Territory Manager
Gatti Depot
4d ago

Job Description :

The role of Territory Manager is one of the most exciting and fulfilling roles in Shell Mobility (previously known as 'Retail').

If you feel that you have the background and skills to be a high performing individual and an effective team player, please submit your application.

Shell Mobility operates over 44,000 Service Stations in more than 76 countries, serving over 30 million customers daily.

Shell Pakistan has a Mobility Network of 759 Stations divided into 4 Districts & 24 Territories.

Shell Mobility is the shop window for the Shell brand for customers and shareholders. It is a dynamic, fast-paced environment that operates 24 hours per day, 7 days per week, 365 days each year.

The Role of a TM in Shell is one of the most impactful & rewarding roles - managing a territory consisting of an average 30 service stations.

The service stations are operated by Independent Retailers (a mix of Company Owned (CO) & Dealer Owned (DO)).

  • As a mini-GM you will be in charge of a business with a million-dollar turnover, representing the face of Shell to the general public in a role that is ideal to set you up for senior roles in the future;
  • particularly stretching your abilities in commerciality and stakeholder management.

    Responsibilities :

  • Be accountable for maximizing value & profit for Shell while realizing Shell’s Health Safety Security & Environment (HSSE) vision and delivering the agreed territory business plan targets of : Main-grade Fuel volumes & marginsLubricant volumes & marginsDriving premium fuel (Shell V-Power) volumes & marginsConvenience Retail (Shell Select) turnover & proceedsSafety & customer satisfaction scores
  • Develop a detailed understanding of the relevant contracts / agreements to ensure Retailers are actively managed using the contract governance & stakeholder management to deliver strong commercial results.
  • Drive the realization of Shell's HSSE vision by providing visible leadership and through Competence Development, Assurance and Improving Culture on HSSE to ensure that partners, site staff and own retail staff are competent in HSSE policies and standards Sustainably grow sales volume, value, market share, customer loyalty and brand share of preference from Territory’s network consistent with annual plans.
  • Collaborate with relevant support teams, including Operations, Marketing and Network, in formulating and executing the best Customer Value Propositions and delivering these through professional retailers and site staff.
  • Identify gaps in a Service Stations’ performance including financial, HSSE, service standards etc. and agreeing an action plan to address & close the gaps.
  • Manage and maintain positive Retailer Relationships, coaching & guiding them to ensure top class Service Station performance delivery.
  • Manage renewal, disposal and new business as guided by Network within Territory Identify growth opportunities in Fuels, Convenience Retail, and Lubricants Set Retailer Business Plans to deliver sales and profitability represented in annual T&R.
  • Grow the Retailer partners' business alongside growing of Shell business by implementing together innovative programs and activities and providing the partners with fair and rightful share of the benefits derived Review Retailers' P&L statements, and support Retailer to develop action plans to close performance gaps
  • Dimensions :

  • Base location : Sargodha
  • No. of Service Stations : 30
  • Annual Fuels Volume : 190 Million Liters
  • Annual Lubes Volumes : 240,000 Liters
  • No. of Select Stores : 5
  • Skills and requirements
  • As a Territory Manager, the skills that are critical to success are :

  • Commercial acumen, and the ability to translate data into clear insights, being able to conduct in-depth commercial discussions with a Retailer using data and insights to gain commitment for action
  • Performance driven, you need to be driven to succeed. Your ability to take direction and translate that into commercial discussions with the Retailer / Dealer, is essential
  • Relationship management and people skills, these will allow you deliver success through others
  • Ability to effectively manage priorities, in any given period you will be involved in many activities and the ability to prioritize and deliver is key
  • Channel management, the relationship with the end customer is conducted through the Retailer / Dealer so an understanding of the legal framework is vital
  • Strong negotiating skills, ensuring that negotiations are strong and fair & that the outcome delivers $ results for Shell
  • Coaching experience, the ability to coach the Retailer / Dealer to deliver the mutual business plan and drive for growth
  • Performance and contract management skills, recognizing good performance and addressing any gaps in performance swiftly to ensure delivery of goals is completed, using the contract to remind both parties of the commitments
  • Stakeholder management skills, manage a wide variety of internal and external stakeholders at all levels of seniority
  • Key competences & proficiency levels required for a Territory Manager as per DS Commercial Competence Framework :

  • Selling & Negotiation (Skill)
  • Channel Management (Skill)
  • Applying Customer Value Proposition (Skill)
  • Commercial & Economic Acumen (Knowledge)
  • Value Chain Understanding (Knowledge)
  • Managing Customer Experience (Skill)
  • Retail Site Operations (Knowledge)
  • Base Location : Sargodha

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