Regional Account Manager -Midlands​/North

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.

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 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

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…