Shell Commercial Advisor - Connected Energy (San Francisco, CA) in San Francisco, California

Auto req ID 54005BR

Job Title Commercial Advisor - Connected Energy (San Francisco, CA)

Country of Work Location United States

City, State (if applicable) San Francisco, CA

Work Location California - San Francisco

Company Description Shell is a global group of energy and petrochemicals companies with over 90,000 employees in more than 70 countries and territories. In the US, we have operated for over a century and are a major oil and gas producer onshore and in the Gulf of Mexico, a recognized innovator in exploration and production technology, and a leading manufacturer and marketer of fuels, natural gas and petrochemicals. We deliver energy responsibly; operate safely with respect to our neighbours and work to minimize our environmental impact. We are in search of remarkable people who will thrive in a diverse and inclusive work environment to deliver exciting projects locally and globally. People who are passionate about exploring new frontiers. Innovators and pioneers. People with the drive to help shape our future. Because remarkable people achieve remarkable things.

Job Description

The Connected Energy group is an integral part of Shell’s global New Energy strategic theme. Connected Energy’s vision is to enable customer choice and empower customers to lead cleaner, more productive, affordable, and more convenient lives by providing market-leading energy solutions. This effort will position Shell to capture value created by the increasingly distributed nature of the electricity grid, the emergence of cost-competitive distributed and digital technologies, and increasing customer choice.

The Connected Energy team is responsible for innovating, developing and delivering a portfolio of new products, services and business models in the Downstream Energy space aiming to meet the energy needs (today and tomorrow) of customers in Residential, Commercial and Industrial areas.

This activity will support and enhance Shell’s current power trading activities and aims to complement the existing sales and origination activities of Shell Energy entities (for direct sales to large customers) and their channel partners (for indirect sales to residential and SME customers). Today Shell Energy is active in North America (SENA), Europe (SEE) and expanding their footprint in China, Brazil, India and Australia.

Building such a business, however, represents a number of challenges for Shell: it is a service- and customer-focused business; it generates material value by aggregating many small opportunities as opposed to a few large ones and will require patience before it can generate cash flows that are significant at the scale of the Group.

The Commercial Advisor will report directly to the Head of Products – Connected Energy.


  • Given the early nature of the Connected Energy business, work across a broad range of activities to understand how Connected Energy can best serve existing and emerging customer needs.

  • Larger C&I customers will likely be served directly by a Shell Energy entity in conjunction with CE; the CE team will work closely with the Shell Energy origination teams.

  • Residential energy users are at, least initially, served indirect via a portfolio of Retail Energy Providers (REPs) supplied by Shell Energy. The CE team will work with REPs to understand their needs and the needs of their end customers.

  • As a recognized commercial expert on structuring, negotiation and commercial agreements, provide support where required across Connected Energy activities in the US.

  • Be seconded into project and product development teams to support business model evaluation and development, project maturation, deal development and negotiations.

  • Advise and challenge projects on suitable commercial structures and agreements, carry out peer reviews and provide support on meeting internal governance and approval requirements.

  • Develop economic and financial analysis of projects and business model/product concepts. Advise on how to improve outcomes for our customers and Shell.

  • Develop and maintain a deep knowledge of the Connected Energy space, leveraging this knowledge to create new commercial business model concepts and creative ways for Shell to capture value in a competitive market.

  • Support the creation of a culture of collaboration, rapid innovation and agility.

  • Develop commercial standards and processes to create repeatability and speed across the Connected Energy organization.


  • Connected Energy is a theme with a significant amount of uncertainty within and outside of Shell. The opportunities of tomorrow are only now taking shape with no clear winners yet emerging. Rapid development of new software solutions and hybrid technology/business model innovation is reshaping the mobility and power space, and will continue to drive rapid and significant change. Hence, the role will need a strong outward and forward looking orientation to ensure emerging innovations in technology and business models are taken into account, and the robustness of alternatives is tested in view of external market forces and opportunities;

  • Creating the culture for success in what is primarily a customer centric, fast paced product innovation business whilst balancing need to maintain affinity and proximity with existing business who will support our success (e.g. Shell Energy entities, STV, etc); In many ways, Connected Energy is a startup within Shell. As such, Connected Energy will need a mix of staff, and the roles of those staff are likely to evolve relatively quickly. The role will need to be comfortable with change, and able to quickly and effectively adapt as needed.

  • Building a material business from scratch requires aggregating many small opportunities as opposed to a few large ones. The ability to proactively manage (i.e. create, test, scale or fail) a portfolio of products, customers and markets will be critical.

  • A range of competitors from OEMs to existing providers of residential/commercial services (home security providers, ESCOs, energy storage developers, etc.) are targeting the same opportunity. Understanding and developing competitive advantage versus these parties will be critical.

  • Multiple disciplines (technical, commercial, financial, legal, regulatory, external affairs) will have to be involved to develop and test feasible options. This role will need strong team skills and the ability to work collaboratively across boundaries.


  • Experience developing, negotiating, and operating commercial agreements.

  • Experience with economic and financial analysis and advisory, preferably in power and/or trading sector, or strong project economic background.

  • Minimum of five (5+) years of relevant commercial experience

  • Deal making and project management experience either as a significant contributor to teams or project lead. Comfortable with Shell deal processes and standards, proven ability to work deals through to completion.

  • Proven record of high analytical capability.

  • Comfortable in uncertain environments with a rapidly changing business dynamic.

  • Adept managing external relationships and/or partnerships.

  • Demonstrated leadership capability and proven self-starter.

  • Knowledge of distributed energy business models and technologies is a plus.

  • Exposure to project finance and deal structuring is an additional advantage.

  • Degree in engineering or science preferred, or degree in business with a technical component; MBA preferred.

Additional Requirements

  • Regular travel; initially in Europe but possibly also to other markets as the business scales and grows over time.

New Energies is a newly formed strategic theme and line of business within RDS, focused on delivering one of the key elements of the Shell strategy. New Energies consists of Wind Operations, Wind Business Development (offshore wind), New Fuels (hydrogen, e-mobility, biofuels, GTL Marketing) and Integrated Energy Solutions (power and renewables business development, connected energy, digital venturing and access to energy). The NE ways of working are still being developed, but is aimed to be a different type compared to other RDS businesses as it will be more agile, risk-taking and fast moving.


No. of Positions 1


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 Royal Dutch/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/Motiva participates in E-Verify.

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.

Removal Date 09-Aug-2017