US Sales BDM Medium Fleet

Shell•Houston, TX

About The Position

Shell Fleet Solutions is seeking a Business Development Manager to support the growth of its US Fleet Solutions business, focused exclusively on the medium-fleet segment. The role pursues qualified opportunities for vehicle classes 1–6, excluding Commercial Road Transport, and grows Shell’s US fleet customer portfolio. The BDM manages opportunities from prospecting and qualification through negotiation, contracting, implementation, and customer onboarding, followed by a structured handover to the appropriate account manager. The position works with sales colleagues and other Shell business lines to generate and close qualified opportunities. Success requires disciplined pipeline and time management, attention to detail, commercial judgment, and the ability to move opportunities through the sales process efficiently. The role includes achieving individual sales and customer targets, managing complex negotiations with senior stakeholders, and coordinating implementation. It also works with Marketing and Business Development to strengthen the Customer Value Proposition and improve lead generation.

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 a disciplined and efficient sales approach while maintaining commercial quality.
Maintain segment discipline and redirect opportunities that exceed the medium-fleet threshold.
Manage multiple complex sales negotiations, including engagement with C-suite stakeholders.
Execute commercial contracts while managing liability, risk, and contractual issues.
Coordinate stakeholders during 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 effectiveness.
Hand over each won account in a disciplined manner to the appropriate account manager.