Key Account Manager New Business

Key Account Manager New Business Location: Rotterdam - Weena , Netherlands Job Family Group: Sales & Marketing Worker Type: Regular Posting Start Date: June 5, 2026 Business Unit: Downstream and Renewables Experience Level: Experienced Professionals Job Description: AboutShell Fleet Solutions (BusinessMobility): We manage the largest B2B direct customer base within Shell Downstream, serving more than 200,000 B2B customers across 47 markets worldwide. We operate one of the world’s largest and most advanced payment platforms, supporting secure and scalable mobility transactions globally. We offer a comprehensive Business Mobility portfolio, ranging from secure energy payments and mobility services (such as VAT reclaim, tolling and parking) to integrated vehicle solutions including maintenance and leasing, across passenger cars, light‑and heavy‑duty transport. We share a strong passion for helping customers solve their mobility challenges, working in partnership to design fit‑for‑purpose, future‑ready solutions. We provide roles with exceptional personal and professional growth opportunities, in a fast‑moving and evolving business. You will join a high‑energy, positive team environment, united by the ambition and commitment to deliver strong growth together. What's the role You are responsible for driving new Business Mobility customer acquisition within your market, with a strong focus on the Fleet, Bus and Commercial Road Transport segment. This is a front‑line hunting role, positioned at the heart of Shell’s growth ambitions and Energy Transition. Operating in a fast‑evolving and highly competitive environment, your primary focus will be on identifying, winning, and onboarding high‑value customers. While relationship management of signed customers is part of the role, new business acquisition is the clear number‑one priority. You will leverage Shell’s full future‑ready portfolio to help customers transition to lower‑carbon solutions and accelerate their decarbonization journey, particularly during acquisition and early lifecycle growth. This role requires a strong hunter mindset, commercial sharpness, and the ability to operate independently while collaborating closely with internal stakeholders. You will play a critical role in delivering Business Mobility growth, where ambition is high, the market is competitive, and hunting is essential to success.This role is eligible foraSales Bonus with yearly targets linked. Drive new business acquisition and portfolio growth by actively hunting within the Fleet, Bus and Commercial Road Transport segment, leveragingyour strong existing network,deep market knowledge and strong face‑to‑face and remote selling skills to build a portfolio of newly acquired, high‑value customers delivering agreed margins, volumes, and long‑term value. Own the end‑to‑end new customer acquisition process, from prospecting and value proposition development through negotiation, contract closure, onboarding, and either ongoing relationship management or structured handover. Develop and execute robust, hunting‑led sales plans to deliver year‑on‑year top‑and bottom‑line growth, with a strong focus on pipeline creation, conversion, and speed to revenue. Lead customers through the energy transition, positioning and selling Shell’s full portfolio of future‑ready solutions such as EV, e‑Depot, Biofuels and (BIO)-LNG as part of acquisition and early lifecycle growth. Establish and maintain strong commercial relationships with signed customers, ensuring effective post‑signature engagement to protect value, identify upsell opportunities, and support sustainable retention. Build partnership‑based customer relationships grounded in a clear understanding of Shell’s Business Mobility Customer Value Propositions (CVPs) and customer needs, maximizing value creation for both Shell and the customer. Work closely with internal and external stakeholders including Customer Operations, Marketing, Mobility, New Energies and end‑to‑end partner functions (e.g. Credit, Krakow team) to ensure seamless onboarding and a high standard of service for acquired customers. Act as a role modeltowards your peers and team members, applyingSales Firstbehaviorsand methodology, embedding a strong Learner Mindset and continuous improvement in everything you do. Ensure full adherence to Shell Ethics & Compliance, HSSE standards, and all applicable policies while pursuing ambitious growth targets. What we need from you: We are looking for a driven and accomplished sales professional with a strong track record of delivering tangible business results. You are commercially sharp, customer‑focused, and energized by winning new business in a competitive market. Specifically, you bring: Extensiveexperience as a B2B sales professional within the Mobility sector, supported by a consistently positive and resilient mindset. Proven success in both hunting and farmingof Key Accounts, with a strong emphasis on new business acquisition and the ability to grow and retain customer portfolios over time. Demonstrated excellence in negotiation and deal making, including closing complex, high‑value commercial agreements. Strong interpersonal and stakeholder management skills, with the ability to build and influence relationships at all organizational levels. Master