The Role

Where you fit in The Construction & Roads (C&R) Sector is seeking high-performing, entrepreneurial, and agile team members who are looking to make an impact and partner with customers to develop and deliver value-adding integrated offerings, that accelerate the path to the Decarbonization of the energy system in the Sector. The C&R Sector is underpinned by the end-to-end (E2E) Global Bitumen Sales & Marketing Business, which is resilient to the Energy Transition, with an existing and emerging portfolio of premium bitumen solutions that can already help address the customer ecosystem\xe2\x80\x99s Decarbonization requirements. Further, the C&R Sector has a significant growth trajectory to expand and enhance its Customer Centric offerings with non-bitumen energy products, services, and solutions such as commercial fuels, DLNG, hydrogen, power including solar, and nature-based solutions to accelerate the Decarbonization of the Sector\xe2\x80\x99s energy ecosystem. In addition to current customer segments (Asset Owners, Integrated Contractors, Distributors) the Sector will also focus on new customer groups such as Construction Original Equipment Manufacturers (OEMs) and Cement companies to address their Decarbonization efforts. What\xe2\x80\x99s the role? As Sales Manager, you will be responsible for East Malaysian business (I.e., Sabah and Sarawak). This includes direct responsibility to deliver on the sales target, manage customer relationships, and has oversight on the adequacy of supply into East Malaysia and operational reliability of 4 depots, working closely with the supply executive and the operations manager to deliver the business plan. You will develop and execute sector marketing and advocacy strategy to support growth aspirations. Develop a Decarbonization Roadmap for the Sector (which currently does not exist) and execute it by building new partnerships and customers across the Sector\'s customer ecosystem. Business Sales Processes

• Deliver business plan by growing bitumen sales through existing customers and developing new customers/accounts via Sales 1st Behavior and Challenger mindset pitches.
• Proactively work closely with Critical Business Partners (such as Supply, T&S, Credit, Customer Operations, Pricing Desk, Marketing & others) to ensure there is a culture of understanding and cooperation between sales and Critical Business Partners, particularly when conflicts may arise from a customers\xe2\x80\x99 perspective.
• Ensure personal compliance with Shell Manual of Authorities, Shell Group Business Principles, Shell HSSE Policy, Shell Code of Conduct, Trade Practices Act, Anti-Competitor laws, and other relevant Shell policies.

Customer Relationship Management (CRM)

• Establish, develop, and manage \xe2\x80\x98win-win\xe2\x80\x99 customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes.
• Drive the management of customer relationships by, Participating in customer site visits and tender negotiations as appropriate.
• Deliver value propositions and account implementation plans to add maximum value to both the customer and Shell.

Sales Development

• Maintain & develop in-depth and current product and Construction and Road industry knowledge.
• Monitor key competitors in the sector and understand their strengths and weaknesses in order to maximize sales opportunities.
• Understand and keep track of changing customer needs, customer structures, and the business environment.
• Contribute to the overall planning and development of the Bitumen business by providing recommendations and market intelligence on business, customer, competitor, and market issues to the marketing team.

What do we need from you? The Sectors & Decarbonization design presents a unique environment for the Construction & Roads organization to be a thought leader in deriving and delivering a Decarbonization Roadmap for our customer ecosystem, and in doing so, power progress together by providing more and cleaner energy solutions to Society.

• With a broad knowledge of the construction sector to effectively engage customers and bring solutions.
• Strong customer focus, preferably with 8-10 years past working experience in sales or have held an external stakeholder/customer-facing job in Construction & Road sector.
• Experience working in Oil and Gas, and Construction. Infrastructure is an advantage.
• Proficiency in Mandarin language will be an added advantage.
• Knowledge and understanding of SPANCOP process, Sales 1st Behavior, and Salesforce tool are preferred.
• Ability to build and maintain positive customer relationships and work in a team-orientated environment.
• Excellent communication and networking skills.
• Technical knowledge is an added advantage but not a necessity.

Company Description Shell has been a partner in powering Malaysia\xe2\x80\x99s progress since 1891 when we established our first depot in the Straits Settlements. Today, we are an integrated energy company comprising Upstream, Downstream, Integrated Gas and New Energies, Projects & Technology, and Shell Business Operations. Shell Malaysia aims to be the leading energy player in the country, powering Malaysia\xe2\x80\x99s future with cleaner, innovative, and competitive energy solutions. \xc3\x98 Upstream More than a century, Shell has been operating and we continue to extract and deliver oil and gas efficiently, profitably, and in environmentally friendly and socially responsible ways to meet evolving customer needs and the growing demand for energy. \xc3\x98 Downstream With over 950 service stations, Shell has the leading market share in the fuel retailing business in Malaysia. In Malaysia, we make and sell more than 600 different lubricants for the automotive sector, heavy-duty transport, food processing, and power generation. We are the lubricants market leader in Sabah and Sarawak. \xc3\x98 Integrated Gas, Renewables, and Energy Solutions Shell set out its Powering Progress strategy, which we aim to deliver through our three business pillars of Growth, Transition, and Upstream. The Growth Pillar includes our Marketing and Renewables & Energy Solutions businesses and focuses on working with our customers to accelerate the transition to net-zero emissions. One of our achievements, Sarawak onshore: World\xe2\x80\x99s first commercial GTL plant (SMDS) \xc3\x98 Project & Technology As P&T, we exist to make the delivery of Shell\xe2\x80\x99s strategy and the growth of our company possible. P&T works collaboratively and in an integrated way with its business partners, to deliver value for our customers, and for Shell. An Innovative Place to Work There\xe2\x80\x99s 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, whilst managing the risks of climate change. Join us and you\xe2\x80\x99ll add your talent and imagination to a business with the power to shape the future \xe2\x80\x93 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 & Progressive 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\xe2\x80\x99re nurturing an inclusive environment \xe2\x80\x93 one where you can express your ideas, extend your skills and reach your potential. \xc3\x98 We\xe2\x80\x99re creating a space where people with disabilities can excel through 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\xe2\x80\x99ll take it from there. \xc3\x98 We\xe2\x80\x99re closing the gender gap \xe2\x80\x93 whether that\xe2\x80\x99s through action on equal pay or by enabling more women to reach senior roles in engineering and technology. \xc3\x98 We\xe2\x80\x99re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity 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\xe2\x80\x99re huge advocates for career development. We\xe2\x80\x99ll 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.

Disclaimer

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