Company: Shell
Skills: Sales
Experience: 5 + Years
Education: Bachelors/3-5 yr Degree
Location: Bangkok, Thailand

What's the role?

You will be responsible for managing the relationship between Shell and Retailer at site level, ensuring consistent delivery of the Shell Customer Commitment - sales & all operation standards.
  • Depending on the operating platform, identify gaps in all aspects of site performance (including HSSE, service and people) for sites in geographical area (territory), advise or offer Retailers Shell-recommended tools, processes, and support to help them to profitably deliver the Customer Commitment at the Retail site and to develop the business for the mutual benefit of both the Retailer and Shell.
  • Maximize all sales development potential whilst protecting Shell's interests, through the coaching and motivating of Retailers. Participate in Attraction and Selection of the right Retailers.
  • Through coaching, supporting and Performance Management of Retailers to deliver the basics and higher performance. Manage and maintain positive Retailer relationships, supporting Retailers to achieve and maintain top class site performance (including counseling to underperforming sites) Deliver Sales & Operations targets for geographical area through regular reviews and appropriate action plans.
  • Ensure Retailers implement all areas of the Customer Commitment and ensure compliance with the Site Operations/HSSE standards, contracts, and manuals. Ensuring that Retailers' actions do not damage Shell's Reputation, ensuring that the Retailer Trains and Develops their staff, and understands the importance of People in delivering the Customer Commitment

More specifically, your accountabilities include the following:

  • Use People Make the Difference Real Program to drive right behaviors and actions that result in providing customer a 'Treated Like a Guest' experience on sites
  • Ensure consistent delivery of Customer Commitment by managing contract compliance using the Territory Manager Site Review (TMSR)
  • Ensure and monitor dispensation of correct quality and quantity of products through retail outlets and promote and monitor high standards of customer service, merchandizing and general operations at retail outlets.
  • Manage customer complaints for sites in the respective territory

  • Coach, support and advise Retailers using the appropriate tools (thereby closing any identified gaps to the Customer Commitment)
  • 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 and processes as appropriate

  • To manage the territory assigned in terms of Sales, Network management, marketing, and handling problems of Franchisees/Dealers and
  • Act as a business consultant to Retailers on proper management of retail outlets on working capital & inventory management, product loss management, inventory shrinkage, merchandizing and indenting payment terms
  • Set Retailer Business Plans to deliver to achieve volumetric and gross margin targets of AGO, MOGAS, Premium Fuels(V-Power), lubes and other NFR e.g., Select & Deli Cafe represented in annual T&R
  • Identify underperforming sites and take corrective measures to increase Efficiency index of Motor fuels.

  • Develop and maintain a strong HSSE culture within territory
  • Check on the compliance of safety regulation and procedures by the dealer and his staff at the station and contribute to the development of a proactive HSSE culture to ensure 100% HSSE compliance as per SPL standard

Operational Excellence:
  • Plan and conduct site visits in accordance with Call Planning Cycle tool
  • Develop a touring plan for the territory monthly, and communicate it to the regional sales manager in advance
  • Develop OPA prior to site visit, record actions agreed during the visit in Site Visit Record (SVR) and submit both to regional focal point for corporate memory
  • Implement actions to improve customer experience and brand metrics like Net Promoter Score, Treated Like a Guest assessment and Site essential review gauged through Mystery Motorist Program (MMP), Visual Identity Site Assessment (VISA) and Site Facilities Assessment (SFA).
  • Implementation and ongoing support of Marketing and Network initiatives

What we need from you
  • You must have at least a Bachelor's degree and minimum 5 years of relevant work experience.
  • Strong experience in Sales.
  • Proactive and a risk-taker but strictly within HSSE standards.
  • Possess strong commercial acumen, good analytical, high stakeholder & communication skills.
  • Fluent in both Thai and English Communication skills including writing, speaking, and reading.

Company description

Shell's presence in Thailand dates back to 1892 when the first barge containing Shell kerosene docked in Bangkok. Today, Shell is one of the largest and the longest-established multinational operations in Thailand. The Shell Brand is one of the most esteemed and well respected in the Thai energy sector. Shell played a pioneering role in the advancement of the industry, from the establishment of refineries to a nationwide network of gasoline stations. The company has also helped to strengthen the talent base within the energy sector in Thailand. For more than 120 years of our operations in Thailand, Shell has been growing side by side with the country's developing economy. We have been committed to developing products of quality and to preserving the environment. Our goal is not only to achieve business success but also to play an active role in helping improve society.

An inclusive place to work

To power progress, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment - one where you can express your ideas, extend your skills, and reach your potential.
  • We're creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we'll take it from there.
  • We're closing the gender gap - whether that's through action on equal pay or by enabling more women to reach senior roles in engineering and technology.
  • We're striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.
  • We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.

A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We're huge advocates for career development. We'll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.