Licensing Sales Manager

If you have a passion for technology that upgrades customers’ environmental, production efficiency and CO2 performance and if you put the customer at the heart of everything you do, this could be the role for you!

Where you fit in

Shell Catalysts & Technologies is a customer facing organization that brings high value, differentiating catalysts and technologies to the market.

As a Licensing Sales Manager, you will lead selected technology licensing deals in Asia across a variety of industrial customers working with other commercial and technical experts. You will also support the efforts of account managers by joining or leading natural teams bringing the capabilities needed to differentiate Shell from other offerings. You will demonstrate excellent negotiating skills and deliver contracts that manage Shell’s risks and meet our ethics and compliance obligations.

Our culture in Shell Catalysts & Technologies is one of Humility, Curiosity, Commercial Excellence, Determination, but above all putting the customer first.

The role does not have direct reports, but it does require great collaboration, teamwork and influencing skills. This role will report to the Licensing Sales Team Manager Asia.

What’s the role?

You will create and deliver opportunities to deploy and bring back learnings from licensing Shell’s technologies to other companies. You will be accountable for executing the strategy to add customer value through deployment of Shell’s extensive technology portfolio and to bring back what we learn from them.

You will be a deal maker, developing account strategies or supporting account managers in doing so, generating profitable sales using the full range of Shell’s wide-ranging capabilities.

Key Responsibilities:

• Develop and lead selected complex accounts and deals for Shell Catalysts & Technologies in Asia in line with Shell’s wider ambitions
• Develop and execute annual sales and marketing plans for the selected customers and managing sales and margin delivery and develop and grow a future sales pipeline in the region for continued sales and business growth
•  Prepare commercial proposals and negotiate contracts
•  Coordinate and manage complex internal interfaces with P&T and wider Shell
• Work closely with alliance partners to ensure resource availability and effective/seamless delivery to Licensing clients
• Ensure compliance with the HSSE requirements, all Export, SGBP and code of conduct requirements and the Deal Development Process. Ensure that Shell’s knowledge, Intellectual Property, Patents, and Information are managed effectively. Apply Diagnostic ‘4D’ sales processes and behaviours

What we need from you

• Degree or equivalent in a technical or business discipline
• 5+ years of B2B deal-making experience, ideally in technically oriented areas
• Commercial acumen and mindset. Ability to develop multi-level customer relations, negotiate commercial deals and grow the business
• Project management skills and perseverance to drive through challenging opportunities
• Capability to assemble and inspire high performance natural teams of high caliber commercial and technical staff, adaptable across cultures, and to develop broad networks
• Track record of delivering large complex, technical deals
• Well-developed understanding of Refining and Petrochemical markets and an enthusiasm to learn more about the Energy Transition and opportunities for our customers
• Willing to travel 30 % of time

Company Description

Shell is one of the largest foreign investors in Singapore and began operations in 1891. Today, we have more than 3,200 employees in Singapore alone. The Pulau Bukom Manufacturing Site today is the largest Shell refinery in the world in terms of crude distillation capacity, which makes Singapore a key regional supply and trading centre for Shell in the East. Singapore is the largest petrochemical production and export centre in the Asia Pacific region. Shell Jurong Island (SJI) manufactures petrochemicals to meet the fast-growing demand for these products in the region. We also have one of the largest single-branded retail networks in Singapore, providing customers with a wide range of quality products and services. When you join Shell in Singapore, you can count on our commitment to help you thrive and propel your career by means of our industry-leading development programme and our available and unrivalled pool of local and global experts. Our numerous global and local skill pools as well as our diversity are key to our success and continuing innovation.

An innovative place to work

There’s never been a more exciting time to work at Shell.

Join us and you’ll be adding your talent and imagination to a business with the ambition to shape the future – whether by investing in oil, gas, and renewable energy to meet demand, exploring new ways to store energy, or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part.

An inclusive place to work

To power progress, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment – one where you can express your ideas, extend your skills, and reach your potential.

• We’re 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’ll take it from there.
• We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.
• We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.
• We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.

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’re huge advocates for career development. We’ll 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.

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