The Territory Manager handles day-to-day operations at sites in his / her area:

• Manage all commercial aspects of contracts with dealers
• Oversees the implementation of all new dealers (new dealer or transfer)
• Manages the full Contract process
• CODO agreements – ensure all CODO sites have signed agreements including updated cost schedules
• Ensure that at 3 years, the dealer is reviewed for cancelation or renewal through proper Business Review process
• Recovers receivables and collects unpaid invoices
• SALSA – adhere to the monthly KPI’s (Visit reports, Quick Checks, Action Plans, Contradictory dips); Ensure weekly site visits planned on SALSA;
• Recording of prospects – ensure close out in SALSA
• Individual spends at least 70% of his time at service stations
• Ensures compliance with the terms of the contract in the field of maintenance (Who does what?);
• Follows up with Maintenance team to ensure commitment to timelines
• Inactive site management – ensure that inactive sites are minimised and effectively managed
• Lead re-activation of the inactive site and ensure all parties accountable for their contribution, including:
• Follow up with the Investments team to find a buyer for a closed site where applicable
• Follow up with the engineer to minimize delays in upgrade projects
• Following up with retail licenses, contracts, dealer change matters, etc

Wet stock Management:

• Implement Webstock and are doing proper electronic and manual recons daily at all sites in your region
• Report reconciliations monthly
• Involvement in sites reflecting losses or suspicion of leak measure from WhatsApp report to resolution
• Contradictory dips are done 20 per quarter.

The Territory Manager develops his/her portfolio:

• 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, a NFT meeting with maintenance, SFS, management, optimisation, development…
• Conducts competitive and sector intelligence (prices, services, offers, innovations…)
• Develops his/her portfolio by qualifying potential prospects and suggesting what economic terms should be granted (CODO + land)
• Reports all installation opportunities (DODO) to the development section
• Defends existing DODO’s in portfolio by working with Investment team to identify sites that are close to end of contract/lease; Ensure that sales agreements and/or lease agreements signed within an appropriate timeline to ensure business continuation
• Motivate for suitable QSR/non-fuel activity, including completing required documentation
• Ensure the operating contract is signed
• Work with the Shops team texecute
• Ensure rental is billed
• Propose white box options and follow through with SFS team

The 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 trainer; Assists with recommending caretaker dealers as and when
• required
• Applies the promotion policy in the YD model; Becomes an ambassador for the YD program by supporting the YD’s in his/her area through coaching and mentoring
• Detailed TEMPO analysis to provide financial guidance to the YD as well as to ensure that the site financials are clear to all internal stakeholders;
• Completion of TEMPO reports on time as per the requirements of retail Business Support in line with the YD Steering Committee timelines
• Ensures station staff attends compulsory training sessions (HACCP, Fire Fighting…)
• Coaches dealers and gives them one-on-one advice
• Assists in developing, coaching and mentoring new sales staff to promote a positive working environment which will attract and retain skilled staff

Candidate Profile

As a Territory Manager, you would be responsible for the following: 

• Monitoring the level of GMVC by site and corrects any negative deviation from expected / budgeted GMVC
• Analysing the contribution account (NCA) monthly for each of his points of sale
• Reporting on all deviations, anomalies or booking errors to management control in order to correct the report
• Analysing diversification sales on a monthly basis (shop, carwash, bay and food)
• Monitoring of dealers credit performance – provides the back-office/credit and management with the necessary information needed to facilitate the unblocking of orders; Required to constantly evaluate credit performance versus guarantee in place to manage risk to TMSA
•  Conducting a gap analysis between the NCA and the budget for which he/she is responsible – is able to support and recommend interventions as required to ensure the sustainability of sites whilst protecting TMSA’s margin
• Analysing fuel sales for each of his/her stations on a daily basis (weekly at least) through the available reporting tools – provides input at month end into the volume analysis report that is managed by the RSM (requires detailed knowledge of the factors impacting volume performance at site level)
• Discussing performance in each of his/her stations with their N+1 or during a BR, at least twice a year – proposes recommendations and/or areas of improvement
• Implementing pricing, rebate and discount levels approved by management and makes recommendations where required
• Assisting in the appropriation, commitment and liquidation of capital expenditure based on site specific requirements (budget does not reside in Retail sales)
• Providing input on annual budgeting process through the provision and consolidation of information – provides seasonality input as required
• Forecasting sales monthly for the next three months for the area assigned as per the TACTIX tool; Provides relevant marketing and/or environmental information that may negatively or positively impact the 3-month forecast
• Ensuring efficient administration, including asset control, within specified sales area.
•  Implement the S2B action plan by site

The P&L Approach:

• Draws up a P&L forecast at least once a year for each of his/her CODO and uses the P&L forecast (TEMPO) to suggest the rent to be charged to dealers; Suggested rental to be applied in CODO contract based on the available value split between Dealer and TMSA and to be negotiated on a site by site basis
• Manages the financial risks by conducting monthly checks of the dealer’s financial health and analysing economic and sales performance
• Completes a monthly actual P&L for each CODO station in his/her portfolio and analyses the actual P&L versus the forecast P&L and explains deviations
• Proposes an ad-hoc action plan to address deviations

The Territory Manager enforces, animates, develops and controls Network policies in the field of Top service; shop; carwash; food, activations and promotions:

• Makes use of checklists to control implementation of the Network’s sales policies (Forecourt, Food, Wash, Shop, Bay)
• Controls station quality levels using the Top Service form
• Implements action plans necessary to make stations compliant
• Proactively manages the relationship with dealers in his portfolio around the action plan
• Oversees activations, promotions and dealer operational challenges
• Controls the implementation of standards applicable to the TOTAL brand

HSSE:

To effectively manage and minimize HSSE risk within area of responsibility by ensuring:

• Compliance with all HSSE Policies, rules, guideline and legal requirements; Including HACCP enforcement and monitoring
• Promotion of safe working environment and positively contributing to the company HSSE KPIs and risk reduction strategies;
• That HSE competency requirements are identified & enforced within area of responsibility.

Territory Manager specific HSSE requirements:

• Control of 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 procedures
• Assists in the investigation, management and resolving of SOC wet-stock losses
• Ensures that dealers/contractors control delivery and unloading of product on site
• Attends and contributes to Wet-stock Committee area reviews organised by wet-stock management team
• Ensures HACCP requirements are implemented at all food handling sites (ensures each site has submitted a portfolio of evidence and ensures the site adheres to required practises)
• Logging of Near Misses as per agreed departmental commitments
• Ensure all incidents logged are closed in INTELEX with the required comments by incident/site
• Reports and follows up incidents/accidents at stations and drafts a return of experience feedback report