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Job Description:
The most important objective for Qatar Shell GTL (QSGTL) is to maximize revenue of the Pearl GTL plant through high levels of transparency, integrity and professionalism in order to satisfy key partner and stakeholder QatarEnergy as well as meet other stakeholders’ expectations.
GTL Specialties (Base Oil and n-paraffin) generate the highest margin products in Pearl GTL product portfolio and hence play a key role in securing a significant part of the project revenues through the effective sales of GTL BO4 and BO8 into automotive lubricant applications and GTL BO3 into industrial applications through Shell Lubricants Supply Company (SLSC). The role also operates the SPA and supply of GTL n-Paraffin to term customers.
Only Pearl GTL produces and markets GTL Base Oils in Shell globally therefore this role is the subject matter expert in Shell for the Sales and Marketing in conjunction with SLSC.
These specialty products which have the highest pricing in Pearl GTL are very complex in nature – i.e. pricing complexity, technically demanding with continuous product development and global supply chain. The products are must-supply to the market as they crucially require them.
The Product Portfolio Manager GTL Specialties and Value Enhancement Opportunities has the responsibility and single point accountability for GTL Specialty Products marketing and Pearl GTL Value Enhancement Projects.
Dimensions
Principal Accountabilities
I am Goal Zero: Be a role model for HSSE leadership and an ambassador for HSSE standards in engaging with QatarEnergy and Customers. Accountable for the incorporation of HSSE standards in any contract or agreement under position’s accountability
Accountable for managing risk in Third Party and international interactions and compliance to Shell General Business Principles (Anti-Trust, conflict of interest, Anti-money laundering, trade compliance) for all the third party, Shell Trading and QatarEnergy off take contracts under position’s accountability.
Accountable for relationship management between QatarEnergy, Shell Affiliate companies and Third-Party customers; ensuring sales, marketing and growth strategies are retained at a level which supports Shell’s long-term reputation and ambitions in Qatar.
Accountable for ensuring that GTL Marketing Strategy is determined, customer value propositions are developed, offers are managed and sales are made, including identifying and delivering value growth opportunities (as deal lead or BOM) and supporting Shell Group Energy Transition ambition through demonstration of GTL product performance, R&D programs and end to end value chain integration with other Group companies. Value directly being influenced by incumbent and his department is 550mln USD per year.
Accountable for managing the interface between Pearl GTL Asset, Marketing, Downstream and Technology, to create a culture of collaboration at pace across internal interfaces to enable wider Group companies to deliver on commitments.
Oversee team of 2 GTL speciality sales managers on Baseoil and N-paraffin
Promote professional and development of all local talents, in support of Pearl GTL GM Marketing aspiration.
Member of the Pearl GTL Marketing Committee, a body with equal representation by QatarEnergy and Shell charged with the governance of all marketing arrangements and plant optimization issues.
Member of the GTL Base Oils’ Advisory Team, a body with equal representation by QatarEnergy and Shell charged with the development of GTL Baseoils business.
Member of the Pearl GTL marketing DRB, with representation from QSGTL, Shell Trading and shell Global Lubricants.
Key Challenges
Manage conflicts between Shell Downstream offtaker and maximizing Pearl margin uplift, where under the DPSA the Product Portfolio Manager GTL Specialty shall act in the best interest to the Project.
Manage relations between QatarEnergy and Shell affiliates in a manner that ensures Project value is maximized and relationships are maintained, and Shell’s reputation enhanced in support of business growth in Qatar.
Reliability events in Pearl GTL create reputation and value risk for the specialty products (highest value products in Pearl GTL portfolio) where Pearl is the only massive GTL supplier globally. This role is accountable to ensure robust supply security.
Specialty products are very complex in nature – i.e. pricing complexity, demanding with continuous product development and technical service to the external customers, and Downstream, involving comprehensive contractual obligations to QatarEnergy. In the years ahead additional dynamics of carbon intensity and carbon pricing will need to be managed to ensure the products continue to attract the premium margins.
Job Knowledge, Skills & Experience
Strong analytical mindset to approach problems and situations with a logical and systematic perspective, gather, analyze, and interpret complex data effectively.
Experienced negotiator with demonstrated deal making experience and excellent internal/external stakeholder management skills at senior levels across different cultures and functions.
Experience in delivering across highly integrated spaces, solid understanding of Downstream (Supply, Lubricants) and Gas-to-Liquids business for integrated value maximization.
Innovative thinking capabilities to identify and realize growth opportunities by developing creative commercial and operational solutions.
Proven commercial acumen with strong knowledge in sales, marketing, business development, technology and customer value proposition development.
Solid knowledge in managing risk in Third Party and international interactions (Anti-Trust, conflict of interest, Anti-money laundering, trade compliance)
Articulate and great communication skills
Solid coaching skills with demonstrated people development experience.
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