• Optimising the performance of a defined number of service stations through independent dealers operating for their own account within the context of a competitive marketing environment with regulated and tight margins
• The role of the 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 – ultimately the Territory Manager is accountable for everything that happens in his / her area.
• The 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)
• With the key requirement of the P&L Approach (TEMPO) 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

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

o CODO agreements – ensure all CODO sites have signed agreements including updated cost schedules

o 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

o Lead re-activation of the inactive site and ensure all parties accountable for their contribution, including:

o Follow up with the Investments team to find a buyer for a closed site where applicable

o Follow up with the engineer to minimize delays in upgrade projects

o Following up with retail licenses, contracts, dealer change matters, etc

o

Wet stock Management:

o Implement Webstock and are doing proper electronic and manual recons daily at all sites in your region

o Report reconciliations monthly

o Involvement in sites reflecting losses or suspicion of leak measure from WhatsApp report to resolution

o 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

o Ensure the operating contract is signed

o Work with the Shops team to execute

o Ensure rental is billed

o 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

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

The Territory Manager monitors performance indicators for his/her portfolio and provides visibility for his management:

• Monitors the level of GMVC by site and corrects any negative deviation from expected / budgeted GMVC
• Analyses the contribution account (NCA) monthly for each of his points of sale
• Reports all deviations, anomalies or booking errors to management control in order to correct the report
• Analyses 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
•  Conducts 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
• Analyses 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)
• Discusses 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
• Implements pricing, rebate and discount levels approved by management and makes recommendations where required
• Assists in the appropriation, commitment and liquidation of capital expenditure based on site specific requirements (budget does not reside in Retail sales)
• Provides input on annual budgeting process through the provision and consolidation of information – provides seasonality input as required
• Forecasts 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
• Ensures 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