Shell Retail Territory Manager in Makati, Philippines
Retail Territory Manager
No. of Positions:
Ensure that the management and operational activities of the Territory will lead to additional and sustainable growth in value, volume, reputation, and brand equity for Shell and that the customer experience at the Shell sites will consistently be the best in the industry.
Responsible for developing, leading and managing a Territory of Retailers in ensuring delivery of Shell's Customer Commitment and Sales & Operations targets.
To manage, lead and motivate the Retailers within the Territory ensuring consistent delivery of the Customer Commitment and delivery of Sales & Operations targets for the District, whilst protecting Shell's interests. Through coaching, supporting and Performance Management of Retailers to deliver the basics and higher performance, ensure best Retailers have the best sites and that poor Retailer performance is coached to improve or replace; manage and maintain positive Retailer relationships, supporting Retailers to achieve and maintain top class site performance (including business counselling to underperforming sites).
Proactively engage and manage Retailer relationships and liaise and provide feedback to other Retail departments (e.g. Marketing, Network, and Finance) as appropriate.
Manage and maintain territory plan through a Retailer master plan for all sites
Ensuring that the Retailer trains and develops their staff and understands the importance of People in delivering Customer Commitment and complying to Site Operations/HSSE standards, contracts, and manuals. Instigate remedial action plans where necessary.
Ensuring that Retailers place priority on HSSE, not only on compliance but in their Hearts and Minds.
HSSE (Health, Safety, Security, Environment):
Develop and maintain a strong HSSE culture. Uphold & pursue Goal Zero, No Harm, No Leaks.
Deliver agreed on HSSE targets.
Protect Shell's interest by ensuring that all HSSE standards and procedural compliance are adhered to and stakeholder relationships are managed proactively.
Get the assurance that retailers and frontline staff are operating safely
Ensure consistent delivery of Shell's Customer Commitment across the Territory through operational excellence in site operational standards incl. HSSE and Shell Business Principles, across the total retail network (CO and DO as appropriate).
Continuously improve Customer Satisfaction in the Territory through enhancement of people competencies/skills and use of customer feedback.
Contribute to the development of a culture in which Retailers and Retailers' site staff (through Retailers) deliver the new Retail Proposition - Welcome to Shell, underpinned by Peak Performance and People Make the Difference Real
Develop Retailer succession plans within the Territory ensuring Retailer pipeline is in place through active participation in recruitment and selection processes, and correct allocation of sites. Participate in the attraction and selection of Retailers
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 (Retailers People Pack) and processes as appropriate
Develop (with Sales & Operations Manager) and deliver annual District sales targets and plan.
Managing RBA deals incomes/costs via the REWARDS.
Manage prices within his network of sites in order to optimize value and volume growth for the business.
Negotiate RBA and RSA for CO and DO respectively.
Manage renewal, disposal and new business as guided by Network within Territory
Identify growth opportunities in Fuels (including DODO sites), Convenience Retailing and Lubricants business
Set Retailer Business Plans to deliver sales and profitability represented in annual T&R
Grow the retailer partners' business alongside the growth of own Shell business by implementing together innovative programs and activities and providing the partners' fair and rightful share of the benefits derived.
Continuously provide to retailer partners the right guidance and recommendations through his team of Territory Managers on how to consistently implement and sustain excellent customer service and on how to manage efficiently their site operations.
Review Retailers' P&L statements and support Retailer to develop action plans to close performance gaps.
Liaise and collaborate with other Retail Functions (e.g. Network, Marketing, ComFleet), Support Functions (e.g. Finance, HR, Legal, OTC), Trading & Supply (e.g. VMI, RT, Supply Ops) and other COBs (e.g. CF, GL) for cross-Retail and Enterprise objectives.
Ensure the delivery of a competitive pricing position through fuels pricing procedures.
Plan and conduct site visits in accordance with Call Planning Cycle tool
Implementation and ongoing support of Marketing and Network initiatives
Ensure that the retail outlets comply with credit terms and meet credit targets set. To ensure that financial risk and exposure are within control and targets
Ensure that site system automation capabilities are fully utilized
Consistently be aware of competitor activities, provide timely feedback to management and propose, plan and implement counter-measures
Fully support all Convenience Retailing marketing and promotional initiatives and focus on outlet compliance to merchandising, plan grams, pricing and sales reporting
Ensure optimization of product distribution to outlets, by making sure that appropriate stock levels are maintained at outlets through effective preplanning or timely sales reporting for VMI stations. To plan and anticipate cyclical trends and ensure outlets are adequately stocked to cater for any surge in demand
Identify suitable sites for implementation of HSC (Helix Service Centres) and Shell Manual car wash centers and to ensure that all HSCs and Manual car wash centers comply with set operating standards.
Ensure that only Shell lubricant and specialties products are sold in the stations.
Initiate and implement AFS (active forecourt selling) programmes at selected sites
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Shell has been present in the Philippines since 1914 and today employs more than 3,000 people. Shell’s diversity of operations in the Philippines attracts world-class graduates and experienced professionals alike. Our commitment to your career and learning is evidenced by our industry-leading career development programme and unrivalled access to a local and global pool of experts. Innovation is imbedded in our working culture, and you will benefit from our drive to help you succeed and unlock your potential. The Shell companies in the Philippines (SciP) include various companies operating in oil and gas exploration, production, oil refining, distribution and sales to consumers. Pilipinas Shell Petroleum Corporation (PSPC) refines, blends, transports and sells a wide range of high quality fuels, lubricants, liquefied petroleum gas, bitumen and other specialty oil-based products. It operates a 93-thousand barrels per day refinery, 22 oil depots across the country and over 970 retail stations nationwide.
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Shell is an Equal Opportunity Employer.
Selling and Negotiation
Sales Process and Sell for Shell
Route to Market
Partner Value Proposition and Development
Applying Customer Value Proposition
Products, Programs, Services, and Logistics
Value of a Proposition
Commercial Economic Acumen
Value Chain Understanding
Managing Customer Experience
Retail Site Operations including HSSE
Manage Site Operating Standards and Processes
Retail Principles and Processes
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