TERRITORY MANAGER

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TERRITORY MANAGER

mid · Sales & Business Development

Context & Environment

Animation – Training - Quality

• Station visits: All station visits to be properly documented in the Retail call report book & Salsa Dynamics, countersigned by the dealer or representative. Observations documented, action plan put in place on gaps identified, with detailed remedial plans.
• Quality / Service: Ensure Top Service is implemented and practiced in stations within the territory including regular training. Each station in the portfolio must achieve a minimum score in line with the set objectives. TM should review the top service performance with the dealer and implement corrective actions. 
• Training: Identify & plug training needs to be addressed through continuous on-site training and specific training in liaison with Training Manager. Scope to include HSSE, HACCP, VPHSR, Top Service, Golden Team Challenge, Sales, Lubricants awareness and product knowledge, SFS, Compliance and Ethics, Station Manual, Commercial development and any other training assigned, developed and rolled out in the network. 
• Salsa Dynamics – adoption and usage as per set key performance indicators: Log station information, activity, action plans which should be tracked until resolved and closed, contradictory dips, checklists, weekly call plan and visit call reports. 

Management & Profitability

• Contractual and legal framework:
  • Ensure the existence of a valid contract, due for each station’s activities. Control, monitor dealers’ activities to ensure fulfilment of contract objectives. 
  • Ensure Station has valid insurance, liaison, and good standing with government agencies in the territory on behalf of the Company.
  • Monitoring and enforce compliance with all station statutory obligations and station activity.
  • Ensure all Dealers trading in the territory have valid Due Diligence and Economic Sanctions at any given point in time.
• Financial follow-up:
  • Profitability – track and grow the financial profitability of stations in assigned territory using real & projected P&L- correcting when applicable and traceable and measurable action plans put in place.
  • Ensure monthly account reconciliation (checking and verifying the Dealer assets vs liabilities to TotalEnergies) and sign off the position between both parties after the reconciliation. Gaps identified to be closed in a timely manner. 
  • Monthly signed statement by the Dealer to be submitted shared, any reconciling items raised to be closed in a timely period. 
  • Reporting and Risk Management – Prompt, review, and act on reporting accuracy of activities at the stations. Update, review and circulate monthly reports when due: Financial review – Financial Situation, Stock Control (Fuels, Lubes, Solar, Car Care Products), PnL (Real vs Forecast for the forecourt & shop activities), Station Checklist(s) – Housekeeping, SFS, Safety, SIS, DSSR (digital & manual), Compliance, Quality controls, Safety inspection (Risk Assessments), Non-Fuel Report, Stock-out analysis and Wet Stock Management. All activities must be in pursuit of safety, compliance, & profitability.
• Operations:
  • Liaise with CSC and Depot team to plan, ascertain and monitor product deliveries. Identify, document, share and act on improvement points (daily stock management and effective stock control ensuring that there are no product stock outs in stations).
  • Asset Management - Establish equipment needs, plan, manage and protect company assets through regular inspections and coordination of maintenance in liaison with Operations. This includes optimization and coordinating function with relevant departments. 
  • Stock Control – Review monthly gap analysis of actual & theoretical stock Using DSSRs. Take all necessary steps to prevent, mitigate & reduce losses

Commercial: 

• Supervise all retail sales functions in the assigned territory. Actively grow all sales performance sustainably and safely in WP, Lubes, Solar and SFS. Ensure desired results / objectives are achieved i.e. earnings / margins, sales volume, safety and market shares
• Oversee conduct and adoption of the group marketing policies adapted to the environment and initiate localized approved activity of the same.
•  Ensure that all policies aimed at sales improvement and target realization are observed in line with company sales objectives set.
• Implementation of the agreed strategies in service stations within the territory and monitor performances 

Commercial Development & Project Management

• Assist dealers in identification and implementation of business opportunities, competitor monitoring and other business development activities.
• SFS – Enhancing the diversification activities through shop planning, merchandising, training, and activity implementation in shops in line with affiliate and group standards, M-payments activities of the affiliate and solar objectives.
• Card – Develop and grow the card penetration rate per station through training and canvassing (B2C & B2B).
• Market Intelligence – Monitor, activity report activities monthly – competitor (price watch: fuel, lubes, shop + new developments) & Legislation.
• Network Development – Identify and negotiate “new” service stations or prospects within territory in line with affiliate objectives for the year

Activities

Animation – Training - Quality

• Station visits: All station visits to be properly documented in the Retail call report book & Salsa Dynamics, countersigned by the dealer or representative. Observations documented, action plan put in place on gaps identified, with detailed remedial plans.
• Quality / Service: Ensure Top Service is implemented and practiced in stations within the territory including regular training. Each station in the portfolio must achieve a minimum score in line with the set objectives. TM should review the top service performance with the dealer and implement corrective actions. 
• Training: Identify & plug training needs to be addressed through continuous on-site training and specific training in liaison with Training Manager. Scope to include HSSE, HACCP, VPHSR, Top Service, Golden Team Challenge, Sales, Lubricants awareness and product knowledge, SFS, Compliance and Ethics, Station Manual, Commercial development and any other training assigned, developed and rolled out in the network. 
• Salsa Dynamics – adoption and usage as per set key performance indicators: Log station information, activity, action plans which should be tracked until resolved and closed, contradictory dips, checklists, weekly call plan and visit call reports. 

