Summary

The role of the Territory Manager is to ensure the consistent delivery of Company’s customer commitment at Retail site level across a geographical area, maximising all sales and profitability potential whilst protecting Company’s interests, achieved through the effective coaching and motivation of Retailers.

Responsibilities

• Negotiate dealer contracts to deliver at least the minimum Retail business targets.

• Ensuring that no Network Dealer is supplied product on credit without the prior approval – Adhere to the MOA

• Ensuring that HSSEQ runs supreme in the operation of the Stations.

• Effectively controlling the Network Dealers to avoid any situation of product stock-outs at the stations, except in cases of force majeure.

• Negotiate dealer contracts within credit policy.

• Develop new and existing business adhering to company policies.

• Ensure dealers operate within the Terms and condition of agreement.

• Maintain an accurate view of territory profitability, understanding the profitability of each site and the commercial performance.

• Coach and support Retailers to manage all aspects of site operations and site business performance (including counseling under-performing sites)

• Sensitize customers on HSEQ related issues especially about storage and handling of petroleum products with regards to prevailing company procedures.

• Arrange technical services to customers and follow up on customer complaints on our services and products.

• Deliver Retail strategy.

• Provide coaching to the dealers to ensure they are able to deliver the business requirements.

• Conduct site visits with the dealer to view sites from a customer perspective and identify opportunities to improve the customer experience.

• Coach and guide dealers on how to get the greatest benefits to create and enhance the customer experience.

• Provide insight on what is happening in the marketplace and competitor activity.

• Build an enduring relationship with their Retailers that foster alignment and commitment to the company.

• Through focused coaching and provision of the company's tools and processes, help the Retailer to deliver excellent housekeeping and consistent friendly service.

• Manage and maintain territory plan through planned renewals/renegotiations for Dealer sites.

• Manage Territory Business development plans.

Education and Qualifications

• Bachelor of Business Administration, Bachelor of Commerce in Marketing or related field.

Requirements

• Should have Minimum of 3 years’ experience in sales

• Experience in Retail Network Management

• Experience in Brand/Product Management

Characteristics

• Stakeholder Management

• Manage Business Performance

• Negotiation skills

• Analytical skills: an organised and methodical thinker. Able to assimilate data and present it in a comprehensive way to different audiences.

• A good influencer with strong communication skills and the ability to deliver a clear message.

• Able to analyse and understand marketplaces to gain thorough understanding of customer needs and company strengths.

• Confident to make decisions where required.

• Methodical in approach to problems and to have good attention to detail, ability to identify problems with

  immediate resolutions whilst under pressure.

• Fluent presenter, happy to introduce new ideas and lead discussions.

Reporting To

B2C Manager