Territory Manager - D.G. Khan



Multan, Punjab, Pakistan
Posted on Monday, November 20, 2023
, Pakistan

Job Family Group:

Commercial and Retail

Worker Type:


Posting Start Date:

September 14, 2023

Business unit:


Experience Level:

Experienced Professionals

Job Description:

The role of Territory Manager is one of the most exciting and fulfilling roles in Shell Mobility, if you feel that you have the background and skills to be a high performing individual and an effective team player please make your application.

Shell Mobility operates over 44,000 Service Stations in more than 76 countries, serving over 30 million customers daily.

Shell Pakistan has a Mobility Network of 683 Stations divided into 4 Districts & 24 Territories.

Shell Mobility 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 Role of a TM in Shell is one of the most impactful & rewarding roles, managing a territory consisting of an average 30 service stations. The service stations are operated by Independent Retailers on different operating and investment platforms.

As a “GM of the Territory” you will be in charge of a business with a ~$5 million annual turnover, representing the face of Shell to the general public, in a role that is ideal to set you up for senior roles in the future; particularly stretching your abilities in commerciality and stakeholder management.


Be accountable for maximizing value & profit for Shell while realizing Shell’s Health Safety Security & Environment (HSSE) vision and delivering the agreed territory business plan targets of:

Main-grade Fuel and Lubricants volumes & margins

Driving premium fuel (Shell V-Power) & Premium Lubricant volumes & margins

Convenience Retail (Shell Select) turnover & proceeds

Safety & customer satisfaction scores

As Custodian of Shell Relationships, you are expected to maintain positive Relationship with Retailers, coaching & guiding them to ensure top class Service Station performance delivery while maintaining the Shell writ over the business under our Agreements.

Drive the realization of Shell's HSSE vision by providing visible leadership and through Competence Development, Assurance and Improving Culture on HSSE to ensure that partners, site staff and own retail staff are competent in HSSE policies and standards

Develop a detailed understanding of the relevant contracts/agreements to ensure Retailers are actively management using the contract governance & stakeholder management to deliver strong commercial results

Sustainably grow sales volume, value, market share, customer loyalty and brand share of preference from Territory’s network consistent with annual T&R plans

Collaborate with relevant support teams, including Operations, Marketing and Network, in formulating and executing the best Customer Value Propositions and delivering these through professional retailers and site staff

Identify gaps in a Service Stations’ performance including financial, HSSE, service standards etc. and agreeing/implementing an action plan to address & close the gaps with Retailer.

Manage renewal, disposal and new business as guided by Network within Territory

Identify growth opportunities in Fuels, Convenience Retail, and Lubricants

Review Retailers' P&L statements, and support Retailer to develop action plans to close performance gaps

Skills and requirements

As a Territory Manager, the skills that are critical to success are:

Relationship management and people skills, these will allow you deliver success through others and create more mindshare for Shell

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

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

Channel management, the relationship with the consumer is conducted through the Retailer so an understanding of the legal framework and working environment is vital

Strong negotiating skills, ensuring that negotiations are strong and fair & that the outcome delivers $ 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, recognizing 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

Key competences & proficiency levels required:

Relationship Building (Skill)

Selling & Negotiation (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)



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