Commercial Territory Manager in East Kilbride

Territory location: Salisbury Area (it is crucial that you live or are prepared to live within a maximum of 1 hr from Salisbury and preferably Salisbury or South West).

What’s the role

Shell Mobility represents the single largest customer-facing business in the group serving more than 30 million 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 and Convenience 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 make 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 and Convenience 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 and Convenience 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 you’ll be doing

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 Operations & Finance Teams, including carrying out scored audits on service stations to assess business controls on site and potential risk to Shell, and monitoring and reporting on compliance trends to Management.
• To effectively manage risk/exposure within the Territory, including monitoring, investigating, and following up on wet stock issues and fraudulent activity.
• 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.
• To interface with external partners, as required within the Territory.
• To visibly demonstrate the 5 group behaviours; external focus, commercial mindset, delivery, speed and simplicity.

Accountabilities

• Proactively lead the HSSE agenda in the Territory.
• To maximise value & profit for Shell and deliver the agreed business plans.
• Manage and motivate Retailers to ensure that the required competencies are in place to meet current and future business needs, adapting your style & behaviours to meet the specific needs 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 with 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. In particular, the need to further grow the bottom-line contribution of investments made in assets and CVP services eg. Carwash, alliance partnerships, etc.

What you bring

Seasoned professional with Retail experience, knowledgeable in Retail Operations and proven track record of delivering business targets. The successful candidate will need to live within the geographical area of the Territory and have a full driving licence and willingness to travel to fulfil the job requirements. 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 management.
• Ability to effectively manage competing priorities, in any given period you will be involved in many activities and the ability to prioritise and deliver is key.
• Commercial Acumen and the ability to translate data into clear insights, being able to conduct in-depth commercial discussions 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

What we offer

You bring your skills and experience to Shell and in return you work with talented...