Richard Xin is a Strategic Account Manager in our commercial team, specifically managing the relationship with the Australian Defence Force (ADF) within our marine business and key new business opportunities within our resources business.
A dynamic duo
With two dynamic portfolios to keep him busy, Richard’s working life is anything but routine.
“There is no such thing as a typical day in my job,” he says. “I could be travelling to operational sites, I could be in the office preparing a tender response, I could be out meeting customers in face-to-face negotiations. It’s quite varied.
“At any one time, I’m likely to be working on a few projects or joint activities in collaboration with the ADF, while concurrently dealing with a number of mining companies in order to facilitate a supply relationship. It’s extremely interesting and challenging, especially with the competitive and ever-changing economic and social environment.
“Going into negotiations, preparing quality presentations, submitting innovative proposals and reviewing complex contracts keeps me busy, and there are very few quiet moments.”
Richard’s dual role also gives him a unique insight into various operations across the company.
“There’s a lot going on in the background that I get exposure to, which is fabulous, and I get to work closely with almost every arm of our business – supply chain, manufacturing and our functional teams, as well as plenty of interaction with our senior leaders.”
Finding his feet
Richard originally joined Shell as part of the graduate program in 2013 from Telstra, after previously completing a summer internship project in 2011-12 reviewing Shell’s Tasmanian supply chain.
In the early days, he found walking into important meetings with professionals who had been in the industry for two or three decades quite intimidating.
“To go into a meeting and match their level, you have to build yourself up to that, and finding the confidence and courage to do that was initially quite hard,” he says.
“Making sure you have all the requisite knowledge to go into any meeting, whether internal or external, and add value can often be challenging, especially when you’re pressed for time. Good preparation is key.”
However, Richard soon found his feet – and a unique way of connecting with customers.
“I think it’s a lot of taking a step back and actually listening to them, understanding what their pain points are or what they’re not happy about, where they are going, what they want to achieve, and then subsequently formulating a response.
“It’s not about walking up and saying, ‘Here’s what we can do’ in the first instance – it’s important to listen to their problems and provide a customised solution.”
Room to grow
Of all the things Richard enjoys about his role, the freedom to develop ideas and work at his own pace is near the top of the list – along with certain other perks.
“At Viva Energy, there is a lot more onus on performance, which I like, as well as flexible working. So as long as you get your tasks done, there is no set way as to how you deliver on those tasks. I think that’s served me well, because it’s allowed me to work the way I want to work.
“The fact that some of the work I do has implications on our national Defence agenda is also really exciting. It gives me exposure to some amazing pieces of equipment, as well as to some exotic operating locations around the country.”
Outside of work, Richard likes to unwind with a hockey match, a hit of golf or a spot of fishing, although he claims he’s no good at it. Then again, that’s hardly the point.
“I love sport outside of work, but a lot of it is just an opportunity to get outdoors,” he says. “For me, even hockey isn’t necessarily competitive, but more about playing with a team of mates. Having said that, I hate to lose.
“I also find giving back where I can personally empowering and I enjoy volunteering activities outside of work within my local community. Last year, I organised a wine and cheese night for the Queen Elizabeth Centre in Dandenong, and we raised over $2,500 to support their Therapeutic Gardens project. “The event itself mirrored something we’d done as part of Viva Energy’s Social Club, which I was lucky enough to be the President of upon our transition to our new office in Docklands.
“I also enjoy working for a company that is supportive of employees getting involved in the community through volunteering, making monetary donations which the company matches or just participating in team fundraising events. It’s cool when you find these types of synergies between your work and personal life.”
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