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Territory Manager - General Trade- Namibia

senior · Sales & Business Development

Managing a specified geographic area, with diverse customers (Resellers, Parastatal, Commercial, Total Card, Agriculture, Lubricants and Agents) in a competitive marketing environment with tight margins

Tension in achieving an effective balance between marketing benefits and profitability for both Customer and TMNA to ensure long-term sustainable and profitable business in these dynamic markets where customers have freedom of choice

Territory Manager handles day-to-day operations at sites in his / her area:

Customer relationship management:

To nurture, maintain and manage good customer business relationships for every channel of trade
To log all maintenance calls for TE’s equipment and assets on behalf of customers and follow-up on the resolution thereof
To visit all customers on a regular (monthly) basis to address any issues the customer might be experiencing

General sales activities across all channels of trade:

To assist in compiling annual commercial sales budgets and ensure that these are achieved for fuels and lubricants
To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for
To manage the level of gross margin after variable expense (GMVE) per customer
To ensure proper sales forecasting for demand planning purposes as well as to help ensure continuity of supply
To ensure authorised operating expense budgets are spent according to plan
To manage capital expenditure, commitments and liquidations in the sales area and prioritise available investment

To collect and report market intelligence, competitor activities, pricing strategies etc.
To perform pump reconciliations on quarterly basis with the objective to check that customer buys from TMNA for TMNA equipment.
To attend daily Marketing / Operations / Administration operational meetings to ensure that customer deliveries are prioritised and that delivery constraints are communicated to customers

To review and analyse customer performance results on volumes and margins and all other identified deliverables and identify areas for improvement

To develop new profitable business opportunities, whilst maintaining existing customer base. To participate in developing sales and marketing penetration strategies and new business models and ensure all GT business models are up-to date and effectively managed.
Regular random checks of the products and equipment and ensure it is applied.

Administration:

To ensure that all movements, scrapping and acquiring of assets are properly administered on SAP
To manage customer credit (resolve errors, perform reconciliation), and negotiation and collection of securities and approval of credit limits
To conduct monthly variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate
To effectively manage contracts and administration (MDVA, AV19, JO29, contracts, etc.)

People:

To assist in developing, coaching and mentoring trainees / new sales staff to promote a positive working environment which will attract and retain skilled staff and increase productivity

HSEQ

To ensure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and legislation so as to minimise all risk pertaining to company assets and protection of life.
To conduct Evarisk and other environmental impact studies as required
To execute annual asset surveys and correct SAP system to physical assets in the field
To effectively manage and minimise HSE risk within area of responsibility by ensuring:
Compliance with all HSE Policies, rules, guideline and legal requirements
Promotion of safe working environment and positively contributing to the company HSE KPIs and risk reduction strategies
That HSE competency requirements are identified & enforced within area of responsibility

Appropriate degree/diploma in sales / business management or administration and 2-4 years marketing and sales experience in the oil industry or a comparable industry, or Matric plus 4-6 years marketing and sales experience in the oil industry or a comparable industry
Practical ability to perform basic analysing and interpretation of financial statements / results gained through studies, training or work experience
Interacting with employees, managers, customers, and / or government / para-state organisations (e.g. TransNamib)
Practical sales, negotiation and conflict resolution skills; working level of analytical and presentation skills
Working knowledge and understanding of business and legal basics would be advantageous
Working knowledge and application of people management and interpersonal skills
Working knowledge of key account environment and agent market and environment advantageous

Intermediate computer skills proficiency required in MS products and SAP ERP system (advantageous)

TotalEnergies values diversity, promotes individual growth and offers equal opportunity careers.

Domain: Sales

Type of contract: Regular position

Experience: Minimum 6 years

Employer company: TotalEnergies Marketing Namibia (Pty) Ltd

Territory Manager - General Trade- Namibia