Where you fit in?
Shell Retail operates over 44,000 Retail Stations in more than 76 countries, serving over 30 million customers on a daily basis. At a local level Shell operates 576 Retail stations in South Africa with a geographical spread spanning the entire country. Shell Retail 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 structure is made up of both Company Owned (CO) Retail Stations, which are operated by Independent Retailers on behalf of Shell, as well as Dealer Owned (DO) retailers – who own the service station and operate on a supply agreement with Shell.
Shell has a Retail Ambition for 2025 that states that:
50% Operating margin from convenience products and services
20% Fuels business from low emission energy solutions
50% lower carbon intensity of our sites and operations
Every customer treated like a guest on site and digitally
100% of sites committed to reduce waste and benefit local communities
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 the Oil and Gas 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.
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