District Manager – Mobility at Shell Petroleum Development Company (SPDC)

The Role

Where you fit in

Shell Mobility represents the single largest customer-facing business in the Group serving more than 30mln mobility and over 250,000 Fleet customers per day through 500,000 service champions in over 44,000 sites across 70+ countries.  As Shell looks to the future, Mobility is critical to establish Shell as The Low Carbon Leader, with ambitions to be the No. 1 mobility and convenience retailer, with the world’s leading EV charging network and lead in business and goods mobility platform.

The Shell Mobility business is a significant component of Shell Downstream South Africa (SDSA) with a network of just over 550 Company Owned (CO) and Dealer Owned (DO) service stations. 

What’s the role? 

This is a team leadership role with influence in growing our Mobility Business in South Africa by managing a district consisting of a network of service stations mainly operated by independent Dealers i.e. Dealer Owned (DO) Retail Stations.   

Apart from working with other teams within Mobility, it is also critical to ensure sustained collaborative relationships with other functions and/or businesses such as Trading and Supply, Customer Operations, Corporate Relations, etc within the wider SDSA organization. 

Accountability 

• This role requires you to provide leadership to a team of 4 – 6 Territory Managers (TM’s) which will include leading, supporting and developing the team to deliver strong performance, enhance their competence and skills to allow them to grow into other key positions in the business.
• Ensure that Dealers are actively managed by the TMs, using the correct governance processes and tools, to deliver strong commercial results, achieving, or overachieving, the joint business plan including Fuel Volume sales targets, HSSE targets including Shell Life Saving Rules, Site Safety and Food Handling, Customer Measures of Treated Like a Guest (TLAG), Voice of the Customer and Site Essentials, Brand Standards, including the Brand Essentials.
• Be accountable for maximizing value & profit for Shell across a district of between 200 – 300 DO service stations to agreed business plans with Dealers.
• Ensure the growth and performance of DO Retail Stations.
• Identify new opportunities to bring independent Dealers over to the Shell brand in collaboration with the DO Growth Team.
• Ensure the retention and successful renegotiations of contracts for existing Dealers as their contracts are due for renewal.
• Deliver sales and operational targets from the DO platform.
• Maximize sales development potential.
• Protect Shell’s interests and reputation.

What we need from you?

• At least 16 years of relevant work experience, 5 of which should be in a leadership role.
• At least a Bachelor’s Degree, preferably in Commerce.
• Stakeholder management skills - manage a wide variety of internal and external stakeholders at all seniority levels.
• Leadership management and people skills - these will allow you deliver success through others
• Performance driven - you need to be driven to succeed. Your ability to provide support and direction to Territory Managers so they can translate that into commercial discussions with the Retailer/Dealer.
• Strong commercial acumen - the ability to review data and generate insights being able to conduct in-depth commercial discussions with business partners to gain commitment for action.
• Ability to effectively manage priorities - in any given period you will be involved in many activities and the ability to prioritise, and deliver is key.
• Channel management - the relationship with the end customer is conducted through the Retailer/Dealer so an understanding of the legal framework is vital.
• Strong negotiating skills - ensuring that negotiations are strong and fair and that the outcome delivers the proper results for Shell.
• Coaching experience - the ability to provide coaching to the Territory Manager and the Retailers/Dealers to deliver the mutual business plan and drive for growth.
• Performance and contract management - recognizing good performance and addressing any gaps in performance swiftly to ensure delivery of goals is completed, using the contract to remind both parties of the commitments.
• Partner Value Proposition (PVP) implementation.