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Territory Manager - Puma Energy

Location: Harare
Alert: Application Deadline Expired

Job Summary

Main Purpose:

  • Create the conditions with Dealers 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 HSE and Retail Standards.
  • Manage the Business relationship, within a geographic area, with Puma Energy’s Dealers and Station Managers, dispensing business advice in order to maximize profitable returns for both Puma Energy and the Dealers.
  • Responsible for ensuring the performance of stations against sales and profit targets and associated KPI’s. Accountable for the delivery of the Puma Energy site P&Ls and the professional execution of Puma’s Retail Customer and Dealer Value propositions.
  • Works with Dealers and Station Managers to collaboratively develop current financial year and 5 business year business plans in order to sustain the profitable future of the site.
  • Ensure that Puma Energy is optimising a profitable network portfolio of retail real estate sites across the TM sales area. This includes proposing initiatives for the sales area :
  • Competitive Positioning strategy, bring the Community Village positioning to life,
  • Existing Network Performance Analysis,
  • Identification of future growth and churning the portfolio.

Duties And Responsibilities

  • Work with Dealers, Station Managers and associated Puma Country Teams (e.g. Convenience Retailing, Network Planners, Maintenance …) to ensure that the customer value proposition is aligned to each site’s customer needs. Ensure that all commercial conditions of the contract with the dealer are followed using the Puma Energy spirit as the base for all interaction with the Dealers/Station Managers.
  • Ensure full compliance to all Puma policies, procedures, HSE, security and operational standards for all concepts (e.g. Fuel Wetstock, Retail Standards, Convenience Store and all other Non-Fuel operations), within the Retail Village. The implementation of the operating standards (HSE, cash handling, Wetstock …) must be followed with formal visits to the stations built around a call cycle.
  • Work with Dealers and Station Managers to optimise the cost structures in order that they can afford to re-invest and that their customers can continue to afford to shop with them. Fully understands and is able to interpret and advise on the Dealer P&L, the station working capital evolution and the Site Profitability (P&L from Puma view).
  • Develop and drive sustainable sales and profit growth plans in order to maximise the profitable return of the site for both Puma Energy and Dealers for the product lines on the station e.g. fuels, lubricants, convenience retailing sales, carwash etc.
  • Create the development plan in order to increase footfall drivers and maximise the EBIT return per square metre of real estate for each service station within the geographical.
  • Use management information to conduct monthly and quarterly business reviews with dealers and stations managers. Highlight areas to continue to grow and build an action to focus on underperforming sites.
  • Ensure that all the assets are managed, controlled and maintained to the globally agreed standard. For assets which are not in compliance, an appropriate action plan must be in place to follow and track the route to compliance.
  • Propose initiatives and ideas to the Country Management and Marketing Teams which, if implemented would position the Puma Energy network as the best in class market operation. Support the implementation of the sales promotions and card/loyalty schemes.
  • Ensure all staff at every station follow the Puma Energy training modules for service station staff. Follow the development and performance improvement with Dealer/Site Managers.
  • Follow and report to the Retail management the activities of competitors.
  • Make full use of all Puma Energy systems and support tools e.g. When global tools such as CRM are deployed, it is obligatory to use these.
  • Identify NTP (new to Puma) opportunities in the sales area portfolio and build a pipeline of projects which will support the growth ambitions
  • Complete all standard documents, ie: DCF, Trading Area Analysis, Site Classification and Traffic count analysis, for all NTP to the country investment committee.

Qualifications And Experience

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

Skills and 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
  • Set realistic and clear targets
  • Conflict Management
  • Ability to communicate
  • General efficiency
  • Enthusiasm
  • Respect for norms
  • Stress management
  • Sensitive to community needs, proposes creative, cost efficiency solutions to address them.

How To Apply

To Apply Use Link:

Alert: Application Deadline Expired

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