, United Kingdom

Job Family Group:

Commercial and Retail

Worker Type:

Regular

Posting Start Date:

December 7, 2023

Business unit:

Downstream

Experience Level:

Early Careers

Job Description:

What’s the role?

The Territory Manager's main role is to support in implementing deals locally and build strong relationships on the ground to increase SHELL's customer retention rate but also reduce the cycle time of conversion to help grow and ensure the sustainability for the lubricants business locally.

The role of the Territory Manager will be:

• To convert new sites as part of the implementation of new global/regional/local deals.
• Implement aftermarket growth plans to generate growth year on year
• Support in the negotiation and conversion of small customers /prospect and/or sites to contribute to the local growth agenda
• Build very strong relationships with the customer on the field to retain existing account and collect market data such as competitive pricing
• Collaborate with the extended team to grow the local business and market share by sector: account manager/ key account manager/ marketing/ technical / business manager
• Demonstrate a customer centricity & Enterprise 1st approach
• Deliver a personal Goal Zero and promote the values of SHELL (ethics & compliance etc)
   

Territory manager role: 40% prospection - 70% implementation/ coordination/Farming

The position is part of the Europe Direct Sales organization and will report directly to the local Business Manager. The territory manager will play a key role in converting new business deals as well as retaining SHELL's local footprint.

Accountabilities

• All sites (Ship Tos) to be contacted on a quarterly basis (Face to Face or by phone as determined by Key Account Manager KAM). Visiting sites based on priority of actions and return on investment.

• Record all calls detailing outcomes & follow ups
• Ensure all sites are 100% grade compliant. Reporting back to KAMS for support if needed.
• Using Volume Reports to identify low volumes/leakage at sites and then investigating with site
• Share volume reports with Service / Parts Managers to drive optimum performance
• 1L Top Ups - influencing Service Managers to adopt the 1L top up process which is agreed by the HQ, reporting back to the KAM any non-compliance
• Deliver 1L Top-Up Training to improve 1L Top-Up Penetration performance across respective territory
• Ensure Sites are fully aware of the “Ways of Shell”, and the various surcharges within
• Essential sites take ownership of their responsibilities
• Ensure all sites are HSSE compliant
• Ensure all sites are aware of any relevant marketing material and how to order
• Bulk optimisation - ensure each site optimises their tank capacity & order patterns to yield efficiencies
• Ensure all tanks are correctly labelled
• Offer Market Hub support
• Ensure all sites are set up with electronic invoicing
• Effectively on-board new sites in conjunction with KAM, Marketing, Supply Chain, Delivery Responsibilities & Technical
• Maintain up to date customer contact list
• Reactively respond to any site queries between scheduled visiting / phone calls
• Share best practice with the team and feed any competitor intel back to KAM

We are looking for a highly motivated, well organised self-starter who thrives on building strong customer relationships to deliver great results. You will have a full UK driving licence

Market size: SHELL lubricants in the world: N°1 for 17 consecutive years

This role will include approx. 70% travel.

We encourage employees to share if they have specific flexible working requirements. Flexibility will mean different things to different people and we are interested to know what might be needed to help you succeed and be at your best. We will endeavour to accommodate those requirements with consideration both for what is required in the role and taking the lead from a local country policy perspective.

What we need from you

• Excellent interpersonal skills with the ability to quickly build rapport and trust with external stakeholders at multiple levels.
• Ability to influence others by articulating well the value of initiatives.
• Understands complex stakeholder structures within complex customer accounts.
• Ability to manage interfaces and relationships within the business
• Must be highly organised with a passion to deliver for both the Customer & Shell

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.

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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. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Shell/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand. Shell is an Equal Opportunity Employer.