The purpose of this job is the management of Retail stations in line with the company strategy, policies and procedures to ensure delivery of sales volume targets for Fuels, Lubricants and LPG, operational and profitability targets per station within the territory and for the entire territory as a whole while ensuring all station operations are conducted within the law as prescribed by various duly constituted regulatory bodies and in keeping with the laws of the country.
The Territory Manager will be the liaison between the company and the dealer, ensuring all operations at the station from sale of fuels, lubricants, LPG and non-fuel retailing activities conducted at the station are done in a safe manner with due regard to Company policies and industry best practices.
Duties and responsibilities
1. Draws up a P&L forecast at least once a year for each station under his/her jurisdiction and balances the P&L forecast for Company Operated Stations
2. Develops a profitability grid for each CODO and DODO station
3. Calculates the working capital requirement for the operation of each Company Operated station and revises it as soon as necessary
4. Conducts monthly gauging (Dip readings) in each of the stations and performs monthly station pump index readings in order to verify compliance with exclusive supply rules.
5. Measures fuel losses and gains by performing dip meter analysis and recommend necessary action to mitigate and reduce the losses that are above tolerance.
6. Conducts a monthly shop inventory for each of the station
7. Measures shop losses and gains and calculates the actual margin per product family by performing a balance of materials.
8. Conducts a monthly check of cash for each of the Company Operated stations and calculates cash in hand and banking reconciliations against sales.
9. Handles the end of dealer contracts and manages the commercial aspects of contracts with dealers.
10. Recovers receivables and collects unpaid invoices to ensure no outstanding overdue amounts (TAR management).
11. Controls HSEQ standards, station quality levels and maintenance activity.
12. Builds and follows action plans for each station.
13. Recruits and coaches dealers and give them one-on-one advice
14. Proposes training plan and ensures that station staff attends compulsory training sessions.
15. Analyses sales of fuel, LPG and Lubricants on daily, weekly and monthly basis and diversification sales on monthly basis and ensure achievement of monthly and annual sales and profitability targets for each site.
16. Monitor territory delivery of the customer commitment (Monthly service standard and housekeeping checks, Mystery Shopper surveys) and compliance to Site Operations/HSSE standards, contracts and all legal and regulatory compliance by the Dealer. Instigate remedial action plans where necessary.
Job Requirements
1. Bachelor’s degree in Business, Marketing, or related field
2. Minimum 3 years of work experience in a similar role
3. Proficient in MS Office
4. Excellent oral and written communication skills
5. Great collaborative and time-management skills
6. Sales-oriented and analytical
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