California, United States of America
Job Family Group:
Sales & Marketing
Worker Type:
Regular
Posting Start Date:
October 28, 2026
Business Unit:
Downstream and Renewables
Experience Level:
Experienced Professionals
Job Description:
Purpose
This role is an important part of the US Fleet Solutions growth strategy and is dedicated exclusively to the medium-fleet segment. The BDM will pursue qualified medium-fleet opportunities. The position requires a disciplined sales professional who can build a productive pipeline, move opportunities efficiently through the sales process, and deliver strong customer solutions across vehicle classes 1-6, excluding Commercial Road Transport.
General Description
The primary purpose of the role is to grow Shell's US fleet customer portfolio by identifying, qualifying, approaching, negotiating, contracting, and streaming medium-fleet opportunities. The BDM will manage these opportunities from prospecting through contract execution and implementation, followed by a disciplined handover to the relevant account manager. The role will collaborate with other sales colleagues and Shell lines of business, to generate and close qualified opportunities within the medium-fleet segment.
Time management, attention to detail, strong pipeline discipline, and the ability to finish are essential to success in this role.
Position Description - Accountabilities
• Build and manage a scalable pipeline of qualified medium-fleet opportunities
• Apply a disciplined, efficient sales approach appropriate for the medium-fleet segment while maintaining commercial quality.
• Maintain clear segment discipline and redirect opportunities that exceed the medium-fleet threshold.
• Manage multiple complex sales negotiations, including engagement with C-suite stakeholders.
• Execute sound commercial contracts with target customers while explicitly managing liability, risk, and contractual issues.
• Lead stakeholder coordination through the implementation and customer onboarding phases.
• Define, refine, and actively progress prospect opportunities through the SPANCOP sales process.
• Plan, monitor, and achieve individual targets, including 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.
• Ensure a disciplined handover of each won account to the appropriate account manager.
Experience and Qualifications
Required
• 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 the ability to generate value through practical, out-of-the-box ideas.
Preferred
• 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.
