- Ensure business ethics gets into the DNA of the indirect channel team & indirect business partners
- Develop and gain knowledge of market new trends and competitive intelligence initiatives in order to better understand competitors offers, strengths and weaknesses in global and local Marketing Departments to identify create new Cards RVP and CVP's to grow the business.
- Passion to meet and beat targets and to grow customer base and value
- Deep understanding of value generation, financial dimensions (P&L) and risk evaluation
- Help the team to manage complex customers aiming to sell full CVP package
- Apply all Sales 1st Coach-the-Coach Standards for developing the team and the business (all channels & roles)
- Mastery in Insight-, Value- and Challenger Selling
- High capabilities in understanding and analyzing market trends and bring those in line with our decarbonization ambition and ecosystems
- Contribute to market and competitive intelligence initiatives in order to better understand competitors offers, strengths and weaknesses to identify and create growth opportunities
- Closely working with internal & external decarbonization experts and helping to developing strategies for accelerated business growth, as well as identifying potential customer needs in order to offer tailormade solutions and to win market share.
- Readiness for business travel and overnight hotel stays
- English (fluent), IT skills (CRM, Excel, Power Point, Retail BI, Power BI etc), Driver’s license
An innovative place to work
There’s never been a more exciting time to work at Shell.
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 oil, gas and renewable energy to meet demand, 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, 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’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.
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