Martin Dalhoff
Hamburg
Summary
Experienced and determined Head of Products with a passion for driving innovation in energy transition, partnership development, and team performance. Trusted leader skilled in guiding teams through strategy definition, change management, and implementation of complex projects to achieve objectives. Recognized for collaborative problem-solving that consistently delivers significant outcomes. Results-oriented negotiator who consistently exceeds targets and drives sustainable success in major business mobility partnerships. Excellent communication skills enable effective collaboration at all levels. Brings a learner mindset and the ability to adapt quickly to new technical environments with great enthusiasm.
Overview
22
22
years of professional experience
Work History
Global Head of Product Development Fleet Cards
Shell Deutschland GmbH
04.2023 - Current
- Developed a highly collaborative and locally connected team with 10 direct reports, taking stakeholder engagement and commerciality of product development to a new level
- Evaluated latest Fleet Card product strategy together with local teams and suppliers, revising key assumptions and priorities (marketplace, MaaS)
- Developed fleet energy transition strategy, reflecting experience with early mover customers and pilot project with accenture
- Turnaround of 12 M USD IT re-engineering project of Shell Card customer interface in ways of working with IT and focus on customer insights
- Initiated MaaS local project turnaround with cross-functional team after two years of standstill
- Introduced standardized ways of working that increased efficiency within the product management team significantly.
- Led Fleet Management focus group to turnaround partnership project and decision to exit after 1 year in order to prioritize alternative partnership model
Global Contracting and Procurement Manager
Shell Deutschland GmbH
04.2018 - 03.2023
- Led fuel card partnership contract re-negotiations with up to 50% margin increase due to change of pricing models, discount structure and role split; total COGS $5 B
- Build and coached a new category team of 3 reports and a community of 12 CP Leads, fostering collaboration and focus on clear commercial priorities.
- Introduced new partnership models with third party card list price and tiered discount introduction; combined product offers tolls/virtual authorization of fuel transactions
- Development of new product partnerships and business models (tolls, truck-wash, fleet management services, telematics, connected vehicles, EV roaming)
Commercial Lead for Fuel Card Platform Migration
Shell Deutschland Oil GmbH
04.2016 - 03.2018
- Leader of local deploy preparation for roll-out of new IT Platform for fuel card business in 24 countries across Asia and EU
- Turnaround of project delivery performance and on schedule go-live, following tight roll-out plan with 8 major work streams
- Excellent relationship building to drive delivery with reduction of 80% of change requests
- Optimized customer satisfaction by providing comprehensive technical support throughout the migration process.
- Identified potential risks in the migration process, implementing proactive measures to mitigate their impact on project timelines.
- Increased organization's capacity to handle large-scale migrations through effective team leadership and collaboration with other departments.
- Ensured seamless transitions between legacy systems and new platforms through rigorous pre-migration assessments and post-migration evaluations.
- Troubleshot potential issues upfront and during hypercare, addressing challenges promptly to minimize delays in project completion.
- Played an instrumental role in reducing overall costs associated with migrations through strategic utilization of available resources.
- Re-designed testing approach to improve team readiness assessment and technical capabilities.
Senior Project Manager Fuel Cards Europe
Shell Deutschland Oil GmbH
01.2011 - 03.2016
- Local deploy lead for IT platform switch (see above)
- Project lead for portfolio sale to European reseller in12 countries NPV expectation exceeded by10 times
- Transfer coordination of 180k small customers to just established reseller in 7 countries (6 workstreams)
- Development of new toll services with toll operators & suppliers
- External stakeholder management, including EU Commission
B2B Fleet Marketing Manager Central and Eastern Europe
Shell Deutschland Oil GmbH
11.2009 - 12.2010
- Development of cluster marketing team (8 direct reports)
- Aligning priorities and marketing campaigns across markets (lead increase 20%) and priorities in cluster
- Development of partnership offers (Lap ID, CO2 offsetting)
Convenience Retail Project Manager Malaysia (Go Program)
Shell Malaysia Trading
11.2007 - 10.2009
- Consolidation of supply chain to retail shops: strategy & business case development, partner evaluation & contract negotiation, generating new income stream of 5 % of COGS
- Retailer engagement across Malaysia and project roll-out in three main regions for > 70% of goods sold.
