US Sales BDM Medium Fleet

Shell•San Francisco, CA

About The Position

Shell Fleet Solutions is hiring a Business Development Manager dedicated to the US medium-fleet segment. The role supports the US Fleet Solutions growth strategy by pursuing qualified medium-fleet opportunities and delivering customer solutions across vehicle classes 1–6, excluding Commercial Road Transport. The BDM grows Shell’s US fleet customer portfolio by managing opportunities from prospecting and qualification through negotiation, contract execution, and implementation, then handing won accounts to the appropriate account manager. The position collaborates with sales colleagues and other Shell businesses to generate and close opportunities. Success requires disciplined pipeline management, strong time management and attention to detail, and the ability to move opportunities efficiently through the sales process while maintaining commercial quality.

Requirements

At least 8 years of field sales experience, including successfully selling brand value.
Strong negotiation and influencing skills.
Excellent written, verbal, and presentation communication skills.
Ability to manage and prioritize a significant workload against tight deadlines.
Experience developing and negotiating multi-year sales agreements.
Experience selling in a B2B environment and managing complex commercial negotiations.
Ability to resolve issues quickly and independently.
Solid understanding of and experience with broader Downstream businesses.
Strong track record of negotiating with senior external and internal stakeholders.
Creativity, organization, disciplined execution, and ability to generate value through practical, out-of-the-box ideas.

Nice To Haves

Previous experience in consultative selling directly to customers.
In-depth knowledge of the commercial aspects of the fleet card business.
Previous experience setting pricing strategies to maximize profitability.

Responsibilities

Build and manage a scalable pipeline of qualified medium-fleet opportunities.
Use an efficient, disciplined sales approach while maintaining commercial quality and segment discipline; redirect opportunities that exceed the medium-fleet threshold.
Manage complex sales negotiations, including engagement with C-suite stakeholders.
Execute commercial contracts with target customers while managing liability, risk, and contractual issues.
Coordinate stakeholders through implementation and customer onboarding.
Define, refine, and progress prospect opportunities through the SPANCOP sales process.
Plan, monitor, and achieve individual targets for sales volume, margin, Shell-branded percentage of sales, mobility services sales, and customer satisfaction.
Collaborate with Marketing and Business Development to strengthen the Customer Value Proposition and improve lead generation.
Hand over each won account in a disciplined manner to the appropriate account manager.
Identify, qualify, approach, negotiate, contract, and stream medium-fleet opportunities.