Territory Manager

What You’ll Be Doing

As a Territory Manager, you will be tasked with the following accountabilities:

• Ensure that the management and operational activities of the Territory will lead to additional and sustainable growth in value, volume, reputation, and brand equity for Shell and that the customer experience at the Shell mobility sites will consistently be the best in the industry
• Develop, lead, and manage a Territory of Retailers to ensure delivery of Shells Customer Commitment and Sales & Operations targets, while maintaining positive relationships with Retailers to achieve and maintain top class site performance (including business counselling to underperforming sites)
• Manage and maintain the Territory Plan through a Retailer Master Plan for all sites
• Ensure that the Retailer trains and develops their staff and understands the importance of People in delivering the Customer Commitment and complying to Site Operations/HSSE standards, contracts, and manuals
• Develop and maintain a strong HSSE culture and ensure that Retailers also place priority on HSSE
• Ensure consistent delivery of Shells Customer Commitment across the Territory through operational excellence in site operational standards, including adherence to HSSE and Shell Business Principles, across the total network (CO and DO as appropriate)
• Improve Customer Satisfaction in the Territory through enhancement of people competencies/skills and use of customer feedback
• Develop Retailer succession plans within the Territory ensuring Retailer pipeline is in place through active participation in recruitment and selection processes, and correct allocation of sites (also through participating in the attraction and selection of Retailers)
• Ensure that the retailer trains and develops their staff, and understands the importance of People in delivering the Customer Commitment, sharing and coaching on Shell tools (Retailers People Pack) and processes as appropriate
• Develop (with Sales & Operations Manager) and deliver annual District sales targets and plan
• Manage prices within network of sites in order to optimize value and volume growth for the business
• 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
• Liaise and collaborate with other Mobility departments (e.g., Network, Marketing, Convenience Retail, Fleet Solutions), Functions (e.g., Finance, HR, Legal, Customer Operations), Trading & Supply (e.g., VMI, RT, Supply Ops) and other COBs (e.g. CF, GL) to meet cross-Enterprise objectives
• Ensure delivery of a competitive pricing position through fuels pricing procedures
• Plan and conduct site visits in accordance with Call Planning Cycle tool
• Implementation and support Marketing and Network initiatives
• Ensure that the Mobility sites comply to credit terms and meet credit targets set to ensure that financial risk and exposure are within control
• Ensure that site system automation capabilities are fully utilized
• Be aware of competitor activities, provide timely feedback to management and propose, plan and implement counter-measures
• Support all Convenience Retailing marketing and promotional initiatives and focus on outlet compliance to merchandising, plan grams, pricing and sales reporting
• Ensure optimization of product distribution to outlets, by making sure that appropriate stock levels are maintained at outlets through effective preplanning or timely sales reporting for VMI stations to plan and anticipate cyclical trends and ensure outlets are adequately stocked to cater for any surge in demand
• Identify suitable sites for implementation of HSC (Helix Service Centres) and Shell Manual car wash centres and to ensure that all HSCs and Manual car wash centres comply with set operating standards
• Ensure that only Shell lubricant and specialties products are sold in the stations
• Initiate and implement AFS (active forecourt selling) programmes at selected sites
  
  

What You Bring

We are exploring to speak to individuals with the following:

• Selling and Negotiation
• Value Selling
• Negotiation and Sales Behaviors
• Channel Management
• Route to Market
• Partner Value Proposition and Development
• Products, Programs, Services and Logistics
• Commercial Economic Acumen
• Value Chain Understanding
• Managing Customer Experience
• Retail Site Operations including HSSE
• Manage Site Operating Standards and Processes
• Retail Principles and Processes
• Candidate must be willing to be assigned anywhere in the Philippines
  
  

What We Offer

You bring your skills and experience to Shell and in return you work with talented, committed people on one of the most important challenges facing our planet. You’ll have the opportunity to develop the skills you need to grow in an environment where we value honesty, integrity, and respect for one another. You’ll be able to balance your priorities as you become the best version of yourself.

• Progress as a person as we work on the energy transition together.
• Continuously grow the transferable skills you need to get ahead.
• Work at the forefront of technology, trends, and practices.
• Collaborate with experienced colleagues with unique expertise.
• Achieve your balance in a values-led culture that encourages you to be the best version of yourself.
• Benefit from flexible working hours, and the possibility of remote/mobile working.
• Perform at your best with a competitive starting salary and annual performancerelated salary increase – our pay and benefits packages are considered to be among the best in the world.
• Take advantage of paid parental leave, including for non-birthing parents.
• Join an organisation working to become one of the most diverse and inclusive in the world. We strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply.
• Grow as you progress through diverse career opportunities in national and
• international teams.
• Gain access to a wide range of training and development programmes.
  
  

Wed like you to know that Shell has a bold goal: to become one of the world’s most diverse and inclusive companies. You can get to know more about how were working towards that goal, click here.

We are committed to attracting a broader and more diverse pool of candidates. If this position doesn’t feel like the perfect fit for your qualifications right now, we’d still love to hear from you. Consider creating a profile in our Talent Community so we can keep you in mind for future opportunities that may align with your skills.

Shell in The Philippines

Shell Pilipinas Corporation (SPC) is primarily engaged in the importation and marketing of gasoline, diesel, jet fuel, fuel oil, lubricants, bitumen, and other petroleum products. We are led by an experienced management team supported by a highly skilled and highly motivated workforce. Our organizational structure is based on a lean and fit-for-purpose design, which facilitates a high level of employee empowerment and engagement between management and front-liners. PSPC has been able to retain and develop talent through our commitment and focus on people.

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