Technical Service Agreements Account Manager in Houston, TX, United States

Company description:

Shell is a global group of energy and petrochemical companies with about 84,000 employees across more than 70 countries. We aim to meet the worlds growing need for more and cleaner energy solutions in ways that are economically, environmentally and socially responsible. We have expertise in exploration, production, refining and marketing of oil and natural gas, and the manufacturing and marketing of chemicals. As a global energy company operating in a challenging world, we set high standards of performance and ethical behaviors. We are judged by how we act and how we live up to our core values of honesty, integrity and respect for people. Our Business Principles are based on these. They promote trust, openness, teamwork and professionalism, as well as pride in what we do and how we conduct business.Building on our core values, we aspire to sustain a diverse and inclusive culture where everyone feels respected and valued, from our employees to our customers and partners. A diverse workforce and an inclusive work environment are vital to our success, leading to greater innovation and better energy solutions.

Job Description:

Many companies working in the area of Aviation fuel manufacture, supply and handling do not enjoy the same level of specialist resource, expertise or capabilities that Shell Group does. Shell has developed procedural, compliance and support capabilities that support its ability to reliably and safely supply aviation fuel. Shell Aviation aims to monetize these technical capabilities through an Access to Experts CVP by offering third party companies Technical Support Agreements (TSA) which allows customers access to Shells operating manuals, training, oversight inspections and reactive product quality support as well as in-depth insights and other offers of value.

The TSA Account Manager is a SME who will focus on developing the Regional market for TSA sales and also being responsible for ensuring that Shell Aviation's technical capabilities are delivered to existing TSA customers within the Region.

Purpose 
  • To manage and grow the value of Shell Aviations Technical Service Agreement (TSA) portfolio in North America, South America and Caribbean.
  • Manage Customer delivery lifecycle of TSA customers from Prospecting to Payment
  • To become a credible Subject Matter Expert on a range of subject relating to aviation fuels and fuel handling.
 Principal Accountabilities 
  • Analysis of the Regional market and developing a pipeline to deliver TSA income growth targets.
  • TSA CVP development and deployment within the Region.
  • Sales First management of customers within the Region, from suspect to payment, including developing and managing customer account plans.
  • Working on own initiative, but also with SAV Sales and Business Development, to develop and convert new business using Sales First disciplines.
  • Management and delivery of the individual elements of the TSA offer as contracted by each customer. As well as individual delivery, this will involve coordination of capacity from other regional and global HSSE, Ops and Tech resources.
  • Presenting technical content, both as part of on-site training and within the classroom environment as part of the Operational Excellence Training Course.
  • TSA fuel facility compliance inspections including development of resulting Corrective and Preventive Action (CAPA) plans.
  • Recovery of items that are additional to the basic contract (for example additional services, or recoverable travel cost).
  • Support of Finance in the management of invoice payments.

Job Requirements:

  • Must have legal authorization to work in the US on a full-time basis for anyone other than current employer.
  • Bachelor's Degree preferred.
  • Minimum ten (10) years' relevant work experience.
  • Knowledge or Skill level capabilities in the following areas preferred:
    • Sales First Practices
    • Relationship Management and Delivering Through Others
    • Aviation into-plane fuel management
    • Aviation Operations Management
    • Aviation Facilities Engineering
  • Awareness or Knowledge level capabilities in the following areas preferred:
    • Aviation Fuel Product Quality Management
    • Risk Management (HEMP, Barrier Thinking, Bow Tie)
    • Refinery Middle Distillate Processes.
  • Negotiating skills.
  • Contract management.
  • Strong interpersonal skills, interfacing at all levels with internal and external stakeholders/ customers. 
  • Strong virtual team working skills.
  • Pro-active in suggesting improvements.
  • Strong knowledge of Shells business principles and HSSE framework including incident reporting/site requirements.
  • Meaningful customer selection and sales pipeline development
  • Pricing and contract negotiation
  • Managing the delivery of the offer (either through direct involvement or through negotiation with other disciplines)
  • Developing tailored offers to meet varied customer needs.

Disclaimer:

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date.

Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world.

The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand.

Shell participates in E-Verify.

All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information or other protected status under federal, state or local laws.

Shell is an Equal Opportunity Employer - Minorities/Females/Veterans/Disability.

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