I joined Shell as a lateral hire when the Retail business was setting up here. It was an amazing exposure to work in a start-up environment nicely nestled in a 100-year-old company. Business school surely equipped me with the knowledge I needed, but it was Shell that entrusted me to learn new skills and broaden my horizons. If you are ready for a challenge, Shell will provide you with the platform to succeed.

Debanjali Sengupta
(National Sales Manager, Sales & Operations, India)

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Job Title: Territory Manager

Job Description :

Purpose:

As Territory Manager you are responsible for managing the relationship between Shell and Retailer/Dealer at site level, ensuring consistent delivery of the Shell Customer Commitment.

1) Identify Gaps in all aspects of site performance (including service and 'people') for geographical area and mandate, advice or offer

Retailer/Dealers Shell-recommended tools, processes and support to help them to profitably deliver the Customer Commitment at the Retail site and to develop the business for the mutual benefit of both the Retailer/Dealer and Shell.

2) Maximizing all sales development potential whilst protecting Shell's interests, through the coaching and motivating of Retailer/Dealer

3) Manage and maintain positive Retailer/Dealer relationships, supporting them to achieve and maintain top class site performance (including counseling to under performing sites).

4) Deliver Sales & Operations targets for geographical area through regular reviews and appropriate action plans.

5) Ensure Retailer/Dealer implement all areas of the Customer Commitment and ensure compliance with the Site Operations/HSSE standards, contracts and manuals.

8) Ensuring that Dealers' and retailers actions do not damage Shell's Reputation.

9) Ensuring that the retailers trains and develops their staff, and understands the importance of people in delivering the Customer Commitment.

10) Manage and maintain a Retailer master plan within territory through retailer competency and performance assessment and involvement with recruitment process.

Accountabilities:

Customers:

- Ensure consistent delivery of Customer Commitment by managing contract compliance using the Territory Manager Site Review (TMSR).

People:

- Coach, support and advise Retailers using the appropriate tools (thereby closing any identified gaps to the Customer Commitment)

- Manage Retailer Screening and Retailer Induction processes

- Ensuring 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 and processes as appropriate

Shareholder:

- Developing and setting up of retailer business plans to deliver sales and cost targets represented in annual T&R, thus delivering profitability targets for the site and territory.

- Review retailer P&L statements and support retailer to develop action plans to close performance gaps.

- Ensure implementation and ongoing support to non-fuel retail initiatives to achieve NFR objectives/targets.

HSSE:

- Develop and maintain a strong HSSE culture within geographical area

- Deliver agreed HSSE targets for geographical area

- Protect Shell's interest by ensuring that all HSSE standards and procedural compliance are adhered to and stakeholder relationships are managed pro-actively

Operational Excellence:

- Plan and conduct site visits in accordance with Call Planning Cycle tool

- Provide counseling to Retailer on cost efficiency and site profitability

- Implementation and ongoing support of Marketing and Network initiatives

Requirements:

Competence Level :

- Demonstrate evidence of Enterprise first values and behaviours

- Manage Site/Cluster Operating Standards & Processes Skill

- Manage Platforms and Agreements Skill

- Recruit, Select and Develop Retail People Knowledge

- Manage Customer Service Processes Knowledge

- Manage Relationships with Retailers Skill

- Manage Site/Cluster Performance & Administration Skill

- Manage Fuel Pricing Process Skill

- Manage Fuel Pricing Execution Skill

- Manage Retailer Value Proposition (RVP) Skill

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