Territory Manager – Ladysmith at Shell Petroleum Development Company (SPDC)

The Role

We’re seeking someone who’s passionate about customer service and driving our commercial success. Here’s a role that will develop and grow your professional and personal skills, with the chance to make a real difference within a supportive, positive company. 

Where you fit in

Shell Retail operates over 44,000 Retail Stations in more than 76 countries, serving over 30 million customers daily. At a local level, we operate 576 Retail stations in South Africa with a geographical spread spanning the entire country. Shell Retail is the shop window for the Shell brand for customers and shareholders, it is a dynamic, fast-paced environment that operates 24 hours per day, 7 days per week, 365 days each year. The structure is made up of both Company Owned (CO) Retail Stations, which are operated by Independent Retailers of behalf of Shell, as well as Dealer Owned (DO) retailers – who own the service station and operate on a supply agreement with Shell.

What’s the role? 

As Territory Manager (TM), you will manage the territory within the Ladysmith area, with around 30 to 35 service stations. You are accountable for maximising value & profit for Shell and delivering the agreed business plans of:

• Targeted Fuel volume in litres.
• Targeted Fuel C4 margin.
• Driving premium fuel volume penetration.
• Non-Fuel Retail (NFR) turnover and proceeds.

In this role, you are expected to have a detailed understanding of the relevant contracts (FA & RSA) and ensure that the Independent Retailers are actively managed, using the correct governance, to deliver strong commercial results, achieving or overachieving the joint business plan including:

• Fuel Volume and Convenience Retail sales targets.
• HSSE targets including Shell Life Saving Rules, Site Safety and Food Handling / Food Safety.
• Customer Measures of Treated Like a Guest (TLAG), Voice of the Customer and Site Essentials.
• Brand Standards, including the Brand Essentials.

What we need from you?

We’re keen to hear from professionals who have at least 3 years relevant experience, and with a valid Driver’s License. We would also like to hear from individuals with the following experiences and skills:

• Previous Fuel Industry Operations experience (preferred but no required).
• Contract management.
• Leadership and people skills.
• Driving profit.
• Commercial acumen.
• Negotiating skills.
• Indirect channel management (ideally in a retail environment).
• Customer Value Proposition (CVP) implementation.
• Partner Value Proposition (PVP) implementation.
• Performance management.

Beyond that, we’d like to see the following on your CV

• A minimum of Bachelor’s degree in any background.
• Commercial acumen and the ability to translate data into clear insights, being able to conduct in-depth commercial discussions with a Retailer using data and insights to gain commitment for action.
• Performance driven attitude and the ability to take direction and translate that into commercial discussions with the Retailer/Dealer.
• Relationship management and people skills to allow you to deliver success through others.
• Ability to effectively manage priorities, in any given period you will be involved in many activities and the ability to prioritise and deliver.
• 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, in order to ensure that negotiations are strong and fair & that the outcome delivers bottom line results for Shell.
• Coaching experience, in order to coach the Retailer/Dealer to deliver the mutual business plan and drive for growth.
• Performance and contract management skills, recognising 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.
• Stakeholder management skills to manage a wide variety of internal and external stakeholders at all levels of seniority.