The role of the Network Business Specialist (or Territory Manager) is complex, having to manage the relationship and contract with the dealer in an environment where support is required from various internal parties. The person needs to build internal relationships for the support required and work cross functionally in order to achieve goals \u2013 ultimately the NBS is accountable for everything that happens in his \/ her area.
\n\tThe further complexity is to manage the tension between a healthy relationship with a dealer, whilst looking out for the interests of the company (e.g. maximizing marketing benefits and profitability for both dealers and TSA)
\n\tWith the new role of the P&L Approach and managing the Young Dealer program the knowledge and skills required to be successful ranges between HR, marketing, technical and financial acumen. Ultimately to be in a position to identify financially viable solutions for each service station within the agreed operating model and convince dealers to adopt this solution<\/p>\n
Activities
\nThe duties and responsibilities of a Territory Manager are as follows:\u00a0<\/p>\n
\tInfluences 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.
\n\tConducts competitive and sectoral intelligence (prices, services, offers, innovations…)
\n\tDevelops his portfolio by qualifying potential prospects and suggesting what economic terms should be granted (CODO + land)
\n\tReports all installation opportunities (DODO) to the development section<\/p>\n
The Territory Manager takes part in managing human resources and positions in the Young Dealer stations:<\/p>\n
\tAssists in recruiting dealers, if necessary, with the help of a dedicated team and \/ or trainer
\n\tApplies the promotion policy in the YD model
\n\tMakes sure station staff attends compulsory training sessions (HACCP, Fire Fighting\u2026
\n\tCoaches dealers and gives them one-on-one advice
\n\tAssists in developing, coaching and mentoring new sales staff to promote a positive working environment which will attract and retain skilled staff<\/p>\n
The Territory Manager monitors performance indicators for his portfolio and provides visibility for his management:<\/p>\n
\tMonitors the level of GMVC by site and corrects any negative deviation from expected \/ budgeted GMVC
\n\tAnalyses the contribution account (NCA) monthly for each of his points of sale
\n\tReports all deviations, anomalies or booking errors to management control in order to correct the reports
\n\tConducts a gap analysis between the NCA and the budget for which he is responsible
\n\tAnalyses fuel sales for each of his stations on a daily basis (weekly at least)
\n\tProvides the back-office and management with all the information needed to unblock the order
\n\tAnalyses diversification sales on a monthly basis (shop, carwash, bay and food
\n\tDiscusses performance in each of his stations with his N+1 or during a BR, at least twice a year
\n\tImplements pricing, rebate and discount levels approved by management and makes recommendations where required
\n\tAssists in the appropriation, commitment and liquidation of capital expenditure
\n\tGives input on annual budgeting process, the consolidation of information
\n\tForecasts sales monthly for the next three months for the area assigned
\n\tEnsures efficient administration, including asset control, within specified sales area<\/p>\n
The P&L Approach:<\/p>\n
\tDraws 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 dealers
\n\tManages the financial risks by conducting monthly checks of the dealer’s financial health and analysing economic and sales performance
\n\tDraws 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 deviations
\n\tProposes an ad-hoc action plan to address deviations
\n\tThe Territory Manager enforces, animates, develops and controls Network policies in the field of Top service; shop; carwash; food, activations and promotions:
\n\tUses checklists to control implementation of the Network’s sales policies (Forecourt, Food, Wash, Shop, Bay)
\n\tControls station quality levels using the Top Service form
\n\tImplements action plans necessary to make stations compliant
\n\tProactively manages the relationship with dealers in his portfolio around the action plan
\n\tOversees activations, promotions and dealer operational challenges
\n\tControls the implementation of standards applicable to the TOTAL brand<\/p>\n
Enforces, animates, develops and controls Network policies in the field of HSSEQ:<\/p>\n
\tControls standards in terms of safety and security (equipment and processes)
\n\tResponsible for wet stock flows and management of all sites and ensures that dealers\/contractors adhere to wet stock policies and procedures
\n\tAssists in the investigation, management and resolving of SOC wet-stock losses
\n\tEnsures that dealers\/contractors control delivery and unloading of product on site
\n\tAttends and contributes to Wet-stock Committee area reviews organised by wet-stock management team
\n\tReports and follows up incidents\/accidents at stations and drafts a return of experience feedback report<\/p>\n
Candidate Profile
\nTo succeed in this role, you should demonstrate the following skills, qualifications, and experience:<\/p>\n
\tBusiness Degree and 3 years\u2019 experience gained in a petrochemical, production or business environment,
\n\tUnderstanding of TSA Network and supporting functions business models and processes,
\n\tKnowledge and deep entrenchment of Total\u2019s ambitions and values as well as roadmaps, including TSA\u2019s policies and procedures
\n\tPeople Management & Communication Skills
\n\tEnglish is the working language<\/p>\n
Apply via company website ( http:\/\/www.totalenergies.com\/ ) or<\/p>\n
jobs.totalenergies.com<\/p>\n
<\/p>\n","protected":false},"author":2,"featured_media":0,"template":"","meta":{"_promoted":"","_job_location":"","_application":"http:\/\/jobs.totalenergies.com","_company_name":"TotalEnergies","_company_website":"http:\/\/www.totalenergies.com\/","_company_tagline":"TotalEnergies\u00a0is a multi-energy company that produces and markets energies on a global scale: oil and biofuels, natural gas and green gases, renewables and electricity.\u00a0TotalEnergies has always been driven by an authentic pioneering spirit. It has discovered some of the most productive ... read morefields in the world. Its refineries have created increasingly sophisticated products and its extensive distribution network has rolled out an ever-expanding range of services. Total House, 3 Biermann Avenue, Rosebank, Gauteng, 2196","_company_twitter":"","_company_video":"","_filled":0,"_featured":0,"_remote_position":0,"_job_salary":"","_job_salary_currency":"","_job_salary_unit":""},"job_listing_region":[21],"job-types":[12],"class_list":{"0":"post-23886","1":"job_listing","2":"type-job_listing","3":"status-expired","4":"hentry","5":"job_listing_region-north-west","7":"job-type-full-time"},"jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-listings\/23886","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-listings"}],"about":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/types\/job_listing"}],"author":[{"embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/users\/2"}],"wp:attachment":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/media?parent=23886"}],"wp:term":[{"taxonomy":"job_listing_region","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job_listing_region?post=23886"},{"taxonomy":"job_listing_type","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-types?post=23886"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}