Territory Manager

Principal Accountabilities & Responsibilities:

• Business Counselling
• Drive territory and site by site profitability
• Drive accountability of Retailers/Landlords by mandating the execution of planned activities
• Encourage Retailers/Landlords to strive for high performance levels via a mutually agreed business plan.
• Advise retailer on methods for maximizing sales and profits by reviewing business performance minimum on quarterly basis.
• Advise retailer on necessary financial management and controls.
• Advise and audit retailers on the basic requirements for setting up and operating the business, including government requirements like license and labor law requirements.
• Advise retailers of the application and benefits of Shell Customer Value Proposition – advise on introduction of new products – Shell V-Power, Select, and other Non-Fuel Retail businesses such as lube bays etc.
• Mandate retailers on optimal staffing levels to deliver the Shell values to improve profitability
• Replicate best practice sharing among retailers to speed up commercial gain for Shell and retailers
• Work in alignment with the Mobility Learning team and the Mobility Operation team to develop retailers’ competence and skills through training and coaching.
• Gather and analyze competitors’ data and development in the trading pocket; used subsequently to support the network plan.
• Act as a focal point to represent retailers’ interests to Shell in areas of infrastructure development as well as problem solving.
• Initiate and manage local promotions to improve retailers’ profits
• Manage retailers’ replacement plan for underperforming retailers
• Support the Mobility network expansion through market surveys and recommendation of new sites.
• Support business aspiration of Shell in accelerating growth of new site openings, lubricants, car wash and other non-fuel business.
• Recruit and develop, in coordination with the operation team, new potential Retailers.
• Enforcement of standards and services
• Manage the business change as per plan
• Advise retailers on customer service. Ensure that retailers are fully trained and knowledgeable of all standards and services as prescribed by Shell.
• Monitor compliance of retailers to the agreed standards/services via quarterly assessments in the territory managers site review.
• Advise retailers of areas of non-compliance and ensure corrective actions are taken.
• Manage the induction of new retailers, including preparation of induction programme, setting up of the business, ensuring the retailer is trained before start-up and ensuring that the business operates as per plan and on schedule.
• Work with retailers to ensure zero stock-outs through an effective pre-plan of financial obligations.
• Update records of all company assets and retailers information and conduct periodic verification of assets/other retailers information.
• Ensure the retailers keep his accounts within the agreed trading terms.
• Ensure that the retailers comply with the agreed operating hours.
• Work with the retailers to ensure scheduled and ad-hoc maintenance and repair work and liaise with the relevant parties for these activities to be carried out.
• Ensure compliance with Shell Health, Safety, Security and the Environment (HSSE) standards.
• Ensure the retailer manages HSSE at the retail outlet
• Ensure the monthly safety committee meeting is conducted by the retailers.
• Ensure HSSE incidents are reported promptly.
• Conduct the annual HSSE audit.
• Conduct periodic near miss, potential incidents audits.
• Ensure sites staff are trained as per Shell Operating Programmes and site-specific risks and hazards and that training records are in place
• Ensure Emergency Response Plan (ERP) drills are conducted on frequent basis to train and test sites staff readiness.
• Monitor and check (Customers own Collections) comply to Shell road safety and discharge procedures.
• Conduct quarterly business reviews with the Retailers to review the site/retailer performance and advise corrective actions
• Prepare the Multi Year Plan (MYP) to deliver Shell aspirations to grow profitability
• Update operating agreement and suggested rental charges per outlet.
• Update lease renewals & registrations
• Credit management plans to ensure reducing overdues and unused credit
• Track performance of each outlet and provide explanation for variance against set target.
• Collaborate with Non-Fuel Retail teams to translate KPI into retailer actions e.g., oil change per day, cost/waste management
• Host official visitors and highlight market strengths and achievements
• Ensure site operators consistently deliver Shell values and take corrective actions to improve customer service KPIs

Key Challenges:

• Correctly apply the general rules for processing exceptions
• Priority setting in a hectic operational environment – able to focus on speed in execution of best practices
• Stress resistant, resilient in crisis mode

Job Knowledge, Skills & Experience:

• Bachelor’s Degree Holder, Sales & Marketing is preferrable
• Minimum of 5 years of experience in sales, site operation & marketing
• Good administrative skills and preferably having site field experience
• Able to build relationship and manage stakeholders
• Commercial insight and basic skills in Microsoft office
• Good writing skills and fluent in both Arabic & English
• The role is for Omanis Only

Kindly note that if you have not been contacted within 3 weeks from the closing date, your application is considered as unsuccessful.