Retail Loyalty Operations Manager DACH
Shell Deutschland Oil GmbH
11.2004 - 10.2007
- Management of gift supplier/customer service center (80 FTE/7 direct reports), launch of Shell CLUBSMART in A/CH
- Change of gifts and service center supplier, generating reduction of operations cost by 15%
- President Award for ADAC cooperation offer to16 M customers
Retail Sales Territory Manager
Shell Deutschland Oil GmbH
03.2003 - 10.2004
- New ways of working at of 26 sites with 5 retailers in Köln/Düsseldorf, increasing loyalty scheme penetration by 20%, shop sales by 10% mainly due to active selling and out-of-stock reduction.
- Development of financial rehabilitation plan for retailer, reducing the network from 8 to 5 sites for consolidation of operations and financials.
Education
Diplom-Kaufmann/MBA - Business Studies
Freie Universität
Berlin12.2022
Language Studies
Spanish Academy
Antigua, Guatemala09.2000
Chinese Business Program -
Ocean University
Qingdao, China12.1999
Undergraduate Business Studies and Intercultural Management
Friedrich-Schiller-Universität
Jena, Germany01.1999
Language Studies
Foreign Language University
Beijing, China09.1998
High School Diploma -
Hardtberg-Gymnasium
Bonn, Germany 06.1996
Skills
- Product vision and Strategy development
- Cross functional leadership
- Innovation management
- Business model development, including monetization strategy
- Negotiation preparation and execution
- Partnership & contract management
- Project management
Languages
English fluent
Spanish advanced
French basic
Chinese basic
Disclaimer
Hamburg,10th January2025
Competencies
- Broad international business partnership development background in Shell Mobility by exploring and developing partnerships for toll services, network cross-acceptance of fuel cards, EV roaming, fleet management, MaaS, telematics, truck-wash and shop supply chain, including strategy development, business case alignment and risk assessment of value drivers
- Commercial acumen and negotiation skills: developed as CP Category Manager for biggest B2B Mobility partnership contracts ($5 bln COGS p.a.) as well as Project Lead for portfolio sale of small customers; negotiation of shop supply chain deal in Malaysia, including negotiation strategy, internal mandate alignment for various scenarios, risk assessment, contract negotiations, service level agreements, incentives and deploy plans
- Successful delivery of complex projects like reseller deployment Europe; IT platform migration for fuel cards with8 work streams in24 countries across Europe and Asia - excellent relationship building to drive timelines and decision making, balancing customer impact with cost increase due to local change requests
- Leadership experience of 10 reports across Europe, Asia, Americas, project team of124 people (Shell People top scores: Team Leadership 93, Collaboration 94, Learner Mindset 90)
Timeline
Global Head of Product Development Fleet Cards
Shell Deutschland GmbH
04.2023 - Current
Global Contracting and Procurement Manager
Shell Deutschland GmbH
04.2018 - 03.2023
Commercial Lead for Fuel Card Platform Migration
Shell Deutschland Oil GmbH
04.2016 - 03.2018
Senior Project Manager Fuel Cards Europe
Shell Deutschland Oil GmbH
01.2011 - 03.2016
B2B Fleet Marketing Manager Central and Eastern Europe
Shell Deutschland Oil GmbH
11.2009 - 12.2010
Convenience Retail Project Manager Malaysia (Go Program)
Shell Malaysia Trading
11.2007 - 10.2009
Retail Loyalty Operations Manager DACH
Shell Deutschland Oil GmbH
11.2004 - 10.2007
Retail Sales Territory Manager
Shell Deutschland Oil GmbH
03.2003 - 10.2004
Diplom-Kaufmann/MBA - Business Studies
Freie Universität
Language Studies
Spanish Academy
Chinese Business Program -
Ocean University
Undergraduate Business Studies and Intercultural Management
Friedrich-Schiller-Universität
Language Studies
Foreign Language University
High School Diploma -
Hardtberg-Gymnasium
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