Territory Manager

Responsibilities:

• Deliver territory sales scorecard, including volume targets, profit targets and operational cost targets

• Monitor all aspects of site performance (including HSSE, service and people) for sites in assigned territory, advise or offer Retailers 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 and Shell.

• Monitor and anticipate competitor activity and develop appropriate response strategies in consultation with DM, Marketing, NFR and Operations

Support implementation of MBA 1.0 operating platform for CO sites and revamp of the DO operating model

Qualifications:

Customers:

• Use People Make the Difference Real Program to drive right behaviors and actions that result in providing customer a 'Treated Like a Guest' experience on sites

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

• Ensure and monitor dispensation of correct quality and quantity of products through retail outlets and promote and monitor high standards of customer service, merchandizing and general operations at retail outlets.

• Manage customer complaints for sites in the respective territory
  

  HSSE:

• Develop and maintain a strong HSSE culture within territory

• Check on the compliance of safety regulation and procedures by the dealer and his staff at the station and contribute to the development of a proactive HSSE culture in order to ensure 100% HSSE compliance as per SPL standards
  
  People:

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

• 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
  
  Performance:

• To manage the territory assigned in terms of Sales, Network management, marketing and handling problems of Franchisees/Dealers

• Act as a business consultant to Retailers on proper management of retail outlets on working capital & inventory management, product loss management, inventory shrinkage, merchandizing and indenting payment terms

• Set Retailer Business Plans to deliver to achieve volumetric and gross margin targets of AGO, MOGAS, Premium Fuels(V-Power), lubes and other NFR e.g. Select & Deli Café represented in annual T&R

• Identify underperforming sites and take corrective measures to increase Efficiency index of Motor fuels.
  
  Operational Excellence:

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

• Develop a touring plan for the territory on a monthly basis and communicate it to the regional sales manager in advance

• Implement actions to improve customer experience and brand metrics like Net Promoter Score, Treated Like a Guest assessment and Site essential review gauged through Mystery Motorist Program (MMP), Visual Identity Site Assessment (VISA) and Site Facilities Assessment (SFA).