Peter Coupe

Examiner
DISC Type : cs

Business Development Manager at Shell

London, England, United Kingdom

Overview

Peter is an experienced commercial executive at Shell, focusing on crude oil trading operations in North West Europe. His background includes corporate strategy and M&A at Caltex Australia and investment banking at Lazard. He holds an MBA from IMD business school.

As part of his MBA, Peter participated in business expeditions to Shanghai and Rio de Janeiro and pitched start-ups in Silicon Valley, reflecting his engagement with diverse global business cultures and innovation ecosystems.

He has direct commercial experience on six continents within blue-chip corporate environments.

Personality Overview

Status Quo Seeker

Tough To Convince

Process Oriented

They are always well-planned and adopt a systematic approach.  They are quite aware of their needs and limitations, so they are unlikely to over-promise. Being observant comes to them naturally.

Topics They Care About

Crude Oil Trading
Currently manages business development for Shell's crude oil trading in North West Europe, one of the world's most dynamic regions for oil trading.
Corporate M&A
Has extensive experience leading the full M&A lifecycle, from strategy and origination to execution and integration, at both Caltex and Lazard.
Emerging Markets
His experience includes focusing on emerging market real estate as a Non-Executive Director and developing international strategy in Asia.

Media Appearances

Peter has no verified media appearances

Work History

9-2019
Business Development Manager at Shell
1-2014 - 2-2019
GM, Group Strategy and M&A at Caltex Australia
10-2013 - 8-2019
Non Executive Director at FABIAN CAPITAL LIMITED
5-2006 - 7-2013
Executive Director, Corporate Advisory at Lazard
9-2003 - 5-2006
Associate, Corporate Advisory at Lazard

Education

2017 - 2018
Master of Business Administration - MBA from IMD
1998 - 2001
Education details unavailable from The London School of Economics and Political Science (LSE)

More Information

Social Presence :

Prographics :

Exp : 23 Location : London, England, United Kingdom Job Level : Middle Designation : Business Development Manager at Shell
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Insights For Selling To Peter

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Peter is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Peter

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Peter move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Peter take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Peter

Personality Compatibility


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