Territory Manager

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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 Shell's 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 Shell's 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 We Need From You? 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 An innovative place to work There’s never been a more exciting time to work at Shell. Everyone here is helping solve one of the biggest challenges facing the world today: bringing the benefits of energy to everyone on the planet, whilst managing the risks of climate change. Our business has been built on a foundation of innovative technology and skilled employees. By providing energy to sustain people’s lives for more than a hundred years, Shell has become one of the world’s leading companies. Join us and you’ll be adding your talent and imagination to a business with the ambition to shape the future. At Shell, everyone does their part. An inclusive place to work Shell is working to become one of the most diverse, equitable, and inclusive organizations in the world. We are taking steps to create an environment where everyone – from our employees, to our customers, partners, and suppliers – feels valued, respected, and has a strong sense of belonging. To achieve this, we must ensure all people are treated fairly, irrespective of their race, color, religion, age, gender, sexual orientation, gender identity, marital status, disability, ethnic origin, nationality, or other status. To power progress together, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment – one where you can express your ideas, extend your skills, and reach your potential. We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology. We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity. We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application. A rewarding place to work Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice. We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible. #J-18808-Ljbffr