返回查询:BD Manager / 上海

Where
y
ou
f
it
i
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China is undisputably "the Workshop of the World". Among its landscape, the state-owned enterprises (SOEs) are breeding more ambitious engineering projects, rendering not-to-be-missed growth opportunities to B2B lubricants.

To approach this type of mega projects and accounts is by itself a formidable task. Often, mega projects involve extensive construction process and by-stage investment decisions, bringing in large EPCs, OEMs, and design institutes with extremely complicated decision-making and tendering process. A fragmented or specific project-based approach is unlikely to effectively develop such complex projects,

Shell aspires to continue play an indispensable role in these mega projects, providing top quality products and solutions. Therefore, a central BD coordinator with capacity and vision to develop mega SOE accounts and projects is critical to fulfil Shell's growth ambition.

What
you'll be doing
In this role, you will:

  • Take the lead in hunting new mega engineering projects, with a predominant focus on Yarlung Tsangpo Megadam and its associated construction projects.
  • Own E2E business development process for mega projects, from opportunity origination to final dealmaking, Develop your own key account development plans (KADPs), identifying key stakeholders/entities, project timelines and decision-making trees.
  • Create innovative and comprehensive customer offerings for mega projects and associated SOEs. Train up relevant sales and Road to Markets (RTMs) to approach accounts effectively.
  • Coordinate BD efforts across various sales teams to maximize Shell's value and share of wallet. Set SMART targets for each sales team to drive by-stage results.
  • Manage RTM smartly in mega project / SOE BD and avoid channel conflicts by designing a fit-for-purpose channel management mechanism; wherever needed, search for new RTM.
  • Proactively build strategic, long-term relationships with SOEs by effective call-high, group-level CRM management, and new business model development.
  • Track timely value delivery out of pipeline and share best practice with sales teams.

What
you bring
We are looking for candidates with the following qualities and experiences:

  • 7+ years in industrial customer BD experiences, with exposure to SOEs and mega projects (highly preferred).
  • Exceptional customers relationship management and high-calibre negotiation skills.
  • Solid knowledge of industrial lubricant portfolio and available CVPs.
  • Commercial acumen, refined negotiation skills, and proficiency in key account management and business case preparation.
  • A result-driven mentality and perseverance, even in challenging situations.
  • An innovative mindset and the audacity to try new ideas.
  • Outstanding communication and presentation skills for both internal and external stakeholders.
  • Political sensitivity and knowledge of policymaking and government relationship.

What We Offer
You bring your skills and experience to Shell and in return you work with talented, committed people on one of the most important challenges facing our planet. You'll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You'll be able to balance your priorities as you become the best version of yourself.

  • Progress as a person as we work on the energy transition together.
  • Continuously grow the transferable skills you need to get ahead.
  • Work at the forefront of technology, trends, and practices.
  • Collaborate with experienced colleagues with unique expertise.
  • Achieve your balance in a values-led culture that encourages you to be the best version of yourself.
  • Benefit from flexible working hours, and the possibility of remote/mobile working.
  • Perform at your best with a competitive starting salary and annual performancerelated salary increase – our pay and benefits packages are considered to be among the best in the world.
  • Take advantage of paid parental leave, including for non-birthing parents.
  • Join an organisation working to become one of the most diverse and inclusive in the world. We strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply.
  • Grow as you progress through diverse career opportunities in national and
  • international teams.
  • Gain access to a wide range of training and development programmes.

We'd like you to know that Shell has a bold goal: to become one of the world's most diverse and inclusive companies. You can get to know more about how we're working towards that goal,
click here
.
We are committed to attracting a broader and more diverse pool of candidates. If this position doesn't feel like the perfect fit for your qualifications right now, we'd still love to hear from you. Consider creating a profile in our
Talent Community
so we can keep you in mind for future opportunities that may align with your skills.
Shell in China
Shell's story in China dates back to more than one century ago. All of Shell's core businesses are now represented in China and our head office in China is in Beijing.

As a leading global group of energy and petrochemical companies that is high up on the Fortune 500 list, Shell helps meet the world's demand for energy in economically, environmentally and socially responsible ways. We embrace the ambition to be the most competitive and innovative energy company in the world.

Today, all of Shell's core businesses – Upstream, Integrated Gas and New Energies, Downstream and Projects & Technology – are active in China. With win-win partnerships with all of the major national oil companies in China, including China National Petroleum Corporation (CNPC), China Petroleum & Chemical Corporation (Sinopec), China National Offshore Oil Corporation (CNOOC) and Shaanxi Yanchang Group Company (YCG), we aim to achieve End-to-End Integration of the whole value chain from Upstream molecules to Downstream markets and extract maximum value for business partners in and outside China.

To realise these goals, we are focusing on four strategic business priorities:

  • International cooperation with Chinese partners overseas to bring energy back to China;
  • Developing unconventional gas resources in China and providing natural gas, liquefied natural gas (LNG) and quality oil products to help meet the country's energy needs with cleaner fuels;
  • Research and development (R&D) and technology cooperation;
  • Taking Chinese enterprises overseas: leveraging China capability and growing business together.

We are proud that today:

  • Since BG acquisition in 2016, Shell further enhances its leading position in LNG supply to China.
  • Shell's Changbei project is "a flagship Sino-foreign cooperative project in Upstream development", supplying cleaner natural gas to Beijing, Tianjin, Shandong and Hebei Provinces. Changbei Project produced 3 billion cubic meters of natural gas in 2008, contributing a green 2008 Beijing Olympics. The production reached 3.3 billion in 2009 and continued for 12 consecutive years. This annual production of Changbei amounts 17% of the natural gas supply of Beijing in 2019.
  • the world-class CSPC (CNOOC and Shell Petrochemicals Company Limited ) is one of the largest sino-foreign petrochemical joint ventures in China.
  • Shell Energy China (SEC) is one of the first wholly owned foreign entities to participate in the China's carbon emissions market, and is one of the first foreign entities that have registered to trade in the China's power market.
  • Shell Lubricants has been the global market leader for 15 consecutive years
  • Shell has the leading network of retail sites among IOCs in China;
  • Shell has a deep and growing partnership with Chinese national oil companies outside of China;
  • Shell China had honorned Poverty Alleviation Ambassador Award by CFPA.
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