Retail- Business Development manager at Puma Energy

Main Purpose:

• We’re seeking someone who’s passionate about customer service and driving our retail success. In this role, you are expected to have a comprehensive understanding of the relevant contracts and ensure Retailers are diligently managed, using the correct governance, to deliver strong commercial results and achieve the business targets. This opportunity will evolve your professional ability and advance your personal skills. As Retail Regional Manager of a given region, you will manage all Puma Retail Service Stations within the region’s network.

Knowledge Skills and Abilities, Key Responsibilities:
Key Responsibilities
Retail Operations:

Maximising profit for Puma and delivering the agreed business plans of:

• Targeted Fuel volume in litres (maximization of ancillary profit functions);
• Non-Fuel Income (Convenience Retail);
• Profitability Monitoring.
• Brand standards and site essentials.
• Operational responsibility.
• Provide business advisory support service to retail stations.

Support retailers with:

• Business planning;
• Inventory management;
• Customer relationship management;
• Training essentials;
• Marketing;
• Pricing strategies;
• Maximising sales, turnover and profitability;
• Market Intelligence and competitor activities.
• Accountable for the business profitability and performance of the sites within the region.
• Business Growth through profitability improvement by implementing measures of improvement, cost to serve analysis and segment targeting.
• Work with “Lubricants Division” for development, promotion and volume throughput of Puma Energy lubricants at retail stations.
• To implement pricing, rebate and discount levels approved by management and to make recommendations where required.
• To monitor dealer margins (dry stock) and recommend changes if necessary.
• To ensure all costing associated with clients are accounted for.
• To ensure the collection of under recoveries- Credit management.
• To monitor the level of Gross Margin after Variable Cost by customer.
• To assist in the appropriation, commitment and liquidation of capital expenditure.
• To give input on annual budgeting process, the consolidation of information.
• To participate in the process of sales forecasting for the area assigned.
• To ensure errors are corrected and reconciliations are done and ensure customer service delivery.
• To ensure efficient administration, including asset control, within specified sales area.
• Continuously look for alternate service station investment opportunities to grow the network.

Wet stock process for defined sites:

• To ensure assist in ensuring effective wet stock flows to site.
• To ensure effective management of wet stock at all sites monthly, detailed investigation of all gains and losses.
• To investigate, and drive the resolution of SOC gains and losses where applicable.
• To monitor error transactions, investigate and route to relevant areas for resolution.
• To follow-up on all matters referred to other areas of the business for resolution.

Health Safety Environment and Quality:

• To ensure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and legislation so as to minimise all risk pertaining to company assets and protection of life.

Context and Environment

• 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
• Tension in achieving an effective balance between marketing benefits and profitability for both dealers and Puma Energy to ensure long-term sustainable and profitable business in a dynamic market where motorists have freedom of choice
• Identify financially viable solutions for each service station within the agreed operating model and convince dealer to adopt this solution.

Accountability

• To enhance the performance and improve the image of the service stations by providing financial and operational activities on all aspects (wet stock, dry stock, car wash, and other activities) of service station management so as to ensure sustainable increase in the market share and maximised profitability for the dealer and Puma Energy.
• Proactively capture all service station activities, assessment and compliance reporting in CRM application for every retailer visit, Retail standards assessment, Convenience standards assessment

Qualification/ Experience Required

• A minimum of Bachelor’s degree in Marketing, Management or Finance.
• Min 3 years focussed experience within downstream petroleum, FMCG or convenience retail.
• Business acumen and analytical.
• Understanding of the business models and processes. The ability to understand and convert data into a clear output. Using this output to advise dealers on the best way forward.
• Performance driven attitude.
• People management and communication skills to engage with dealers successfully.
• Ability to effectively prioritise.
• End to end management from dealer to customer.
• Excellent interpersonal and negotiation skills to ensure the outcome delivers a mutually beneficial solution that has a positive impact on the P&L.
• Performance and contract management skills
• Stakeholder management skills to manage multiple internal and external stakeholders.
• Knowledge of Puma Energy compliance requirements, Policies and Procedures.

Key Relationships and Department Overview:
Reporting Structure

• Reporting directly to Retail Manager: Puma Energy South Africa for the region