Business Development & Tenure Renewal Specialist - Durban at Astron Energy (Pty) Ltd.

Job Description

• Secure new business opportunities and renew Head Leases and Supply Agreements primarily in the KZN region. Grow sales revenue by employing a targeted new site acquisition approach and identifying mar opportunities
•  Improve volume and financial performance of a as result of tenure renewal processes, site acquisition and targeted redevelopment of existing service station facilities.
• Review refurbishment opportunities with the view of improving the performance of service stations
• Review opportunities to purchase property from existing landlords/customers by performing the appropriate due diligence and financial analysis
•  Develops and ensures approval of business cases for site upgrades and Knock Down Rebuilds (KDR) in the KZN region
•  Ensure legal compliance of site development and site conversions proposals that pertain to any transactions including but not limited to 3rd Parties, Landlord, Retailers, Branded Marketers, training, development and maintenance of legal standards to all support staff, manage Conveyancing.

Financial Perspective

• Developing profitable and sustainable deals by building sound financial deals that meet/exceed defined financial performance metrics, taking full accountability of all inputs.
• Assessing risk and financial viability of agreements with Landlords, Agents &/ Property Owners.
• Ensure that all assets write offs are completed as per procedure and all documentation completed and submitted to Finance.
• Understands deal making, costs, pricing exposure elements to suggest potential solutions in managing such costs and risks for maximizing profitability
• Tracks results and makes continuous improvements on total profitability. Ensure margins are achieved for the Retail portfolio for which they have responsibility.

Customer Perspective

• Negotiating New Build and Lease and supply agreements with customers of Astron Energy.
• Manage the Growth of New business within the Retail Business (KZN NTI’s and NTC’s).
• Positive and sustainable customer relationships to ensure continuity and credibility of negotiation and engagements.
• Conduit between Astron Energy and customer for all potential negotiations and secures and verifies valuation of real property and goodwill through an approved regional appraisal process. 
• Manage landbank portfolio including all requirements and obligations.
• Understanding of competitor environment and through Market Intelligence monitors key market forces such as market size, annual growth rate, profit margin, competitive intensity, regulatory environment, technological requirements, margin vulnerability and environmental impact.

Internal Processes

• Interfaces with Sales and Network Planning teams on a scheduled basis to develop and analyze network priorities.  This includes identifying site specific priorities and sequencing requirements for Class of Trade / tenure renewal shifts and being responsible for execution of planned actions related to network development and renewals of supply and lease agreement. 
• Meet and engage with the Retail Network team to determine the best layout for the Service Station in order to establish the baseline negotiation agreements.
• Facilitate and coordinate with Finance for landlord additional financial support to enhance retail service stations and secure lease and or supply agreements.
• Responsible for seeing new deals through to the execution phase including the correct SOCA approvals.

People Management

• Management of relationships and influence with internal key stakeholders to meet terms of agreements and in a timely manner.
• Management of Relationships with Landlords, Agents &/ Property Owners and other appropriate external stakeholders.

Professional Qualification and Certifications:

• Business Degree or equivalent
• Property Development and Financial Degrees / post Matric qualification and experience Finance will be advantageous

Work Experience:

• At least 3- 5 years in a similar field in negotiating property acquisition, site retention and refurbishment deals.
• Experience in Petrochemical Retail industry is preferred; Knowledge of the petroleum industry regulations including the Regulated Accounting System [RAS]; Lease and supply agreement negotiations experience is essential
• Commercially savvy Property negotiator with an in depth understanding of Commercial Property law and Finance as well as business case development
• Independently leading Real Estate negotiations and some experience in town planning relationships with local authorities will be an advantage.

Knowledge and skills:

• Understanding of South African oil industry Retail business, Understanding of South African Regulatory system especially environmental and property law, Financial Skills, Marketing, Property and property development, negotiation skills.
• Strong Project management experience and the ability to understand and review legal documents
• Strong interpersonal and communication skills, legal, financial, and analytical background, together with significant industry and trade-class-specific experience, as well as experience in the execution of complex cross-functional projects.
• Budget management with strong Influential skills
• Must be highly networked and bring own social capital into the role.
• Strong Presentation Skills with proven record of accomplishment in constructing differentiated customer value propositions. 
• Analyzes a problem and often resolves them with little assistance from supervisor or peers.
• Ability to build mutually beneficial and credible relationships in the Investor community. 
• Must understand and provide expert decision support on investor trade class programs, retail support offerings, and strategic portfolio decisions.