Management & Profitability

• Contractual and legal framework:
  • Ensure the existence of a valid contract, due for each station’s activities. Control, monitor dealers’ activities to ensure fulfilment of contract objectives. 
  • Ensure Station has valid insurance, liaison, and good standing with government agencies in the territory on behalf of the Company.
  • Monitoring and enforce compliance with all station statutory obligations and station activity.
  • Ensure all Dealers trading in the territory have valid Due Diligence and Economic Sanctions at any given point in time.
• Financial follow-up:
  • Profitability – track and grow the financial profitability of stations in assigned territory using real & projected P&L- correcting when applicable and traceable and measurable action plans put in place.
  • Ensure monthly account reconciliation (checking and verifying the Dealer assets vs liabilities to TotalEnergies) and sign off the position between both parties after the reconciliation. Gaps identified to be closed in a timely manner. 
  • Monthly signed statement by the Dealer to be submitted shared, any reconciling items raised to be closed in a timely period. 
  • Reporting and Risk Management – Prompt, review, and act on reporting accuracy of activities at the stations. Update, review and circulate monthly reports when due: Financial review – Financial Situation, Stock Control (Fuels, Lubes, Solar, Car Care Products), PnL (Real vs Forecast for the forecourt & shop activities), Station Checklist(s) – Housekeeping, SFS, Safety, SIS, DSSR (digital & manual), Compliance, Quality controls, Safety inspection (Risk Assessments), Non-Fuel Report, Stock-out analysis and Wet Stock Management. All activities must be in pursuit of safety, compliance, & profitability.
• Operations:
  • Liaise with CSC and Depot team to plan, ascertain and monitor product deliveries. Identify, document, share and act on improvement points (daily stock management and effective stock control ensuring that there are no product stock outs in stations).
  • Asset Management - Establish equipment needs, plan, manage and protect company assets through regular inspections and coordination of maintenance in liaison with Operations. This includes optimization and coordinating function with relevant departments. 
  • Stock Control – Review monthly gap analysis of actual & theoretical stock Using DSSRs. Take all necessary steps to prevent, mitigate & reduce losses

Commercial: 

• Supervise all retail sales functions in the assigned territory. Actively grow all sales performance sustainably and safely in WP, Lubes, Solar and SFS. Ensure desired results / objectives are achieved i.e. earnings / margins, sales volume, safety and market shares
• Oversee conduct and adoption of the group marketing policies adapted to the environment and initiate localized approved activity of the same.
•  Ensure that all policies aimed at sales improvement and target realization are observed in line with company sales objectives set.
• Implementation of the agreed strategies in service stations within the territory and monitor performances 

Commercial Development & Project Management

• Assist dealers in identification and implementation of business opportunities, competitor monitoring and other business development activities.
• SFS – Enhancing the diversification activities through shop planning, merchandising, training, and activity implementation in shops in line with affiliate and group standards, M-payments activities of the affiliate and solar objectives.
• Card – Develop and grow the card penetration rate per station through training and canvassing (B2C & B2B).
• Market Intelligence – Monitor, activity report activities monthly – competitor (price watch: fuel, lubes, shop + new developments) & Legislation.
• Network Development – Identify and negotiate “new” service stations or prospects within territory in line with affiliate objectives for the year

Candidate Profile

• Minimum Marketing or Technical degree or equivalent. 
• Minimum 2 to 3 years’ experience in Commercial/Marketing/Business direct or indirect management.
• Must be articulate, analytical, customer oriented, self-motivated, a team leader and able to work without supervision.
• Excellent communication skills (both oral and written).
• High integrity.
• Teamwork development and management skills.

Additional Information

Animation – Training - Quality

• Station visits: All station visits to be properly documented in the Retail call report book & Salsa Dynamics, countersigned by the dealer or representative. Observations documented, action plan put in place on gaps identified, with detailed remedial plans.
• Quality / Service: Ensure Top Service is implemented and practiced in stations within the territory including regular training. Each station in the portfolio must achieve a minimum score in line with the set objectives. TM should review the top service performance with the dealer and implement corrective actions. 
• Training: Identify & plug training needs to be addressed through continuous on-site training and specific training in liaison with Training Manager. Scope to include HSSE, HACCP, VPHSR, Top Service, Golden Team Challenge, Sales, Lubricants awareness and product knowledge, SFS, Compliance and Ethics, Station Manual, Commercial development and any other training assigned, developed and rolled out in the network. 
• Salsa Dynamics – adoption and usage as per set key performance indicators: Log station information, activity, action plans which should be tracked until resolved and closed, contradictory dips, checklists, weekly call plan and visit call reports. 

Domain: Sales

Type of contract: N/A

Experience: Minimum 3 years

Employer company: TotalEnergies Marketing Zimbabwe (Private) Limited