Territory Manager - Durban Central

-; Durban; On-site; ZAR 200 000 - 300 000; Full time

Job summary

A leading energy company is seeking a Territory Manager in Durban, South Africa. You will oversee 30-35 service stations, maximizing fuel volume and non-fuel retail turnover while ensuring compliance with safety and brand standards. Candidates should possess a bachelor's degree and at least five years of experience in relevant industries. Strong leadership and negotiation skills are essential for success in this role.

Qualifications

• At least 5 years of relevant experience in an Oil and Gas or FMCG industry.
• Must have a valid South African Driver's License.
• Strong negotiating skills with the ability to ensure fair outcomes.

Responsibilities

• Manage a territory within defined geography and maximize profit.
• Ensure Independent Retailers deliver strong commercial results.
• Achieve fuel volume and retail sales targets.

Skills

Contract management

Leadership and people skills

Commercial acumen

Negotiating skills

Performance management

Stakeholder management skills

Education

Bachelor's degree in Marketing, Sales or equivalent

Job description

Where you fit in?

Shell Retail operates over 44,000 Retail Stations in more than 76 countries, serving over 30 million customers on a daily basis. At a local level Shell operates 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 on behalf of Shell, as well as Dealer Owned (DO) retailers – who own the service station and operate on a supply agreement with Shell.

Shell have a Retail Ambition for 2025 that states that:

• 50% Operating margin from convenience products and services
• 20% Fuels business from low emission energy solutions
• 50% lower carbon intensity of our sites and operations
• Every customer treated like a guest on site and digitally
• 100% of sites committed to reduce waste and benefit local communities

What's the role?

The Role of a Territory Manager (TM) As a TM you will manage a territory within a defined geography, on average the territory will consist of 30-35 service stations. The TM is 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 of 75%
• Non-Fuel Retail (NFR) turnover and proceeds of 50%

The TM will have a detailed understanding of the relevant contracts 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, Convenience Retail sales & Lubricant 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?

• A bachelor's degree in Marketing, Sales or an equivalent
• At least 5 years of relevant experience in an Oil and Gas or FMCG industry
• Must have a valid South African Driver's License
• Skills in the following: 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, Collaboration
• 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, you need to be driven to succeed. Your ability to take direction and translate that into commercial discussions with the Retailer/Dealer, is essential
• Relationship management and people skills, these will allow you 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 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 & that the outcome delivers bottom line results for Shell
• Coaching experience, the ability 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, manage a wide variety of internal and external stakeholders at all levels of seniority.

Shell does not request monetary payments (e.g. insurance policy, visa/work permit, HUET or HSSE training, special job offer, etc.) for employment. Individuals who are interested in opportunities within the Shell Group will find open positions listed on the company websites www.shell.com/careers when available.

Shell is an Equal Opportunity Employer.

Company Description

The world faces energy challenges that are becoming more complex each day. We're looking for people who share our passion for taking on those challenges with cutting edge technology, innovative thinking and a commitment to properly managed risk. Shell develops and operates some of the largest and most complex projects in the world and we always endeavour to work at the leading edge of technical innovation.

Inclusive and Diverse Workplace

• 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 background
• 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.

Career Development

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.

Disclaimer

Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. ... Shell is an Equal Opportunity Employer.