• Dubai

Job Description:

Job Description

Proactively extract value from customer offers through pricing excellence, value selling, tender/bidding and negotiation competences
Support Airport Optimisers in securing the most profitable portfolio of customers for each location
Drive and win in the Carbon Offset and SAF space for Aviation


Manage the commercial relationship between Shell and airlines and aviation resellers in the territory
Develop and execute long term customer account plans, including identification of new opportunities and managing the sales cycle from prospecting to bidding for new business, negotiation and deal closure using the Challenger Model
Work with Airport Optimisers globally to deliver location targets and identify opportunities to upgrade Airport Profitability by growing sales to customers in the territory This will require trade-offs to identify which customer opportunities will deliver the most end-to-end value for Shell at each remote location
Collaborate with Integrated Jet teams and traders to optimize the overall benefits to Shell
Support the Drive towards lower Carbon solutions in Aviation and with direct customers
Drive improvement of CSI/NPS scores
Ensure accurate and timely input from customers on Demand Forecast
Participate in and help drive New Airport Entry opportunities
Work alongside Operations to identify and deliver opportunities for enhanced levels of service for target customers
Active leverage of Sales Management tools to grow competences and enhance sales outcomes, including POPSA, WILO, MILO, Pipeline Management
Participate in monthly and quarterly results analysis and use outcome to continually refine sales approach and prioritization
Support Airport Optimisers in engaging Airport Authorities on existing portfolio as well as new target airports
Work with Marketing and Operations to identify and deliver value add offers for customers that can be appropriately monetize


Degree level qualification
Prior sales experience, preferably B2B, with accountability for large cross border accounts and management of senior stakeholders
Experience in value selling within a commoditized industry highly desirable
Solid understanding of P&L including balance sheet and working capital impacts
Strong experience in collaborating with others/ delivering through others
Experience of fuels supply and trading an advantage

Company Description

Shell has been active in the United Arab Emirates since 1957 In the UAE, Shell is involved in every stage of the petroleum value chain from the discovery and production of oil and gas to the distribution, marketing and retailing of oil, gas and petrochemicals Your career at Shell UAE will thrive, thanks to its unrivalled career development programme that will see you tap into a pool of local and global experts that will help you unlock your potential and thereby help Shell expand its innovative scope Shell UAE trades with customers throughout UAE and neighbouring regions from individual entrepreneurs and small businesses to major industry and multi-national companies Shell UAE believes in giving back to the community the Emirates Businesswoman Award, for example, aims to raise the profile of active business women in the UAE and encourages them to take on active roles


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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

Profile Summary:

Employment Type : Full Time
Eligibility : Any Graduate
Industry : Petroleum/Oil and Gas/Power, Projects/Infrastructure/Power/Energy
Functional Area : Sales/Business Development
Role : Corporate Sales
Salary : As per Industry Standards
Deadline : 16th Mar 2020

Key Skills:

Company Profile:

Shell Pvt Ltdarfix

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