What’s the role?

The Role of a Territory Manager (TM) As a TM you will manage a territory within a defined geography, on average the territory will consist of  30-35 service stations. The TM is accountable for maximising value & profit for Shell and delivering the agreed business plans of:

• Targeted Fuel volume in litres
•  Targeted Fuel C4 margin 
•  Driving premium fuel volume penetration of 75%
• Non-Fuel Retail (NFR) turnover and proceeds of 50%
• The TM will have a detailed understanding of the relevant contracts (FA & RSA) and ensure that the Independent Retailers are actively managed, using the correct governance, to deliver strong commercial results, achieving or overachieving the joint business plan including:
• Fuel Volume, Convenience Retail sales & Lubricant Sales targets
• HSSE targets including Shell Life Saving Rules, Site Safety and Food Handling / Food Safety
• Customer Measures of Treated Like a Guest (TLAG), Voice of the Customer and Site Essentials
• Brand Standards, including the Brand Essentials

What we need from you?

• A bachelor’s degree in Marketing, Sales or an equivalent
• At least 5 years of relevant experience in an Oil and Gas or FMCG industry
• Must have a valid South African  Driver’s License
• Skills in the following: Contract management, Leadership and people skills, Driving profit, Commercial acumen, Negotiating skills, Indirect channel management (ideally in a retail environment), Customer Value Proposition (CVP) implementation, Partner Value Proposition (PVP) implementation, Performance management, Collaboration
• Commercial 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 action
• Performance driven, you need to be driven to succeed. Your ability to take direction and translate that into commercial discussions with the Retailer/Dealer, is essential
• Relationship management and people skills, these will allow you deliver success through others
• Ability to effectively manage priorities, in any given period you will be involved in many activities and the ability to prioritise and deliver is key
• Channel management, the relationship with the end customer is conducted through the Retailer/Dealer so an understanding of the legal framework is vital
• Strong negotiating skills, ensuring that negotiations are strong and fair & that the outcome delivers bottom line results for Shell
• Coaching experience, the ability to coach the Retailer/Dealer to deliver the mutual business plan and drive for growth
• Performance and contract management skills, recognising 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 commitments
• Stakeholder management skills, manage a wide variety of internal and external stakeholders at all levels of seniority.