Regional Sales Manager (Johannesburg-Biermann AV(ZAF)) at TotalEnergies

Candidate Profile

• You have a business degree with at least 5 years of relevant experience gained in a petrochemical sales environment
• You can understand the TMSA network and support function business models and processes
• You know, and deep entrenchment of TMSA’s ambitions and values as well as roadmaps, including TMSA’s policies and procedure
• In addition to your communication skills, you have exceptional people management abilities
• You are fluent in English (required score: 3.5 test bright)

Activities

HSE Objective

1.Wet stock Management

• Implement Webstock and are doing proper electronic and manual recons daily at all sites in your region
• Report reconciliations monthly
• Involvement in sites reflecting losses or suspicion of leak measure from WhatsApp report to resolution
• Contradictory dips are done 120 per quarter.

2.HSEQ audits

5 NFT with engineers completed for area per year

3.Ensure HACCP requirements are implemented at all food handling sites

• Each food handling site has submitted a portfolio of evidence
• Ensure the site adheres to required practices

4.Near misses:

• TM to log a minimum of 4 near misses and provide oversight for Dealer near-miss recording.
• Each site to log a minimum of 4 near misses for the year

5.Ensure RAMSES events are closed.

• Compliance with all HSE Policies, rules, guideline and legal requirements
• Promotion of safe working environment and positively contributing to the company HSE KPIs and risk reduction strategies
• That HSE competency requirements are identified & enforced within area of responsibility

Budget Commitment

1. Fuel sales are fully in line with the budget target,

2. Lube sales are in line with a 0.12% fuel-to-lube ratio

3. Branded shops turnover vs target of average inflation of prior year + 2% = increase from N-1

• Analysis of SFS items- per line to form the baseline for offer adapted based on location and most sales. And then do a profit share- for individual approach for these items.
• Work closely together with the SFS Marketing team to improve the profitability and the offer and additional offer on our sites

4.Non-branded shops turnover vs target of average inflation of prior year + 2% = increase from N-1

5.Top Service vs 90% target

6. DSO to be at <=3 days

7. Take action on sites defaulting on payments (breach, AOD, termination, cash in guarantee – if not settled within 3 days of notification on outstanding ACB)

• Profitability
• Monthly analysis of GMVC and NCA with evidenced actions taken to investigate anomalies.
• Site by site NCA review

1.Control of fixed costs and minor Capex and close Open Investment orders and POs

2.Defending our DODOs and CLDOs

• Work with Investments team to engage with landlord/dealer to have the contract renewed
• Ensure that the renewal sales agreement is signed
• Ensure that the renewal lease agreement is signed

3.Inactive to Active sites – zero inactive sites in the region

• Lead re-activation of the inactive site and ensure all parties are accountable for their contribution, including:
• Follow up with the Investments team to find a buyer for a closed site where applicable
• Follow up with the engineer to minimize delays in upgrade projects
• Following up with retail licenses, contracts, dealer change matters, etc

4.RAS implementation – ensure that all sites have signed schedules and implemented

5.Control 100% SFS TMSA policy respect by dealers

• Each site has signed a QSR contract where applicable and paying TMSA requisite rental
• Recommendation of suppliers
• Correct merchandising and layout
• Site participation in promotions

6.Control that every business developed on CODO sites generates rentals for TMSA

7.Implement a minimum of one white box concept in the area:

• Identify white box opportunity

8.Motivate for suitable QSR/non-fuel activity, including completing required documentation

• Ensure the operating contract is signed
• Work with the Shops team to execute
• Ensure rental is billed

9.Promote TotalEnergies Card under the network:

• Ensure that best-suited sites are identified for TotalEnergies card footprint growth.

10. Conversion of site prospects for handover for activation by Investments team. measured in SALSA

Stick to Basics

1.Implement TM S2B Action plan

2.CODO agreements – endure all CODO sites have signed contracts

3. CODO agreements - Ensure that at 3 year period on the CODO contract, the dealer is reviewed for continuation or cancellation of the remaining 2 years

4. New contract implementation:

• Margins reviewed for dealer change
• Margins reviewed for site upgrades ( shop and/or forecourt)

5. Minimum of one P&L analysis done for all CODO sites

6.Implementation of Young dealers:

• Identify sites up for sale for conversion to the YD site
• Participate in the YD selection process and engage with the dealer of the selected  candidate

7.SALSA:

• ensure that TM plan their weekly site visits and logs on Salsa
• All visit reports logged on Salsa
• All a-calls attached on Salsa
• All signed target letters are attached to Salsa
• access SVRs and VRs logged by the TM’s recording of prospect conversions

8. I-pad training per site to be above 75%

9.TM to be in the center of NFT and the main reference for dealers

10. KPI’s follow-up Monitoring

1.Legal agreements on Docuware and Legal register up to date

• Lease agreements - Ensure that there are no contradictory clauses between sales agreements and lease agreements for CAT15 sites
• CODO agreements – endure all CODO sites have signed contracts
• CODO agreements - Ensure that at 3 year period on the CODO contract, the dealer is reviewed for continuation or cancellation of the remaining 2 years with scheduled business reviews with the Dealer

2.SMD tool up to date

3.Control of fixed costs and minor Capex and close Open Investment orders and POs

4.ESO compliance – Basic 90% compliance / margin control

5. Bi-annual HR audits on-site

6.Special DEVCO preparation (& participation if requested)

7. Coordination of day-to-day issues with other Divisions

8.Retail and Group Audit follow up

9. SALSA at 100%- warnings to follow.