Territory Manager
Reports to: District 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.