What’s the role
As an Aviation Key Account Manager, you will manage key aviation customer accounts specifically focused on selling jet fuel today while building pathway and increasing profitability across Shell’s Aviation Fuels portfolio. You will serve as the focal point for all customer account management matters including customer set up, onboarding, demand planning and management, credit, day to day communications, and customer satisfaction.
You are expected to expand and build the portfolio, by demonstrating negotiation tactics, visibility and prospecting in the market, building and enhancing CVP’s
Contacts and co-operates with stakeholders throughout entire organization and with customers and external parties on tactical level and manages opposite interests. Has multiple interfaces which requires extended communication.
Identifies areas of improvement to deliver business value when applying the existing methodology, suggests changes with new ways of working. Account manager processes and analyses data, innovates and deploys a high level of strategic thinking and problem solving to analyze complex situations, anticipating potential outcomes and risk to synthesize robust plans.
Aviation is within the Low Carbon Solutions organization, part of the core players in unlocking the value needed to scale commercially viable low-carbon energy solutions while ensuring today’s energy needs are met as part of balanced transition. As an account manager one needs to demonstrate ability to engage with customers on topics in the Aviation industry including NZE targets, Sustainable aviation fuels and Carbon offsets. Ability to work with external and internal stakeholders to build roadmaps and pathways for the delivery of Sustainable Aviation Fuels and Carbon offset mapping in South African.
Accountabilities:
Manage a portfolio of key aviation fuels accounts
Work closely with internal teams to ensure seamless account management and timely response to customer queries and setups
Manage contract and tender process by evaluating and submitting proposals to customers for yearly aviation fuel contracts
Manage once off contract requests for specific airport/end customer opportunities.
Maintain account relationships at both the highest levels for contract management and the personnel doing the work to understand the details of day-to-day operations
Develop and attain customer relationships to become the supplier of first choice
Work closely internal teams to maximize portfolio and develop key partnerships
Become Subject matter expert on value propositions and value to Shell
Manage credit risk with assigned customers to attain zero bad debt
Manage critical Trade Compliance messages to reseller customer base to attain zero Trade Compliance violations.
Use and support others on utilization of Aviation sales tools and processes, such as SPANCOP, Surus, Salesforce, CICAF, Market Hub and CF Tool/Demand Forecasting
What we need from you
To deliver in the role, you will need to have a learner’s mindset and possess strong interpersonal skills i.e., able to influence and develop relationships across various disciplines, functions, and cultures. You will need to have a commercial mindset and demonstrate agility, flexibility and be a team player. You would be required to work in line with company guidelines on (i) HSSE and (ii) Ethics & Compliance.
Furthermore, you will need the following in order to be successful on the role:
Must have legal authorization to work on a full-time basis for anyone other than current employer
You must have an appropriate degree/ diploma plus minimum 5 years commercial experience
Knowledge and experience within supply chain, petrochemical/ oil and gas, or similar would be advantageous
Extensive customer management/sales expertise
Strong stakeholder management skills to work across different groups to harness ideas and generate solutions or new approaches to complex problems
Excellent communication and organization skills
Planning and time management
Conflict resolution
Analytical skills - visually demonstrate (graphs/ tables) - key accounts performance/ metrics, prepare reports on account status
Problem solving and strategic thinking
Dimensions
Oversee larger more complex accounts with multiple touch points internally and externally.
No direct reports but expected to manage cross functional teams to deliver financial results while creating pathways to deliver customer promise
Strong Stakeholder Management skills to manage senior executives and regulatory
Behavioral
Looking for individuals who have a proven track record in driving performance and delivery to combining purpose with performance. Demonstration of Shell's core values, learner mindset, skills and behaviors and the ability to bring along the hearts and minds of our community.
PERFORMANCE –Individuals who drive performance in everything we do through consistent and competitive delivery of business outcomes to perform today and transform tomorrow.
SIMPLIFICATION – Individuals who are faster, more nimble decision-makers and who simplify what we do and how.
DISCIPLINE – Individuals who focus on decision quality, delivery and execution, while remaining focused on value creation.
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.