Dimensions:

Sales Growth Target: ≥ 4% Like-for-Like (LFL)

Lubricants-to-Fuel Sales Ratio Target: ≥ 1%

Number of Sites: 15–23 within assigned territory

Number of Retailers Managed: 10–20 (no direct reports)

Debt Management: Maintain DSO < 7 days

Responsible for site HSSEQ compliance and supporting delivery of Goal Zero.

Key Duties and Responsibilities:

Sales & Financial Performance

• Support Retailers in developing and executing business plans aligned with territory targets and growth objectives.


• Support Retailers in understanding their Profit & Loss (P&L) statements, helping them interpret key cost and revenue drivers and take informed decisions to improve profitability.


• Conduct regular site performance reviews using P&L statements, sales data, and operational KPIs to identify gaps and develop appropriate action plans.


• Guide Retailers in driving volume and profitability through effective pricing, upselling, promotions, and product mix optimization.


• Monitor stock levels, sales mix, and promotional execution to ensure product availability and margin protection.


• Ensure timely debt recovery and enforce compliance with credit terms to protect business cash flow and working capital performance.


• Work closely with the Marketing team to plan and execute site-level campaigns, promotions, and customer activations, ensuring Retailer alignment and effective delivery of commercial initiatives.

HSSEQ & Goal Zero Compliance

• Promote a strong HSSEQ culture across all sites, reinforcing Vivo Energy’s Goal Zero commitment to no harm to people, assets, or the environment.


• Ensure Retailers and site staff comply with HSSEQ policies, standards, and procedures through regular engagement, coaching, and audits.


• Conduct routine site HSSEQ checks and ensure timely closure of action items from inspections, audits, and incident investigations.


• Support the implementation of HSSEQ campaigns, emergency response plans, and training requirements across the territory.


• Escalate HSSEQ risks or repeated non-compliance and support enforcement actions where necessary.


• Build awareness and accountability among Retailers and contractors to ensure adherence to safety, security, environmental, and product quality standards.

Retailer Relationship Management

• Build and maintain strong relationships with Retailers to ensure alignment with Vivo Energy’s standards, values, and business objectives.


• Serve as the key point of contact for Retailer engagement, providing timely support, feedback, and issue resolution.


• Conduct regular site visits and structured meetings to maintain open communication, reinforce expectations, and support performance improvement.


• Promote a partnership mindset by fostering trust, accountability, and mutual commitment to delivering the Customer Commitment and Goal Zero.


• Address behavioural or performance-related concerns early through coaching, structured follow-up, and escalation where necessary.

Operational Excellence

• Plan and execute structured site visits using the Call Planning Cycle to monitor performance, support Retailers, and follow up on agreed actions.


• Ensure site compliance with operational standards, including forecourt management, visual identity, systems usage, and back-office controls.


• Support the consistent implementation of approved Marketing and Network initiatives to maintain brand standards and competitiveness.


• Ensure fuel pricing is implemented accurately and on time in accordance with Vivo Energy procedures to maintain competitive positioning.


• Monitor Retailer contract expiry dates and lead the timely review and renewal process in coordination with Legal and Retail leadership.


• Follow up on operational audit findings, HSSEQ inspection results, and site performance reviews to ensure timely closure of corrective actions.

Customer Experience & Brand Standards

• Ensure consistent delivery of Vivo Energy’s Customer Commitment across all sites by monitoring Retailer service levels and compliance with brand standards.


• Use tools such as the Territory Manager Site Review (TMSR), Guest Experience surveys, and the Retailer Feedback Cycle (RFC) to assess customer satisfaction and identify improvement areas.


• Support Retailers in delivering a superior guest experience across all offers (Fuel, Lubes, Convenience Retail, and Services), aligned with Vivo Energy brand expectations.


• Guide Retailers in using guest feedback insights to improve site performance, drive loyalty, and enhance overall customer satisfaction.

Site Capability Development

• Identify gaps in Retailer and site staff capability and provide coaching, tools, and guidance to strengthen performance.


• Support Retailers in using Vivo Energy systems, processes, and business tools to improve site execution and compliance.


• Promote adoption of field training programs, toolkits, and coaching materials to build operational and commercial capability.


• Monitor the effective use of systems and tools during site visits and follow up on areas requiring additional support.


• Encourage continuous improvement through regular feedback, engagement, and knowledge sharing.

• Minimum of a Bachelor’s degree.


• Minimum of 5 years’ experience in sales, retail operations, or territory/field management, preferably within the FMCG, petroleum, or service industry


• Strong commercial acumen with experience in delivering sales targets, managing P&L performance, and supporting business planning at outlet level.


• Proven ability to manage third-party business partners (e.g. Retailers, Dealers) and drive performance through structured engagement and coaching.


• Solid understanding of HSSEQ standards and ability to reinforce compliance and safety culture at the field level


• Proficient in Microsoft Office (especially Excel and PowerPoint); experience with field or retail management systems is an added advantage.


• Excellent interpersonal, communication, and relationship management skills with the ability to influence stakeholders.


• High integrity, self-drive, and resilience with a willingness to travel extensively within the assigned territory.

How to Apply:

All suitably qualified and interested candidates who want to join Shell Uganda should apply online at the link below

CLICK HERE TO APPLY