Commercial Territory Manager

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 RDS 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. Achieving our ambitions will necessitate placing customers at the heart of our business, treating every interaction as a chance to bring our purpose to life to making people’s journeys better. We’re evolving from ‘fuels retailer’ to ‘mobility retailer’- innovating to meet our customers’ changing expectations around convenience, product quality, digitalization, and service. This includes continuing to improve the quality of our current products while expanding our alternative energy mosaic (LNG, hydrogen, EV charging and biofuels).

People make the difference real! Mobility is the most customer intimate business in Shell and a front seat to the mobility transition seen from the eyes of customer. A career in mobility is fast paced and dynamic whether you are creating a rewards program for our service champions, developing an award-winning app for our customers, developing a community engagement program or engineering a safe forecourt. Come join us as we embark on the next phase of our ambition focusing on e-mobility and decarbonization.

What’s the role?

The Shell Mobility business in the UK consists of 1,100 service stations.

The Commercial Territory Manager (CTM) forms part of the Mobility Sales Team and reports to a District Manager. As a CTM you will manage a territory within the London area, on average the territory will consist of 40-50 Service Stations. The CTM will have a detailed understanding of the relevant contract (RBA, RFA or 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 including Shell Life Saving Rules, Site & Food Safety
• Customer Measures of Treated Like a Guest (TLAG), Voice of the Customer and Service Station Essentials
• Brand Standards, including the Brand Essentials.

The purpose of this job is to deliver Territory targets on profitability, sales, customer service and safety and to be an active part of the country leadership driving continual improvement in the overall performance of the business.

Based on the ambitious and exciting plans in a period of Accelerated Growth, this role is to implement and significantly enhance the Customer Value Propositions delivery at Service Stations, whilst working very closely with the Marketing Teams and the Network Development Team:

• To proactively drive a performance culture and energise Retailers and Frontline staff to grow the business and brand value.
• To ensure day to day compliance with operational standards and requirements and to work with the OST & Finance teams
• To effectively manage risk/ exposure within the Territory
• To manage improvement in Retailer performance across the Territory, including management of underperformance when required
• To support the implementation of CR, Network and Marketing programs within the Territory and to monitor site level performance in the implementation of these programs
• Work collaboratively with Portfolio Manager and DO Business Development Manager in the Network Team on new Dealer Prospects in their Territories
• To interface with external partners, as required within the Territory
• To visibly demonstrate the 5 group behaviors; external focus, commercial mindset, delivery, speed and simplicity.

Accountabilities

• Proactively lead the HSSE agenda in the Territory.
• To maximize Value & Profit for Shell and delivering the agreed business goals

• Manage and motivate Retailers to ensure that the required competencies are in place to meet current and future business needs, adapting your style & behaviors to meet the specific nuisance of all Retailer platforms
• Ensure the readiness for safe delivery of significant NFR growth and the digital & energy transition landscape
• Continuously improve operational excellence and general standards at Retail Service Stations.
• Monitor and anticipate competitor activity and implement appropriate response strategies by working with relevant stakeholders.
• Ensure regulatory compliance and protect license to always operate.
• Support and lead initiatives to improve operational efficiency in the Territory

Special Challenges

• As E-mobility is a growing and rapidly changing business, the content of this role is likely to evolve as new growth opportunities arise. This will provide top talent with a set of new challenges to thrive on as they personally contribute to shaping the future of E-mobility.

The e-mobility related roles sit spread across the business. It will require the staff involved to collaborate well across Marketing, Sales, Fleet Solutions, CRT, Mobility and New Energies.

• Ability to develop deeply commercial win-win strategic relationships with Retailers.
• Thorough appreciation of NFR and CR end to end value streams and income maximisation opportunities. Need to further grow the bottom-line contribution of investments

What we need from you

Seasoned professional with Retail experience, knowledgeable in Retail Operations and proven track record of delivering business targets.  

