Territory Manager - North West en TotalEnergies Marketing South Africa (Pty) Ltd

The duties and responsibilities of a Territory Manager are as follows: Influences the network development policy in his / her area in close collaboration with Retail Investment / Development team through organising and leading, at least once a year, an NFT meeting with maintenance, SFS, management, optimisation, development.Conducts competitive and sectoral intelligence (prices, services, offers, innovations...)Develops his portfolio by qualifying potential prospects and suggesting what economic terms should be granted (CODO + land)Reports all installation opportunities (DODO) to the development sectionThe Territory Manager takes part in managing human resources and positions in the Young Dealer stations:Assists in recruiting dealers, if necessary, with the help of a dedicated team and / or trainerApplies the promotion policy in the YD modelMakes sure station staff attends compulsory training sessions (HACCP, Fire Fighting…Coaches dealers and gives them one-on-one adviceAssists in developing, coaching and mentoring new sales staff to promote a positive working environment which will attract and retain skilled staffThe Territory Manager monitors performance indicators for his portfolio and provides visibility for his management:Monitors the level of GMVC by site and corrects any negative deviation from expected / budgeted GMVCAnalyses the contribution account (NCA) monthly for each of his points of saleReports all deviations, anomalies or booking errors to management control in order to correct the reportsConducts a gap analysis between the NCA and the budget for which he is responsibleAnalyses fuel sales for each of his stations on a daily basis (weekly at least)Provides the back-office and management with all the information needed to unblock the orderAnalyses diversification sales on a monthly basis (shop, carwash, bay and foodDiscusses performance in each of his stations with his N+1 or during a BR, at least twice a yearImplements pricing, rebate and discount levels approved by management and makes recommendations where requiredAssists in the appropriation, commitment and liquidation of capital expenditureGives input on annual budgeting process, the consolidation of informationForecasts sales monthly for the next three months for the area assignedEnsures efficient administration, including asset control, within specified sales areaThe P&L Approach:Draws up a P&L forecast at least once a year for each of his CODO and uses the P&L forecast to suggest the rent to be charged to dealersManages the financial risks by conducting monthly checks of the dealer's financial health and analysing economic and sales performanceDraws up a monthly actual P&L for each CO station in his portfolio and analyses the actual P&L versus the forecast P&L and explains deviationsProposes an ad-hoc action plan to address deviationsThe Territory Manager enforces, animates, develops and controls Network policies in the field of Top service; shop; carwash; food, activations and promotions:Uses checklists to control implementation of the Network's sales policies (Forecourt, Food, Wash, Shop, Bay)Controls station quality levels using the Top Service formImplements action plans necessary to make stations compliantProactively manages the relationship with dealers in his portfolio around the action planOversees activations, promotions and dealer operational challengesControls the implementation of standards applicable to the TOTAL brandEnforces, animates, develops and controls Network policies in the field of HSSEQ:Controls standards in terms of safety and security (equipment and processes)Responsible for wet stock flows and management of all sites and ensures that dealers/contractors adhere to wet stock policies and proceduresAssists in the investigation, management and resolving of SOC wet-stock lossesEnsures that dealers/contractors control delivery and unloading of product on siteAttends and contributes to Wet-stock Committee area reviews organised by wet-stock management teamReports and follows up incidents/accidents at stations and drafts a return of experience feedback report Solicitar ahora