in commercial performance management, with a sharp focus on margin, profitability, and bottom-line delivery. An entrepreneurial, self‑starter mentality, able to operate independently, spot opportunities, and take ownership from idea to execution. High curiosity and learning agility, with the ability to quickly understand new products, markets, and customer challenges. Strong analytical capabilities, comfortable working with complex data sets to inform decision‑making and sales strategy. A genuine passion for working with Business Mobility customers, combined with a strong customer‑obsessed mindset to anticipate needs and create impactful solutions. Clear evidence of growing sales and profitability in previous roles. Solid knowledge of the Dutch Business Mobility market, including customer dynamics and competitive landscape. Excellent communication and networking skills, with the persistence and resilience to push beyond initial objections—you don’t accept “no” without exploring every viable alternative. A strong HSSE mindset, fully aligned with Shell’s health, safety, security, and environmental standards. Passion for sales, customers, people, and closing complex deals, with the flexibility to travel within the Netherlands for customer engagements. This is a locally based role. Fluency in both Dutch and English (spoken and written). A preferred candidate has been identified; however, other suitable candidates are encouraged to apply. What we offer You bring your skills and experience to Shell and in return you work with talented, committed people on one of the most important challenges facing our planet. You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You’ll be able to balance your priorities as you become the best version of yourself. Progress as a person as we work on the energy transition together. Continuously grow the transferable skills you need to get ahead. Work at the forefront of technology, trends, and practices. Collaborate with experienced colleagues with unique expertise. Achieve your balance in a values-led culture that encourages you to be the best version of yourself. Benefit from flexible working hours, and the possibility of remote/mobile working. Perform at your best with a competitive starting salary and annual performance related salary increase – our pay and benefits packages are considered to be among the best in the world. Take advantage of paid parental leave, including for non-birthing parents. Join an organisation working to become one of the most diverse and inclusive in the world. We strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply. Grow as you progress through diverse career opportunities in national and international teams. Gain access to a wide range of training and development programmes. We'd like you to know that Shell has a bold goal: to become one of the world’s most diverse and inclusive companies. You can get to know more about how we're working towards that goal, click here. Shell in The Netherlands The Netherlands is one of the two founding countries of the company. Here 9,380 employees (March 2024) of more than 100 nationalities jointly work to provide the country with energy for today, for tomorrow and for you. Energy for today The refinery at Shell Energy and Chemicals Park Rotterdam (Pernis) - Europe’s largest - is facing a cleaner future with less carbon emissions. Chemicals Park Moerdijk is transitioning to a circular future. Shell operates multiple wind and solar farms in the Netherlands. Both onshore and offshore, Shell is exploring for and producing oil and gas via the Nederlandsche Aardolie Maatschappij, NAM (50% Shell, 50% ExxonMobil). Shell is the market leader in transport fuels. Dutch motorists take 3 billion litres of fuel from 570 Shell retail stations (May 2024) annually, while thousands of Shell's own fast EV charge points and Shell Ubitricity normal charge points are being installed as we speak. Energy for tomorrow At the Energy Transition Campus Amsterdam (ETCA), research is conducted into low CO2 energy technologies and sustainable solutions for energy and chemicals. Near Rotterdam Shell builds Europe's biggest green hydrogen plant of the continent. From Amsterdam and The Hague, Shell Nederland leads the transition of the corporation to a more sustainable future, with 6.5 billion euros invested in solar panels, wind farms, green hydrogen, sustainable aviation fuel, EV charging and other groundbreaking solutions for the future. Energy for you Even after the company HQ moved to London in January 2022, Shell's commitment to the Netherlands remains very strong. The Hague still housing the headquarters of three of Shell's business divisions, and Rotterdam stays a key trading, marketing and sales hub for Shell products. Combined Shell in the Netherlands works to bring its wide range of energy products as close as possible to you as an energy consumer. This includes a Shell Impact Fund to make the energy transition closer to people with financial challenges, this includes EV chargers on the corner of your street via our daughter company Ubitricity and this includes keeping the country warm in winter with Liquid Natural Gas. - 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 Shell/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 is an Equal Opportunity Employer.