Retail Territory Manager (Visayas/Mindanao-based Applicants)

Shell - Manila

Job Description Back

Job ID 74770BR


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.

1) 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 under performing sites)

2) Proactively engage and manage Retailer

relationships and liaise and provide feedback to

other Retail departments (e.g. Marketing, Network

and Finance) as appropriate.

3) Manage and maintain territory plan through a

Retailer master plan for all sites

4) 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.

5) Ensuring that Retailers place priority on HSSE

not only on compliance but in their Hearts and





1.Develop and maintain a strong HSSE culture.

Uphold & pursue Goal Zero, No Harm, No Leaks.

2.Deliver agreed HSSE targets.

3.Protect Shell’s interest by ensuring that all

HSSE standards and procedural compliance are

adhered to and stakeholder relationships are

managed pro-actively.

4. Get the assurance that retailers and frontline staff

are operating safely


1.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


2.Continuously improve Customer Satisfaction in

the Territory through enhancement of people

competencies/skills and use of customer feedback.


1.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


2. 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


3.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


1.Develop (with Sales & Operations Manager) and

deliver annual District sales targets and plan.

2.Managing RBA deals incomes/costs via the



3.Manage prices within his network of sites in

order to optimize value and volume growth for the


4. Negotiate RBA and RSA for CO and DO


5. Manage renewal, disposal and new business as

guided by Network within Territory

6. Identify growth opportunities in Fuels (including

DODO sites), Convenience Retailing and

Lubricants business

7. Set Retailer Business Plans to deliver sales and

profitability represented in annual T&R


1.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.

2.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


3. Review Retailer’s P&L statements, and

support Retailer to develop action plans to close

performance gaps

Operational Excellence:

1.Liaise and collaborate with other Retail Functions

(e.g. Network, Marketing, ComFleet), Support

Functions (e.g. Finance, HR, Legal, OTC), Trading

& Supply (eg.VMI, RT, Supply Ops) and other

COBs (eg. CF, GL) for cross-Retail and Enterprise


2. Ensure delivery of a competitive pricing position

through fuels pricing procedures.

3. Plan and conduct site visits in accordance with

Call Planning Cycle tool

4. Implementation and ongoing support of

Marketing and Network initiatives


5. Ensure that the retail outlets comply to credit

terms, and meet credit targets set. To ensure that

financial risk and exposure are within control and


6. Ensure that site system automation capabilities

are fully utilized

7. Consistently be aware of competitor activities,

provide timely feedback to management and

propose, plan and implement counter-measures

8. Fully support all Convenience Retailing

marketing and promotional initiatives and focus on

outlet compliance to merchandising, plan grams,

pricing and sales reporting

9. 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

10. Identify suitable sites for implementation of

HSC (Helix Service Centres) and Shell Manual car

wash centres and to ensure that all HSCs and

Manual car wash centres comply with set operating


11. Ensure that only Shell lubricant and specialties

products are sold in the stations.

12. Initiate and implement AFS (active forecourt selling) programmes at selected sites



Manages a Territory of 30 to 40 Company Owned

and/or Dealer Owned Retail Sites and 20 to 30


Manages the growth of the various income streams

of each Retail site: Fuels and Lubes at the Forecourt,

Lube Bay, Select/Shop

Manages the Business, Operational and HSSE

Performance of each of the 20 to 30 Retailers in a


Required Qualifications


Preferred Qualifications


Company Description

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.

Additional Information

  • Job ID
  • Post Date
    May 31, 2018
  • Employee Type
  • Relocation Eligible
Do NOT follow this link or you will be banned from the site!