Sales Manager

**The Role**:
If you love creative deal making with technology-based commercial solutions that help customers improve productivity and environmental benefits, then this role may be perfect for you.

Shell Catalyst and Technologies (SC&T) has an opening for a proven techno-commercial professional, who can grow our world leading Catalyst business in the Asia region.

This role of Catalyst Sales Manager reports to the Catalyst Sales Team Manager Asia.

**Where you fit in**

SC&T is a customer facing organization that brings high value, differentiated technologies to market. These technologies include a portfolio of refining and chemical catalysts, licensed processes and equipment, and technical services related to refining and chemical plant operations as well addressing decarbonization goals. SC&T engages with major companies in the areas of energy, refining, and petrochemicals.

In this role you will lead the diagnostic Catalyst sales effort at selected customers to protect our existing business and develop new opportunities. Our culture in SC&T is one of Humility, Curiosity, Commercial Excellence, Determination, but above all putting the customer first. The Catalyst team comprises a close-knit group of seasoned technical and commercial professionals with great pride in the heritage and future potential of the business. Many have worked their whole career in this area, so your Learner Mindset will be critical to maximize impact and collaboration.

**What’s the role?**

The role of Catalyst Sales Manager is to optimize the margin from the portfolio of current and target Catalyst customers in the Asia region. You will have responsibility for the pipeline of opportunities and in driving sustainable margin growth.

In partnership with the Technology Deployment, Marketing Specialists and in some cases Licensing experts, you will identify the customers’ technical and commercial needs and corresponding business opportunities and put together natural teams to deliver them. In some cases, these customers will be Key Accounts with their own SC&T Key Account Manager, in others you will own the full customer account and deal plan. In either case you will be the Catalyst sales lead, you will form natural teams to bring required capabilities to the customer to crystallise value for both parties and beat our competition.

Specific role functions include:

- Delivery of maximum value from the portfolio of Catalyst customers in the AP region.
- Protecting or earning the reputation as a trusted customer advisor through outstanding technical/commercial solutions and ensuring sustained world class technical support.
- Collaborating with the Key Account Managers and Licensing Sales Managers to develop customer account plans, in alignment with regional and global business strategies. This will include understanding longer term customer strategy and converting these strategies into Catalyst business goals.
- Forming natural teams to address specific business opportunities, pulling together the necessary technical and commercial support from the SC&T organization as well as the wider Shell enterprise
- Accountability for delivery of Catalyst margin targets at selected customers in AP region.
- Proactively deploying diagnostic sales techniques to seek out and execute new opportunities, role modelling ‘4D’ diagnostic sales behaviours.
- Provide input for planning of longer terms sales and growth by giving quality direction, input and market feedback to product development programs and initiate marketing programs to maintain incumbency and be well positioned for winning new business.
- Ensuring full compliance with Shell Code of Conduct, and displaying sound practices in Ethics and Compliance.

**What we need from you**
- Have as a minimum a BSc degree in chemical Engineering (or equivalent), with 6+ years of experience in petrochemicals or refining industry with good knowledge of process flow schemes and typical plant constraints.
- Strong interpersonal skills able to build long term relationships, with experience interfacing with junior to most senior C-suite stakeholders within customers’ organizations.
- Proven record of successful customer engagement, leading sales, with ability to develop and execute strategic account plans. Technical knowledge relating to catalysts and/or chemical processes would be advantageous, as would proficiency in Asian languages.
- Ability to work with contracts, terms & conditions ensuring legal and intellectual property is adhered to. Negotiation and administration of contracts.
- Be an effective team player.
- Excellent written and oral communication skills. Able to effectively manage consultants and channels.
- Be able to work independently and take ownership for assigned work.
- You will exhibit positive energy, perseverance, passion to succeed and will have plenty of examples of delivering outstanding customer value and service.
- You are willing to travel up to 40% of your time depending