Territory Manager - Central

About the Role

Shell Mobility is evolving from a 'fuels retailer' to a 'mobility retailer', innovating to meet changing customer expectations. Territory Managers play a critical role in delivering Mobility Thailand's goals, leading 30-40 retailers and their teams towards ambitious targets. Success requires strong commercial, operational, and leadership skills to drive consistent performance and ensure all sites deliver to their potential.

Responsibilities

• Deliver territory sales scorecard, including volume, profit, and operational cost targets.
• Monitor all aspects of site performance (including HSSE, service, and people), advising Retailers on Shell-recommended tools and processes.
• Monitor and anticipate competitor activity, developing appropriate response strategies.
• Support implementation of MBA 1.0 operating platform for CO sites and revamp of the DO operating model.

Accountabilities

Customers

• Use the People Make the Difference Real Program to drive behaviors that provide customers a 'Treated Like a Guest' experience.
• 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, promoting high standards of customer service and merchandising.
• Manage customer complaints for sites in the respective territory.

HSSE

• Develop and maintain a strong HSSE culture within the territory.
• Check compliance with safety regulations and procedures by dealers and staff, contributing to a proactive HSSE culture.

People

• Coach, support, and advise Retailers using appropriate tools to close gaps in Customer Commitment.
• Ensure Retailers train and develop their staff, understanding the importance of people in delivering Customer Commitment.

Performance

• Manage the assigned territory in terms of Sales, Network management, marketing, and handling Franchisee/Dealer problems.
• Act as a business consultant to Retailers on proper management of retail outlets (working capital, inventory, product loss, etc.).
• Set Retailer Business Plans to achieve volumetric and gross margin targets for various fuels and non-fuel retail items.
• Identify underperforming sites and take corrective measures to increase efficiency.

Operational Excellence

• Plan and conduct site visits in accordance with the Call Planning Cycle tool.
• Develop a monthly touring plan for the territory and communicate it to the regional sales manager.
• Implement actions to improve customer experience and brand metrics (Net Promoter Score, Treated Like a Guest assessment).
• Implement and provide ongoing support for Marketing and Network initiatives.

Dimensions

• No. of Sites: 35-40
• Sales Volume (MLpa): 80 – 150 mlpa
• V-Power Penetration: 30% (B2C & B2B)
• Lubes (KLpa): 845
• C4++ (MUSDpa): 4 – 15

Functional Competencies

• Selling & Negotiating (Skill)
• Channel Management (Skill)
• Applying Customer Value Proposition (Skill)
• Commercial & Economic Acumen (Knowledge)
• Value Chain Understanding (Knowledge)
• Managing Customer Experience (Skill)
• Retail Site Operations (Skill)

Qualifications

• Graduate, preferably an MBA, with strong commercial acumen, good analytical, high stakeholder & communication skills.
• Previous sales experience preferred.
• Track record of working independently and proactively.
• Track record of compliance with Shell's HSSE and E&C standards.