US Sales BDM Medium Fleet

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.