Retail Optimizer at TotalEnergies

Job Description

OPTIMISER
BUILD AND MONITOR MODELS & STUDIES

• Establish & maintain “Retail 1” data base to centralise station master data in one location and to assist in categorizing the network, modeling P&L and benchmarking between stations
• Implement and maintain TEMPO tool including training of TM’s
• Define proposals to improve CO economical models for future contract negotiations
• Realise & present strategic economic studies, cost reduction programs, project or new concepts profitability analysis
• Realise spot or permanent studies on activity profitability through multiple approaches (customers, pricing, margin, ..), e.g. D10 project

SUPPORT TO OPERATIONAL ACTIVITIES

• Piloting the P&L model for CO segments
• Support TM’s with Young Dealer P&L reviews
• Communication with TM on every optimization initiative and commitment to obtain
• Global optimization coherence between the different segments (CODO, CLDO, COCO, DODO)
• Optimizing financial results of CO stations (progressively with new contract implementation):
• Checking theoretical P&L of each station (basic model) is conforming to the initial model.
• Financial analysis in coordination with TM and potential measures to initiate
• Piloting costs reduction and revenue growth plans
• Define every new SFS concept business model (franchise partnership or other) and validate profitability on each site
• Optimizing financial results & development of DO stations :
• Define economical standards and evaluation tools to build a commercial offer (prospection / retie / TWash / Shop / QSR / Diesel price)
• Analyze profitability of every new concept
• ACTIVATION & TRAINING
• Train TM’s on Optimisation models
• Regional Business Review and 360 Degree business review preparation, automation and participation
• Field visits to understand commercial approach
• Training of TM on financial analysis methodology and use of tools
• Support TM in daily usage of the tools (TEMPO, SALSA, NCA)

PRICER

SETTING THE PRICES OF FUELS DISTRIBUTED IN TOTALENERGIES SERVICE STATIONS:

• Adjust prices of the stations in order to optimise the volume/margin ratio of the fuels using the pricing software
• Monitor macroeconomic indicators and budget progress as a team and participate in the decision on price movements at national levelCOMPETITIVE INTELLIGENCE
• Analyze daily the evolution of the competitive environment of the stations in its sector to adjust prices
• Ensures competitive intelligence in order to anticipate the effects of competition on the activity of the sector and to guarantee reactivity

FIELD FOLLOW-UP

• Raise awareness and support the Sales team in order to ensure the best operational monitoring of competitors, prices, volumes and margins of each station
• Draw up summary reports on the evolution of the stations

STUDIES AND STRATEGY

• Prepare and present various economic studies in relation to fuel prices or stations: competition, volumes, price repositioning, etc.
• Approximately 500 Active Service Stations – average volume 1,4 MT per year
• Piloting contracts profitability (CODO, CLDO, COCO – +/- 65%) and DODO 35%
• Business optimisation: data management, contracts, margin, SFS partnerships, costs, construction models, development, card models
• Permanent contact with all Retail DIVCOM, field team, development team, SFS team, Training.
• Transversal relationship with Financial Control departments
• Once the Fuel Price Optimisation Project is implemented this role will become part of the job dimension

Pricer

• Managing fuel prices in a geographical area: up to 3 products at around 549 (end 2021) service stations. Volumes: 1,4 MT per year; Gross margin
• Contribution to the establishment of the Price Policy
• Position in permanent contact with about 4 Regional Managers, as well as with ~24 Territory Managers
• Strong component of data analysis and studies

Context and environment

• Regulated environment doesn’t leave much room for fuel margin optimisation - Petroleum Products Amendment Act and Regulations incl. RAS model, Competition Law, Consumer Protection Act and all other applicable legislation, regulations and bi-laws within marketing, media and social media legislation.
• NDC/RDC governance vs Total Governance – change in progress
• Implement Group solutions and standards – requirement to align to Group at all times (S2B Action Plans)
• Diverse service station management modes & operators
• Established SFS partnerships to be challenged and new ones to be evaluated (Starbucks, Michelin, Bosch, La Croissanterie, Shop brand, …)

PRICER

• The recent transformation of the fuel industry has resulted in new competitors entering the market.
• These wholesalers typically buy from the traditional oil majors on a “Reseller” type of business model and enjoying massive discounts on all fuels.
• Over the years they have established their own retail networks mostly from abandoned, or neglected service stations. Their business models are vastly different to TMSA with the main aim of offering deep diesel discounts to the end consumer.
• This has led to other majors changing their pricing models to compete on price and to protect their market share.

Candidate profile

• Bachelor’s Degree, or equivalent National Higher Diploma in Accounting / Economics / Analytics / Mathematics / Statistics
• Technical knowledge or skills required: Experience in SAP modules SD and FICO, Advanced Microsoft Excel. Exposure to service station forecourt operating systems will be an advantage (ESO), Proven computer proficiency and data management capabilities
• Proven experience in Business- and Financial analysis with the ability to analyse large data sets to identify areas for optimisation
• Transversal experience in network management (preferably including experience as part of the commercial team and / or network financial control)
• Complete understanding of the various service stations management modes
• Vertical & transversal communication capacity