Territory Manager At Puma Energy November 2023

Territory Manager At Puma Energy November 2023

Main Purpose:

Ensure all stations within the geographical portfolio are compliant to Retail Policies and HSSE Standards.
Create the conditions with Retail Business Partners and Station Managers that will put the customers at the heart of everything that they do.
Ensure all stations within the geographical portfolio are compliant to the defined min Retail Service and Standards.
Ensure professional implementation of Puma’s Retail Customer and Retail Business Partners Value propositions
Manage the Business relationship, within a geographic area, with Puma Energy’s Retail Business Partners and Station Managers, dispensing business advice in order to maximize profitable returns for both Puma Energy and the Retail Business Partners.
Responsible for ensuring the performance of stations against sales and profit targets and associated KPI’s. Accountable for the delivery of the Puma Energy station and Retail Business Partners P&Ls.
Works with Retail Business Partners and Station Managers to collaboratively develop current financial year and 5 business year business plans in order to sustain and grow the profitable future of the station.
Where applicable, ensure all COCO stations are compliant with established cash management and stock management procedures as laid down by Puma and updated from time to time.

Knowledge Skills and Abilities, Key Responsibilities:

 

KEY RESPONSIBILITIES

• Analyse the latest Retail Standards Score. Follow the existing action plans and set new action plans for the next cycle. Ensure Retail Business Partner has the correct level of staff for the service stations – on the forecourt, in the convenience store, driving the lubricant activity and at any other business activity.
• Ensure that the stations always have the highest level of Puma marketing activities implemented, eg: promotions are current, well understood and are implemented as per the brief.
• mapping and following what competitors do in the area
• Ensure Daily/Weekly/Monthly Checks are performed by the Retail Business Partners or Station Managers and recorded as per agreement with Retail Business Partners. Any leak detection should follow HSSE escalation and actions guidance provided in HSSE policies and manual.
• Ensure we can account for the stock movements during the month, identifying loss through leaks, short deliveries or dumping of competitor product.
• Agree action plan with the Retail Business Partners for follow up
• Ensure all dues including rental and lubricants payments are made timeously.
• Fully use the CRM tool to assess and measure the stations standards and readiness to serve customers. (people, equipment, VI, maintenance, Safety.)
• Take full responsibility for all HSSE matters at service stations with the portfolio. Engage and seek the guidance and assistance of the HSSE team as required.
• Complete the security risk survey arising action plans are closely followed (every 6 months for high risks, every year for medium risks and every 2 years for low risks)
• For COCOs, Ensure cash reconciliation & fuels & lubes stock reconciliation checks are done daily as per SOP.
• Use the CRM tool to propose a business plan for every station. This includes the setting of annual objectives and proposals for any needed investments – Goals for Success
• Ensure the Retail Business Partners or the Station Managers are dedicating time for coaching and training the staff.
• Ensure Station staff are fully engaged on station targets and they get feedback from the Retail Business Partner or Station Manager in a structure and professional way of their performance.
• Ensure staff perform at the required level, are recognised and rewarded as per agreed programs [Sales League Program]
• Ensure all contracts are up to date and licenses to operate are current. Maintain the legal register on CRM and ensure all renewals are timeously exercised.
• Identify the income, cost and working capital levers to improve the performance of each station. Closely follow the implementation of these levers.
• replace low profiles and grow high profiles
• Profile the stations for better allocation of resources [Capex/Opex]
• Complete a Trade Area analysis for every station and ensure a SWOT to Identify local opportunities and potential new sites with the trading area is done as per the planning activity cycle
• Real Estate screening to maximise the EBIT return / m2 and maximise utilisation of the real estate at every station.
• Complete a thorough Volume Analysis with action plans. –These are to be presented to the Country Retail Manager on at least a monthly basis, The reports are discussed and analysis at a formal monthly review with Retail Business Partners
• Review performance of shop/stores against target. (merchandising, hygiene and service standards are covered in CR checklist)
• Create excitement and commitment to achieving the agreed KPI’s ‐ Fuel volumes, lubes volumes, CR targets, service score + 1 or 2 local KPIs
• Follow Guidance provided in the reward and recognition agreed programs [Sales League Program]

 

REQUIREMENTS

Experience:

• Undergraduate University degree.
• Post graduate degree in Business Administration or similar field is an added advantage.
• Minimum 5 years of experience in similar positions or relevant role.
• Significant Retail experience.
• Proven record of good project management skills.
• Solid downstream business knowledge (can do, troubleshooting solving and adapt).

Skills & Competencies

• Fluent in local business language
• Proficient in English is desirable
• Organisation / Priority Management
• Problem solving
• Communicate clearly
• Customer Relationship Management
• Partnership Network development and planning
• Stock control and management
• Standards Office Software (Text/Spreadsheets/e-mail/..)
• Sales follow-up
• Assessing risks in the workplace
• In-store sales
• Identify and understand customer’s needs.
• Result oriented.
• Clients relationship oriented.
• Commercial negotiation
• Merchandising, facing
• Customer service orientation
• Business Planning
• Result analysis/Performance
• Market Analysis
• realistic and clear targets
• Conflict Management
• Strong analytical skills
• Ability to communicate
• General efficiency
• Enthusiasm
• Respect for norms
• Stress management
• Sensitive to community needs, proposes creative, cost efficiency solutions to address them.

Key Relationships and Department Overview:

KEY RELATIONSHIPS

• Internal: Retail Manager, Country Management HSSE, HR, Finance, Operations and Maintenance Teams, Convenience Retailing Team, Network Planner and Retail Business Partners/Stations Managers
• External: Customers, Regulatory Authorities, Contractors, Brand partners, Fuel and Non-Fuel Suppliers; Landlords/owners; Planning authorities

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