Specialist - Retailer Selection Process at Astron Energy (Pty) Ltd.

Custodian and Lead of the Retailer Selection Process.

• Partner with area Sales team, Trainers, and Contracts Management team to execute a seamless and timely retailer selection process that will ensure that the best candidates are appointed as retailers. Own, build and manage a retailer candidate pool from which to select future retailers. Partner with the Transformation Manager to develop and execute a solid Retail Transformation agenda that ensures the success of the transformation candidates.
• Develop and manage best processes and standards for recruiting retailers in the DIT network (Cape Town, Durban and Gauteng) (CORO, CLRO, RORO and ROWA). This entails managing and conducting various elements of the Retailer selection process for the area/sales district. It also includes screening and evaluation of all service station enquiries.
• Ensure due process is followed in the instances of willing buyer, willing seller as well as the retailer selection process implemented in terms of the new Franchise Agreements.
• Co-ordinate the Renewal Process from end to end. This entails categorisation of a site as either a renewal or non-renewal and liaise with relevant stakeholders to ensure the relevant processes for each scenario is achieved.
• Attend to due diligence requests, inter alia, Know Your Counterparty (KYC).
• Co-ordinate the retailer selection process for non-pumping sites as well as NTC’s and NTI’s.
• Onboarding employees and attending to refresher training of the retailer selection process and the renewal process. Attend to sessions with the Branded Investor and Branded Marketers to align them with processes and best practices.
• Ensure LOI and contractual obligations are met, and that all conditions precedents are delivered upon.
• Manage selection panel process to ensure that correct attendees are invited, with relevant experience and contribution to the process.
• Develop Dealer mentorship program

Financial Perspective

• Lead Panellist on the business plan and cash-flow presentations to ensure accuracy of assumptions and business sustainability
• Track and monitor monthly performance of newly installed retailers and advise of any risk to meeting targets. Monitor portfolio of new retailers for the first year, and work with the sales team to mitigate any risks.
• Manages operational expenses in line with approved budgets.

Customer Perspective

• Manage engagement with all potential retailers and ensure retailer pool remains healthy. Ensure appropriate and best retailer is placed at sites in line with stated policies and processes
• Responsible for all site advertising either directly or via a third party
• Contract owner for any external service provider. Manage PetroConnect and other service providers
• Manage the Retailer selection process by assessing profiles, coordinating panel scorecards, approvals etc.
• Ensure no delays to site streaming as a result of late or delayed retailer selection activities

Business Excellence

• Ensure adherence to the Retailer Selection Process, including the review of applicants’ application forms for completeness, conducting retailer Due Diligence, that the Winners Profile Assessment is conducted by the Training team
• Manage request psychometric testing and scenario based behavioural assessment to be done by an external service provider.
• Ensure the process for the pool of approved Retailers are followed through.
• Match applicants from the pool with sites for sale.
• Liaise with NBAS in respect of NTI/NTC or dry sites.
• Compilation of documentation for retailer approvals and facilitate full approval as per process.
• Issue Letter of Intents to the prospective retailer as well as response letters to unsuccessful candidates.
• Attend to KYC and provide supporting documents to Compliance.
• Work with compliance to conduct candidate business due diligence
• Compilation of documentation for the commencement of the Installation process.
• Manage the Retailer Selection Process with the relevant stakeholders.
• Work with the Contract Management team to ensure all legal documents, letters, LOIs and contracts are drafted accordingly, and in line with any conditions precedent of special obligations as a result of any negotiation or special agreement.

People Management

• Manage all stakeholders across the business to ensure seamless execution of the retailer selection process, and to ensure timelines are met
• Share all necessary legislative and/or regulatory guidelines and policies relevant to the retailer selection, as well as do’s and don’ts to ensure full understanding and alignment by all stakeholders
• Manage all external service providers in line with their deliverables, and ensure seamless interfaces and activities are undertaken to optimise the process and meet deadlines.

Professional Qualification and Certifications:

• Degree – Sales and Marketing, Business management

Work Experience:

• Experience in Retail Sales as a Territory Manager or similar
• Petroleum industry experience
• Retailer selection process experience

Knowledge and skills:

• Strong Business and financial acumen
• Strong Project Management
• Attention to detail
• Deep understanding of Retail Service Station profitability from a Retailer perspective
• Contract management knowledge
• Good stakeholder management skills
• Good verbal and written communication skills
• Good analytical skills