Territory Manager

, PakistanJob Family GroupCommercial and RetailWorker TypeRegularPosting Start DateJanuary 24, 2022Business UnitDownstreamExperience LevelExperienced ProfessionalsTM Job DescriptionJob Description: The role of Territory Manager is one of the most exciting and fulfilling roles in Shell Mobility, if you feel that you have the background and skills to be a high performing individual and an effective team player please make 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 on different operating and investment platforms.As a ���GM of the Territory��� you will be in charge of a business with a ~$5 million annual 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.ResponsibilitiesBe 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 and Lubricants volumes & marginsDriving premium fuel (Shell V-Power) & Premium Lubricant volumes & marginsConvenience Retail (Shell Select) turnover & proceedsSafety & customer satisfaction scoresAs Custodian of Shell Relationships, you are expected to maintain positive Relationship with Retailers, coaching & guiding them to ensure top class Service Station performance delivery while maintaining the Shell writ over the business under our Agreements.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 standardsDevelop a detailed understanding of the relevant contracts/agreements to ensure Retailers are actively management using the contract governance & stakeholder management to deliver strong commercial resultsSustainably grow sales volume, value, market share, customer loyalty and brand share of preference from Territory���s network consistent with annual T&R plansCollaborate 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 staffIdentify gaps in a Service Stations��� performance including financial, HSSE, service standards etc. and agreeing/implementing an action plan to address & close the gaps with Retailer.Manage renewal, disposal and new business as guided by Network within TerritoryIdentify growth opportunities in Fuels, Convenience Retail, and LubricantsReview Retailers’ P&L statements, and support Retailer to develop action plans to close performance gapsSkills And RequirementsAs a Territory Manager, the skills that are critical to success are:Relationship management and people skills, these will allow you deliver success through others and create more mindshare for ShellCommercial 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 actionPerformance driven; you need to be driven to succeed. Your ability to take direction and translate that into commercial discussions with the Retailer/Dealer, is essentialAbility to effectively manage priorities, in any given period you will be involved in many activities and the ability to prioritize and deliver is keyChannel management, the relationship with the consumer is conducted through the Retailer so an understanding of the legal framework and working environment is vitalStrong negotiating skills, ensuring that negotiations are strong and fair & that the outcome delivers $ results for ShellCoaching experience, the ability to coach the Retailer/Dealer to deliver the mutual business plan and drive for growthPerformance 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 commitmentsStakeholder management skills, manage a wide variety of internal and external stakeholders at all levels of seniorityKey Competences & Proficiency Levels RequiredSelling & 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 (Skill)This job requires managing, hence regular traveling to Quetta and other areas of Baluchistan.DisclaimerPlease note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.