As a CTM the skills that are critical to success are:

• Relationship Management, a big part of how you achieve your results will be determined by your ability to deliver through others, so being able to demonstrate this, through influence rather than direct managed.

• Ability to effectively manage competing priorities, in any given period you will be involved in many activities and the ability to priorities and deliver is key.

• Commercial Acumen and the ability to translate data into clear insights, being able to conduct in-depth commercial discussion with a Retailer using multiple data sources and insights to gain commitment for action.

• Indirect Channel Management, the Relationship with the end customer is conducted through the Retailer so the understanding of the Legal & Moral Framework is vital.

• Performance Driven, you need to be driven to succeed. Your ability to take direction and translate that into commercial discussions with the Retailer, is essential.

• Strong Negotiating Skills, ensuring that negotiations are strong and fair, and that the outcome delivers $ results for Shell

• Coaching Experience, the ability to deliver Coaching to the Retailer to deliver the mutual business plan and drive for growth

• Performance Management, 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.

• Time Management, ability to self-motivate and plan your own agenda to deliver the plan is essential.

• Organisational and prioritisation skills, demonstrating that you can manage a complex portfolio in a fast-paced environment.

To be a high achieving CTM your ideal experience & past roles would include:

• Leadership & People Skills

• Driving Profit

• Commercial Acumen

• Negotiating Skills

• Indirect Channel Management (ideally in a Retail environment)

• Customer Value Proposition (CVP) implementation

• PVP Partner Value Proposition (PVP) Implementation

• Performance Management

If you don't see yourself fully reflected in every job requirement listed on the posting above, we still encourage you to reach out and apply. Research has shown that not everyone often applies when they don’t feel 100% qualified. We are committed to creating a more equitable, inclusive, and diverse company and we strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientation, and life experiences to apply. We look forward to receiving your application.

Company Description

Shell started operations in the United Kingdom more than 110 years ago. Since then, we have grown into a leading innovative Oil & Energy company that rewards its employees by investing heavily in their careers and learning. Our people are our greatest asset, and our commitment to your career will see you thrive in a work environment that offers an industry-leading development programme. When your ideas travel, Shell will benefit, and innovation will thrive. Shell has a key role to play in helping meet the UK’s growing energy demand, whilst using innovative technologies to develop cleaner energy. We are the largest FTSE 100 company in the UK by market capitalisation and make a significant contribution to the UK economy. As well as processing 35% of the gas coming into the UK, we serve more than four million customers at our filling stations each week. Shell employs some 6,400 skilled staff as well as many contractors.

An innovative place to work

There’s never been a more exciting time to work at Shell.

Join us and you’ll be adding your talent and imagination to a business with the ambition to shape the future – whether by investing in oil, gas and renewable energy to meet demand, exploring new ways to store energy, or developing technology that helps the world to use energy more efficiently, everyone at Shell does their part.

An inclusive place to work

To power progress, we need to attract and develop the brightest minds and make sure every voice is heard. Here are just some of the ways we are nurturing an inclusive environment – one where you can express your ideas, extend your skills, and reach your potential.

• We’re creating a space where people with disabilities can excel through transparent recruitment process, workplace adjustments and ongoing support in their roles. Feel free to let us know about your circumstances when you apply, and we’ll take it from there.
• We’re closing the gender gap – whether that’s through action on equal pay or by enabling more women to reach senior roles in engineering and technology.
• We’re striving to be a pioneer of an inclusive and diverse workplace, promoting equality for employees regardless of sexual orientation or gender identity.
• We consider ourselves a flexible employer and want to support you finding the right balance. We encourage you to discuss this with us in your application.

A rewarding place to work

Combine our creative, collaborative environment and global operations with an impressive range of benefits and joining Shell becomes an inspired career choice.

We’re huge advocates for career development. We’ll encourage you to try new roles and experience new settings. By pushing people to reach their potential, we frequently help them find skills they never knew they had, or make career moves they never thought possible.