Tarun Rai

Questioner
DISC Type : c

Commercial Lead - Phase 2 Expansion (Seconded to LNG Canada) at Shell

Calgary, Alberta, Canada

Overview

Tarun is a commercial and business development leader in the energy sector, specializing in structuring and negotiating complex, multi-party deals across the value chain. An alumnus of IIT Delhi and IIM Ahmedabad, he has a strong track record of leading multi-functional teams in various global settings for organizations like Shell.

He has a keen interest in intellectual concepts and personal growth, publicly reflecting on the importance of intellectual humility in a polarized world. He also maintains connections with his academic roots and follows the Indian business landscape with optimism, enjoying discussions on a wide range of topics.

He believes that having a sense of intellectual humility could be key to navigating different points of view in the world.

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to analyze every situation thoroughly.
 It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Major Energy Deals
His career is focused on leading the development and negotiation of major energy projects, specifically within the LNG value chain.
Value Chain Structuring
He has extensive experience in the commercial stewardship and restructuring of highly strategic LNG value chain projects.
Collaborative Leadership
His leadership style is explicitly shaped by core values of collaboration, integrity, and building trust to achieve "win-win" solutions with partners.

Media Appearances

Tarun has no verified media appearances

Work History

9-2023
Commercial Lead - Phase 2 Expansion (Seconded to LNG Canada) at Shell
9-2018 - 9-2023
General Manager Commercial at Shell
2017 - 9-2018
General Manager Commercial Trinidad & Tobago at Shell
2016 - 2017
General Manager Commercial at Shell
2015 - 2016
Vice President, Commercial and Business Development at BG Group

Education

1994 - 1996
Post Graduate Diploma in Management from Indian Institute of Management Ahmedabad
1990 - 1994
Bachelor of Technology (B.Tech.) from Indian Institute of Technology, Delhi

More Information

Social Presence :

Prographics :

Exp : 30 Location : Calgary, Alberta, Canada Job Level : Senior Designation : Commercial Lead - Phase 2 Expansion (Seconded to LNG Canada) at Shell
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Insights For Selling To Tarun

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tarun is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Tarun

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Tarun move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Tarun take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Tarun

Personality Compatibility


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