Enterprise Acc Manager/Sustainability BD
Shell.com
Office
Metropolis
Full Time
Job Family Group:
Commercial and RetailWorker Type:
RegularPosting Start Date:
October 16, 2025Business Unit:
Experience Level:
Experienced ProfessionalsJob Description:
Within the job family of B2B/B2C Aviation, a range of Commercial positions can be found such as those in Sales and Marketing which aims to attract and retain customers, build long-term customer loyalty and create demand for Shell’s Aviation products; Business Development which looks to identify new opportunities as well as to leverage more from existing accounts; and Strategy which aims to provide expert problem-solving and project management support for the highest priority strategic issues.
BUSINESS OVERVIEW
Shell Aviation (SAV) leads Aviation strategy for Shell by selling Jet fuel (commercial and military grades) , avgas, turbine and piston engine lubricants, engine fluids and greases, sustainable aviation fuel and carbon offsets, technical and digital services to the industry across the globe. This includes leading the industry through decarbonisation journey profitably whilst expanding SAV footprints in growing markets.
Shell Aviation operates one of the most extensive refuelling networks in the world suppling fuel, lubricants, and sustainable solutions in over 30 countries. Our supply refuels an aircraft roughly every 20 seconds.
THIS ROLE
An ideal role for someone who has sales experience operating at senior levels with Key Accounts, with the ability to work across multiple Shell businesses, and a solid understanding of Shell's approach to Decarbonisation and the Energy Transition.
This role will be key in accelerating both the Sectoral-focus and the Decarbonisation aspects of Shell Aviation's strategy, in developing a consistent commercial proposition across all players within the Aviation sector (Airports, Airlines, General Aviation Fixed Base Operators, Cargo, etc.), leading strategic engagements with customers to find opportunities to support their carbon mitigation goals, and coaching Sales colleagues to enhance the broad capability in the team to engage around sustainability issues.
If you already have experience in sales or advocacy roles in the Sustainability/Energy Transition area, this role will offer an excellent opportunity to develop experience to leverage this in developing value adding partnerships with Key Accounts, and to deliver a significant impact in decarbonising the sector. The role also offers the chance to participate in innovate sales and marketing programmes utilising Account Based Marketing, and the development of new techniques to leverage "book and claim" systems to provide benefits throughout the aviation value chain.
The APME aviation business will focus on sustainability as a key lever for growth in the next decades. We will lead the industry and do our part to achieve Shell's net carbon zero ambition by 2050. The team works closely with Shell Trading and other partners to deliver E2E integrated value for Shell. The role is part of the Regional Leadership Team, reporting to the General Manager, working alongside Sales Team Leaders responsible for clusters or sectors in the region.
Expect a dynamic, customer-focused team culture, with a "small company" mindset where everyone can make a difference that can be felt across a global network of customers and airport locations. People are proud to work in Shell Aviation and have a passion for the sector that we serve.
JOB ACCOUNTABILITIES
- Lead role to develop a strategic decarbonisation relationship matrix between Shell and key airlines where the existing Sales engagement is stuck at the fuel level, including leading deals to supply sustainable solutions.
- Account Management (lead role) for new strategic aviation sector counterparts not traditionally addressed by Fuels/Lubes teams
- Account Management (supporting, representing Aviation) for new strategic aviation sector counterparts
- Supporting role to connect Aviation Account Managers with other Shell solutions that their customers may need, e.g. Fleet cards, Hydrogen or EV charging solutions where Aviation is the lead account owner
ROLE REQUIREMENT
Champion of customer focus and mastery of Challenger sales, including cross-selling in multiple categories and CVPs. Strong Key Account management experience including managing complex stakeholder relationship matrices. Experience of Account Based Marketing an advantage.
Familiarity with Science Based targeting to combat climate change, the role of regulation and emissions trading schemes, and the comparative merits of different low carbon fuels/carbon offset solutions in the Aviation space, would be an advantage.
Knowledge of the range of Shell businesses, including lubricants, power and Hydrogen, ground fuels, an advantage.
Excellent communication and senior stakehiolder management skills are a must have, both intenal and external to Shell.
ADDITIONAL COMMENT
Expected to travel both domestic and international up to 20-30%. The role will work frequently with global teams and will need to adjust working hours to balance occasional global calls outside of asian business hours.
We encourage applications from employees who have flexible working requirements and will do our best to accommodate those requirements in balance with what is required for the job to be successful. This will need to be in line with local country policy.
We believe in creating an inclusive culture and work environment where you can thrive, innovate and develop; but most of all, be yourself.