The Senior Origination Manager reporting to Head of Origination East is responsible for a broad range of mid- and long-term commercial activities in Asia Pacific which encompass:
- Building value creating personal and organizational relationships with key counterparties, internal teams, and senior external stakeholders, including officials of businesses and governments in the region to allow or enable the delivery of valuable business opportunities,
- Originating commercial opportunities for LNG purchases and sales, including the opportunity identification, relationship management, structuring, negotiation, agreement closure, and follow through.
- Lead the commercial aspects of market development activities in new and existing markets, including the provision of infrastructure that may require capital deployment, partnering or coordination with other Shell businesses.
- Undertake long term business development, identify new counterparties, and create new opportunities which will result in new market and/or purchase positions while maximizing value for Shell.
- Lead the commercial aspects of LNG purchases within integrated Group LNG equity projects, with an ability to communicate and lead discussions with senior internal and external stakeholders, working closely with other Shell Energy or Integrated Gas teams.
- Holding a lead role as the SLMT relationship holder for existing agreements, protecting the value and creating incremental value, ensuring disputes, price reviews or issues are managed appropriately.
- Engagement with various Shell teams in the region on mid-term and long-term opportunities, collaborating and working closely together with the Portfolio Optimisation team to develop strategy, and deal tactics, and implement innovative deal structures and in a business where every deal could be different and individually structured and negotiated.
- Develop, negotiate, deliver and close Term Sheets, Heads of Agreements and Sale and Purchase Agreements with LNG customers and suppliers in the region, collaborating and working closely together with various functional support teams.
- Hand over deals post close to the Short-Term Trading team, Operations and Book Management functions, while remaining involved in problem resolution if and when the relationship might be affected or if the value at stake become substantial.
- You will also work together with the LNG Decarbonisation Team where appropriate.
- Work with the Head of Origination West and East on building and developing the Origination talent bench to enable SLMT to be the best in-class LNG Origination team in the business.
A Senior Origination Manager must have:
- Relentless focus and drive on prioritizing and delivering max value for Shell.
- A detailed understanding of the LNG Market, trends, national and customer plans within the region, a knowledge of regulatory structures, and a sound understanding of the LNG value chain from gas production to treatment to liquefaction to shipping to regasification and marketing.
- An understanding of the Shell LNG Portfolio and be able to discuss and help shape the commercial strategies of how SLMT approaches the market.
- Track record of opportunity identification and the relationship and commercial skills to translate such identified opportunities into transactable business opportunities.
- Proven experience in LNG/Gas Origination and Trading. Well established and proven delivery in commercial market and business development, complex deal making and negotiations experience.
- Sound analytical, economic and financial skills, business acumen, and demonstrated achievement.
- Well-developed multi-dimensional communication and interpersonal skills to network globally internally and externally.
- Understanding of LNG Decarbonisation levers available to the LNG business.
- Ability to listen to what the customer needs! You must have the capability to interact effectively and positively with our customers and leave a lasting positive impression that can build strong relationships. You must also be able to put yourselves in their shoes and think about what our Customer Value Proposition (CVP) needs to be to help them be successful.
- Relationship Management: Experience of dealing with large customer accounts, JVs and government authorities is important.
- Negotiating Experience: Experience of leading deal, managing challenging negotiations and closing transactions leading to significant value generation with the right fit for the business.
- Project Management: Proven experience in leading long-term projects.
- Communication Skills: Proven experience in creating relationships both externally and internally, preferably through front-line commercial roles.
- Collaboration and an ability to work in conjunction with others as part of a joined-up team is key.
- Implement, operate and adhere to policies, standards and procedures for all activities including Compliance and HSSE.
- Drive excellence and innovation of change that significantly impacts existing processes and systems.
- Managing multiple stakeholders such as third parties and/or Government agencies. Influences the development of appropriate networks internally and externally for strategic purposes.
- Covers a broad geographic area requiring considerable travel in a variety of countries. The role entails extensive travelling and meeting external stakeholders in Asia Pacific.
