Company: Shell
Skills: Sales
Education: Bachelors/3-5 yr Degree
Location: Manila, Philippines

If you're a Territory Manager who's gained some valuable experience in leading and managing the retailers and ensuring the consistency of the customer commitment, then this is your chance to be a part of Pilipinas Shell Petroleum Corporation where you drive social and environmental change.

Where you fit in

We are working as one team and are committed to excellence. We are passionate about innovation and driving positive change while still having fun.

What's the role?

As a Territory Manager, we'll entrust you with 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 best sites and that poor Retailer performance is coached to improve or replaced; 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 the 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.


A. HSSE (Health, Safety, Security, Environment):

Develop and maintain a strong HSSE culture. Uphold & pursue Goal Zero, No Harm, No Leaks. Deliver agreed HSSE targets. Protect Shell's interest by ensuring that all HSSE standards and procedural compliance are adhered to and stakeholder relationships are managed pro-actively. Get the assurance that retailers and frontline staff are operating safely

B. Customers:

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 (Company Owned and Dealer Owned). Continuously improve Customer Satisfaction in the Territory through enhancement of people competencies/skills and use of customer feedback.

C. People:

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

D. Shareholders:

Develop (with Sales & Operations Manager) and deliver annual District sales targets and plan. Manage prices within his network of sites to optimize value and volume growth for the business. Manage renewal, disposal and new business as guided by Network within Territory Identify growth opportunities in Fuels, Convenience Retailing and Lubricants business Set Retailer Business Plans to deliver sales and profitability represented in annual

E. Trade and Retail Partners:

Grow the retailer partners' business alongside 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.

F. Operational Excellence:

Liaise and collaborate with other Retail Functions (e.g., Network, Marketing, ComFleet), Support Functions (e.g. Finance, HR, Legal, OTC), Trading & Supply and other COBs (e.g. CF, GL) for cross-Retail and Enterprise objectives. Ensure 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 Consistently be aware of competitor activities, provide timely feedback to management and propose, plan and implement countermeasures 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 Centers) and Shell Manual car wash centers and to ensure that all HSCs and Manual car wash centers comply with set operating standards.

What we need from you?

As a Territory Manager, when it comes to nurturing collaborative relations, it's your excellence people skills that will make the difference. You will inspire people to make changes that will have a direct impact on our commercial success.

We're keen to hear from professionals who have a bachelor's degree, preferably in Business Management or with any relevant experience.

Beyond that, we'd hope to see as many of the following as possible on your CV:

1. Selling and Negotiation
• Sales Process and Sell for Shell
• Value Selling
• Negotiation
• Sales Behaviors

2. Channel Management
• Route to Market
• Manage Channels
• Selling Through
• Partner Value Proposition and Development
• Enable Collaboration

3. Applying Customer Value Proposition
• Products, Programs, Services and Logistics
• Value of a Proposition

3. Commercial Economic Acumen

4. Value Chain Understanding

5. Managing Customer Experience

6. Retail Site Operations including HSSE
• Manage Site Operating Standards and Processes
• Retail Principles and Processes