Territory Manager

Job Description

Animation-Training-Quality

Station visits: A minimum of one monthly visit with observations/action plan properly documented. Record of visit must be maintained at the station and countersigned by the dealer or representative.

Quality/Service: Ensure Top Service is implemented and practiced on stations within the territory. Reviewing Top Service Performance with the dealer and implementing corrective actions.

Training: identify staff training needs to be addressed through continuous on-site training and specific training in liaison with Training Manager. Scope of work includes HSE, Compliance and Ethics, Station Manual, and commercial development.
Salsa – Log station information, weekly call plan and call reports and follow up in Salsa.

Management & Profitability

Contractual and legal framework:

• Ensure the existence of a contract for each station and control and monitor dealers’ activities.
• Ensure proper liaison with government agencies in the territory on behalf of the Company.
• Monitoring of employment contracts, rentals and other royalties.
• Monitoring salaries and utility bills including rates are timeously paid.

Financial follow-up:

• Profitability – tracking the financial profitability of stations in assigned territory using real and projected P&L.
  Ensure monthly reconciliation between SAP Account + manual 411. Validating the balance and accounting records.
• Reporting and Risk Management – Prompt and accurate reporting of periodic activities at the stations and update the following reports when due: Financial review – monitor financial risk, Month end checks, Stock Control, PnL tool, TOM-R, Quality chart, Safety inspection (Risk Assessments), Non-Fuel Report, Stock-out and Stock Loss Analysis,

Operations:

• Liaise with CSC and depots to ascertain and monitor product deliveries.
  Asset Management – Establish equipment needs, plan, manage and protect company assets through regular, inspections and co-ordination of maintenance in liaison with Operations
• Stock Control – Making the gap analysis of the actual and theoretical stock at the station and determine stock variances

Commercial:

• Supervise all retail sales functions in the assigned territory.
• Conduct and adapt the group marketing policies to the environment.
• Ensure that all policies aimed at sales improvement and target realization are observed.
• Commercial Development & Project Management
• Assist dealers in identification of business opportunities, competitor monitoring and other business development activities.
• SFS – Enhancing the diversification activities, implementation of new shops and monitoring of shop activities in line with AMO standards, M-payments and solar projects.
• Card – Developing the card penetration rate per station and canvassing.
• Competitive Intelligence – Monitor and report competitor activities (price watch, new developments, changes, etc)
• Network Development – Identify and negotiate “new” service stations or prospects.
• To carry out any other duties as requested by the hierarchy

Context and environment

Zimbabwe is going through a time of extraordinary socio-economic and political changes. The scarcity of hard currency is strongly affecting the industry and hence the financial position of the dealers and caretakers is increasing the risks of fraud and unethical behaviour. In this environment, the incumbent will lead by example and work to ensure full compliance with Total Group HSE policies, technical referential and Code of Conduct. The market is regulated by ZERA with a complicated supply plan due to its land locked situation and predominant positions of global trading houses. TZIM has developed a leading position in network (27% market share) which needs to be defended and optimized.

Candidate profile

• HSEQ and Integrity performance at the service station.
• Timely reporting of anomalies and incidents.
• Sales budget achievement (white products, lubricants and SFS).
• Achievement of 85% for Top Service, Plot/station prospecting.
• Control of the business and assets as per agreed frequency (MLA renewal, stock controls, sales controls). Follow-up of audits.
• Credit terms monitoring (7 days for Retail).
• Proper and professional handling customer portfolio including customers’ account upkeep and timely reporting
• Proper management and accountability of customer stocks and supplies made through various supply schemes.

Additional Information

• HSEQ and Integrity performance at the service station. Timely reporting of anomalies and incidents.
• Sales budget achievement (white products, lubricants and SFS).
• Achievement of 85% for Top Service, Plot/station prospecting.
• Control of the business and assets as per agreed frequency (MLA renewal, stock controls, sales controls). Follow-up of audits.
• Credit terms monitoring (7 days for Retail).
• Proper and professional handling customer portfolio including customers’ account upkeep and timely reporting
• Proper management and accountability of customer stocks and supplies made through various supply schemes.

Offer ID74734BR

Metier: Sales, Marketing

Region, department, area: Zimbabwe

Workplace location (Precisions/Keywords): Zimbabwe

Employment type: Regular position

Experience level required: Minimum 3 years

Employer company: TotalEnergies Marketing Zimbabwe (Private) Limited

Branch: Marketing & Services

Interview location ; Zimbabwe

About us / company profile

Give your best to better energy and make the commitment with TotalEnergies. With over 500-plus professions in 130 countries, we offer high safety and environmental standards, strong ethical values, an innovation culture and wide-ranging career development. Be part of the global team whose mission is already shared by 100,000 employees: to make energy better each and every day.

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