Company: Shell
Skills: Business Development
Education: High School/Secondary
Location: Bogota, Colombia

Nature Based Solutions (NBS) comprise all activities related to the protection of or (re-) development of natural ecosystems resulting in natural carbon sequestration, and the marketing, trading and sale of resulting carbon credits and other services and products. NBS are expected to play a material role in the fight against climate change, and have also been identified as a potentially material lever to achieve Shell's announced Net Carbon Footprint ambition.

The NBS team is developing Shell's business model and growth approach to realize NBS's potential for Shell. This includes pursuing project investments that will yield carbon credits in the near to medium term, but also more programmatic approaches with global multilaterals and major forest resource holders to assess what role Shell can play in the development of these resources. It also includes working closely with other parts of Shell to make sure a scalable and profitable integrated value chain, from nature to markets/customers is developed.

This effort is being conducted in concert with other teams in Shell who are involved with NBS. There is a sizeable Environmental Products Trading Business in Shell Trading that already serves internal and external customers seeking to offset GHG and other emissions. There are also pilots being conducted in various Downstream LoBs, aimed at assessing the potential of carbon neutral energy product sales to Shell customers.

The NBS team is looking to hire a Business Development Manager NBS for Latin America reporting to the GM NBS Latin America in order to lead NBS business opportunity identification and delivery for priority Countries within Latin America.

The role is an opportunity to join NBS at the shaping stage, not just in Shell but also in the broader societal and corporate space.

Depending on the size and complexity of the opportunity, the Business Development Manager NBS will initially be appointed as BOM, deputy BOM, commercial lead or commercial support on opportunities. With experience and over time, it is expected that the successful applicant will be able to lead deals as a BOM.

Purpose & Accountabilities

Depending on the size and complexity of the opportunity, the Business Development Manager NBS will initially be appointed as BOM, deputy BOM, commercial lead or commercial support on opportunities. With experience and over time, it is expected that the successful applicant will be able to lead deals as a BOM.

The Business Development Manager NBS will be responsible for the delivery of an NBS project from the inception stage (Assess) through deal closure, as well as manage the opportunity post-closing or handover to the implementation manager (Operate stage). The Business Development Manager NBS will be responsible for leading and supporting multi-disciplinary project teams in pursuit of these opportunities. The Business Development Manager NBS will manage all internal and external stakeholders and interfaces associated with their projects.

  • Evaluating potential opportunities in the region and asses viability with respect to potential value, probability of success, time frame and required resources to optimize value creation/manage risks.
  • Where appropriate, developing competitor and partnering strategies
  • Leading projects through the ORS Process directly or in conjunction with the BOM (as applicable), DE and Line of Sight (varies according to deal dimensions)
  • Managing cross-discipline project teams including resourcing and staff management. This involves NBS team members, along with supporting Economic, Tax, Finance, HSSE, Commercial, Legal and Technical staff, as needed
  • Managing project timelines, deliverables and sequencing of activities (PMO activities)
  • Utilizing (and contributing to developing) best-practices in opportunity delivery within NBS and cross Group
  • Providing leadership of assurance activities (GCPR, EAR, ITR, TVAR, etc.) and HSSE/SD throughout the project (until execution/ implementation)
  • Reviewing/analyzing all relevant HSSE, technical, commercial, legal, fiscal, political, reputational and organizational aspects of opportunity.
  • Preparing for and where applicable presenting project specifics to DRBs (and others as needed) to obtain internal mandates
  • Execute deals which maximize value to Shell whilst meeting counter-party requirements while adhering to ORS processes
  • Leading negotiations and concluding transactions (including execution of any appropriate agreements)
  • Responsible for overall commercial integrity of opportunities, continuous improvement of NBS processes, ensuring proper documentation and reporting of activities, adherence to established internal controls / mandates and provision of advice to NBS.
  • Work closely with country teams and GR / ER on NBS policy & advocacy.
  • Contributing to the development of the NBS community- including leading/contributing to/attending Away Days, Case Studies, Commercial Forums, social activities, etc.


Nature Based Solutions is an immature industry and a new area of activity for Shell. The potential in this space is expected to be material to Shell, with three main value drivers: contribution to achieving Shell's net carbon footprint ambition, development of carbon neutral energy products to sell to existing and new customers, and opportunity to develop a material new business area in New Energies.
  • Region/country responsibility: Priority Countries in Latin America
  • Dimensions ($): Transactions range from less than USD10 mln to multi-million dollar projects. May lead smaller opportunities or asked to provide support to larger, more complex projects.
  • Business Covered: New Energies and cross- businesses opportunities (sometimes may also support NBS in other regions, Shell Energy, Trading or Downstream activities)
  • Commercial Complexity: Opportunities managed by NBS vary in degrees of complexity
  • Stakeholders: Numerous types of externals ranging from NGOs, regional and national governments, regulators, multi-lateral agencies, industry groups, private equity companies and other financial investors, landowners, NBS developers and certification agencies.
  • Political and reputational sensitivity: Manage political and reputational sensitivity in deals within a country / region. Focus in the priority Countries in Latin America. Build relationships and interface with government bodies.
  • Interfaces: Manage multiple interfaces & negotiations with counter-parties, partners, competitors, governments and shareholders, who generally have conflicting business drivers.

Challenges .

Must possess a proven track record of first-class personal contributions enabling wider team performance in the delivery of complex, commercial projects. It is intended that the incumbent is both capable and willing to work across the breadth of projects to be delivered in NBS; in roles as BOM or Commercial Lead with changes to roles to meet project requirements.
  • The position may require travel at short notice.
  • Assignments may change quickly with little notice, which requires flexibility.
  • Projects may have high degree of visibility at senior levels across the Group and requires strong communication skills.
  • Deal teams are comprised of many cross functional individuals that have to be managed without direct authority
  • Discretion and respect for the highest level of confidentiality are strictly required
  • Need to handle many competing priorities simultaneously

The role will allow personal growth and, in close working environments, provide opportunities to coach the growth of colleagues at all levels.

Skills & Requirements
  • A hunger for success, with hands-on experience in developing business strategies that identify new opportunities to develop and grow opportunities for Shell.
  • Demonstrable passion for nature and a solution-oriented interest in the energy transition - more and cleaner energy
  • Credible professional with proven track record in transaction delivery
  • Knowledge of NBS (e.g. (agro-) forestry, REDD+, carbon credit origination and trading, etc.), and commercial structures and joint ventures and experience of applying processes with success (e.g. Shell ORS) will be a distinct advantage.
  • Assessed and qualified Commercial Academy BOM Premier Alumnus would be a plus.
  • Externally focused with extensive experience in stakeholder management
  • Culturally sensitive and ability to build good relationships
  • Strong negotiation skills and experience across a variety of types of agreements
  • Demonstrated ability to influence and motivate others, especially those without formal authority and located virtually
  • In depth knowledge of Shell's ORS process and industry legal and commercial frameworks,
  • Solid understanding of economic principles, Shell's valuation methodologies and understanding of key value New Energies businesses
  • Strong personal drive for delivery; Resilience and perseverance whilst dealing with uncertain timelines
  • Self-starter who will take ownership of all elements of an opportunity to ensure its success
  • Ability to multi-task and handle numerous competing priorities simultaneously
  • Knowledge and affinity for the identification and management of non- technical risks
  • The ability to learn skills quickly and understand the context of the deal, including key technical and commercial risks and opportunities
  • Independent v. under guidance: Some functional oversight. Asks for support when needed
  • Oral and reading fluency in Spanish and Portuguese is required. Written fluency in both Spanish and Portuguese a distinct advantage.