Business Development Manager- San Francisco, CA

Shell Ross, CA 2019-07-09

Job Description

Shell New Energies

Shell is playing its part in the transition towards a low-carbon future. We aim to cut the net carbon footprint of our energy products by around half by 2050. Our New Energies business, set up in 2016, supports this ambition. New Energies is an emerging opportunity, in which we plan to invest on average $1-2 billion a year until 2020 as we look for commercial investments in new and fast-growing segments of the energy industry.

Shell New Energies focuses on two areas: new fuels and power. New Fuels consists of investments in hydrogen, biofuels, and electric vehicle charging. In Power, we are building up positions across the full electricity value chain, including in renewable generation, retail energy, distributed energy resources, power trading and marketing, and grid services. Within these two focus areas, we look for ways to connect customers with new business models for mobility and energy services, enabled by digital technologies and decentralization of energy systems.

Our Power strategy focuses on meeting commercial, industrial and residential customer needs, bolstered by our activities in generation, power trading and marketing, retail energy, distributed energy resources and grid services, as well as our ability to optimize supply and demand across our large asset portfolio. We’re also developing low-carbon energy sources, including wind, solar, storage and natural gas.

Shell has demonstrated for more than a century its ability to transform and grow its energy sources, products and services to support societal development. Our New Energies business is now combining our experience, partnerships and technical know-how to enable new ways to continue powering progress towards a more sustainable energy future.

Energy Platform Team

Shell’s Energy Platform team is leading Shell’s efforts to design, develop, deliver and maintain a global energy management platform that unlocks value across Shell’s Power business. The Energy Platform team aims to enable Shell’s efforts to harness the potential in its vast fleet of customers, energy assets, and power trading capabilities to deliver value across the energy industry value chain.

The Energy Platform team is a nimble, cross-functional, deeply technical and passionate group that embodies the speed and agility of a startup while embracing the scale of one of the largest companies in the world. Achieving a balance between agility and global scale provides unique opportunities, and the Energy Platform Team borrows from best-in-class product development, continuous delivery, and commercialization techniques while adapting them to the unique global context within Shell.

The Energy Platform team is empowered to coordinate and align Shell’s energy management platform objectives, strategies, and execution approaches across the company, as well as to design, deliver and maintain a mission critical component of Shell’s ability to deliver differentiated products, offerings and capabilities across its expanding global footprint.


The Business Development Manager will be an early member of a growing Energy Platform Commercialization team, which is tasked with launching the Shell Energy Platform with our customers, as well as engaging with strategic partners and setting the trajectory for ongoing Energy Platform development. The Business Development Manager will lead the Energy Platform’s business development activities with Shell and external partners.

  • Launch product and land initial reference customers
    • Create marketing, sales, and business development materials
    • Develop and nurture internal and external customer relationships
    • Specify and lead customer-specific value proposition and business model analyses
    • Create, structure, negotiate, and close deals
  • Lead development and implementation of go-to-market strategy, including:
    • Business model development
    • Customer value proposition by channel
    • Channel targeting and prioritization
  • Be a collaborative teammate
    • Work openly and collaboratively across the Commercialization, Energy Platform, and broader Shell teams
    • Switch seamlessly from solo crunch time in front of a spreadsheet to group brainstorming and ideation sessions and move nimbly between topic areas
    • Contribute your expertise, learn from others, and ask questions
  • Build and grow a global team to match the business you develop
    • In this role, the successful candidate will work across the Energy Platform team in three countries to achieve their performance goals
    • As the Business Development Manager develops a strong pipeline and deal flow, they will have the opportunity to build a business development team across the geographic footprint of our business.


  • Must have legal authorization to work in the US on a full-time basis for anyone other than current employer
  • 6+ years of experience in business development roles, preferably in the renewable energy or utility sectors
  • Experience in the energy management domain, including energy asset portfolio projects, energy platform offerings, and energy-domain software applications (e.g. wholesale energy market bidding and transactions, DER product sales support tools, portfolio optimizations, etc.)
  • Experience developing go-to-market strategy and building and maintaining a sales pipeline
  • Expertise in commercial financial modeling, with demonstrated ability to quickly model project, business, and product economics
  • Experience in closing commercial deals
  • Ability to travel domestically and internationally 10-30% of the time on an as-needed basis.

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 world’s 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.


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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.

Employment Type

Full Time


Upstream & IG Commercial

Work Location

California - San Francisco

No. of Positions


Job Expires

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