Key Account Manager New Business

About Shell Fleet Solutions (Business Mobility): 

• 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 for a Sales Bonus with yearly targets linked.  

• Drive new business acquisition and portfolio growth by actively hunting within the Fleet, Bus and Commercial Road Transport segment, leveraging your 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 model towards your peers and team members, applying Sales First behaviors and 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: 

• Extensive experience as a B2B sales professional within the Mobility sector, supported by a consistently positive and resilient mindset. 

• Proven success in both hunting and farming of 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).