SR. SALES MANAGER

At Shell Energy Solutions, we believe theres a better way to power your business and home.

Aligned with Shells ambition to be a significant global power business and to become net zero by 2050, our cleaner, affordable, and simple solutions help companies manage their energy spend and plan their sustainability roadmap – a fresh approach for environmentally conscious businesses that are looking to boost their sustainability credentials. We also have set out to deliver the very best experience to our customers across all our channels.

Shell Energy Solutions mission is delivering cleaner energy solutions for a brighter tomorrow by guiding customers toward a better energy future, enabling customer choice and by providing market-leading energy solutions.

Going above and beyond for our customers is what were all about and we have set out to deliver the very best experience to our customers across all our channels. But bigger challenges lie ahead, and we need to keep moving forward. Are you ready to help us get there?

WHERE YOU FIT IN

The Shell Energy B2B Sales Team teams are tasked with the growth and retention of the end user portfolio via direct and indirect engagements with large commercial and industrial customers. We assist customers in minimizing their energy costs, exposure to commodity risks and aiding them in meeting their sustainability goals. SES holds a national retail power footprint, backed by one of the industrys largest trading operations. We offer a suite of pricing, volume and renewable management solutions that are tailored to each customers budget and risk appetite. Our success is driven by a strong collaboration with regional trade desks, providing competitive offers and market intelligence to customers across the country.

The Sr. Sales Manager is responsible for the retention and growth of a broad portfolio of Commercial & Industrial power end users in the U.S. deregulated power markets. They will lead a team of originators with P&L responsibilities. The Sr. Sales Manager will be responsible for leading the development and execution of strategic sales and growth plans to achieve annual team gross margin, volume, and renewable sales targets. Additionally, the Sr. Sales Manager will take an active role in developing plans and corporate level decisions to grow SES top line revenue. The Sr. Sales Manager will play a critical role in coordinating with the EVP/SVP, Sales to develop the Direct and/or Indirect Sales strategy to maximize and optimize enterprise value in all opportunities.

Reporting into the EVP/SVP, Sales, the role requires self-motivated, dedicated, and responsible individual with the ability to perform well under pressure.

JOB DUTIES & RESPONSIBILITIES

• The position has primary responsibility for leading a team of sales professionals focused on providing retail power and renewable solutions to Commercial and Industrial customers, tasked with protecting and growing P&L
• Responsible for managing and coaching staff including setting goals, clearing obstacles and holding individuals accountable to KPIs, performing mid-year and annual reviews, with a focus on coaching sales skills development, effectively lead, facilitate & document 1v1 sessions with sales originators
• Accountable for talent recruitment and succession planning for staff and self
• Lead collaboration with other SES and Shell sales teams (Shell Key Accounts, Indirect, Direct, Solutions Sales, SENA Retail Gas etc.) to develop and deliver integrated solutions to customer with one-team mindset
• Participate on commercial leadership team, developing plans, creating strategies, and corporate level decisions to grow top line revenue of the company.
• Regularly analyze and report on sales performance, pipeline and strategy to SES leadership
• Work with team to drive enhancement in product offerings and structures to minimize risk to the business
• Participate in industry groups to advance Shells reputation and place in industry
• Planning and actioning strategic sales plans
• Prepare budgets and approve expenditures
• Review and approve staff transactions within Manual of Authority
• Allocate/assign leads across team
• Understand deal structures (Index, Block &Index, Fixed, Percentage Actual Read, Heat Rate, Renewables, etc.) & associated costing differences between each
• Provide trading/wholesale insight to sales team
• Explain market fundamentals and how they will impact current and future market
• Lead conversation around regulatory updates and impacts on the retail business
• Define products and how they impact the customers spend and how they are implemented within the customer (how a customer is charged)
• Understand how the supply side functions along with how retail is priced as result
• Engage customers to help facilitate transactions and maintain relationships
• Participate and advise on contract negotiations
• Coach team on sales process, and how to present various offers
• Develop/Train/Lead CAISO Sales support team
• Lead data analytics on C&I portfolio
• Serve as CAISO Owner for all Mid/Backoffice functions. Provide CAISO leadership, knowledge and keep team informed of all regulatory and market changes coming and impact to how we invoice commercial/regulatory items that need to be incorporated and help craft commercial retail contractual language for new offerings
• Support change enhancements across functions to improve business flow and with issues pertaining to CAISO DA business
• Develop strategy/products to enhance offerings in the CAISO
• Work with SENA structuring and trading to design, structure and how to price the product, understand the benefits to the customer and how to solve the customers needs
• Create marketing material alongside marketing team
• Define what offering to offer given supply constraints and limited resources
• Other duties as assigned

ESSENTIAL SKILLS & EXPERIENCE

Successful job applicants will be able to perform these functions. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

• Bachelors degree
• 7+ years experience in retail energy markets
• Understanding of CAISO market structure, Trading & Marketing of energy products, Credit and Commodity risk management
• Prior leadership experience is highly preferred
• Demonstrated track record of P & L delivery
• Monthly travel required to engage with direct reports, customers, and leaders in Houston
• Travel to industry related conferences expected
• Strong analytical and problem-solving skills; must be able to provide timely and accurate data analysis.
• Strong business writing skills and experience developing communication in various formats.
• Learner mindset and eye for continuous improvement needs.

• Excellent analytical, organization and time management skills, with the ability to maintain a strict level of attention to detail
• Ability to work well within a team environment and demonstrate a vested interest in team goals and objectives
• Excellent interpersonal, verbal, and written communication skills, with the ability to establish and maintain positive and effective working relationships
• Self-motivated with the desire to consistently improve performance and gain further knowledge
• Ability to meet deadlines, learn quickly and demonstrate effective problem solving and follow-up skills
• Comply with company policies and procedure

LOCATION & WORK SCHEDULE

• Required to be in-person in San Diego, CA through a hybrid workplace environment

BENEFITS OF WORKING WITH Shell ENERGY

• Competitive Compensation
• Health Care – Medical/Dental/Vision/Prescription Drug Coverage
• 401(k) with Company Matching Contributions
• Flexible Spending Accounts (FSA)
• Health Savings Accounts (HSA)
• Disability Programs (STD & LTD)
• Employee Basic Term Life Insurance
• Generous Vacation & Company Holidays
• Flexible hybrid working schedule
• Training and coaching
• Tuition Reimbursement
• Paid Parental Leave
• And much more!

SHELL ENERGY VALUES

Shell is a company with shared values. Honesty, integrity, and respect aren’t simply a strapline: they are part of everything we do. What’s more, Shell is an equal opportunities company, and we place the highest possible value on the diversity of our people and our inclusive approach. Join us and youll belong to a world where you are proud of your achievements and propel your career with global opportunities. We care deeply about fostering a truly diverse workplace.

• Job descriptions are not intended as, nor should be construed to be, exhaustive lists of all responsibilities, skills, efforts, or working conditions associated with a job. They are intended to be accurate reflections of those principal job duties and responsibilities essential for making fair pay decisions about the job.