Territory Manager - Retail at Astron Energy (Pty) Ltd.

Job Description:

Partners with retailers to achieve profitable operations, growth in volumes and improved profitability. Monitors that service station facilities and dispensing equipment are properly maintained. Resolve any field related problems that may arise whilst ensuring attainment of Credit KPI’s
Sales and Operations Management

• Ensure Marketing customers are profitable in terms of supply chain and customer profitability direction
• Utilizes MOS system and tools to inform account planning and NOI improvements to high-grade the customer network
• Responsible for area value chain optimization plans to maximize gross margin. Plans and executes marketing strategies, processes, programs, standards and operations across the various classes of trade for fuels, lubricants and additional profit centers, consistent with the business plan and the AE way
• Achieves financial and operational goals, and for integration of all marketing-related activities within designated territories
• Manages a professional and healthy business relationship between AE and Retailers within the designated territory
• Partners with retailers to achieve profitable operations, growth in volumes and improved profitability
• Achieves financial and operational goals including image stewardship, customer first, brand, health environment and safety. Conducts business advising calls as per agreed call cycle to review, measure, report and assist retailers towards achieving agreed business plan targets, counseling retailer on profitability and suggesting actions, then reporting progress and/or recommendations to AE management
• Ensures complete and robust account plans for the district to ensure profitability at customer level, plus monitors monthly performance and agreed action plans to ensure NOI targets are achieved
• Ensures consistent and disciplined execution of processes/procedures/programs and systems towards achieving business plan commitments within the sales area and channel, across class of trade for fuels, lubricants and additional profit centers as appropriate, consistent with the business plan and the AE way
• Monitors that service station facilities and dispensing equipment are properly maintained. Resolve any field related problems that may arise whilst ensuring attainment of Credit KPI’s

Planning & Reporting

• Utilizes MOS system and MOS tools on a daily basis to manage customer profitability and track OEAT and NOI metrics. Annually conveys AE business plan targets and requirements for inclusion in future plans and reviews and aligns and negotiates retail site plans, customer account plans and profitability improvement plans to achieve these on a regular basis
• Handles and submits on time any documentation required as well as all internal company reports and surveys. Shares this information with the Retailers and AE management to assist with business strategies

Retailer Selection / Identification of new business opportunities

• Assists with retailer selection process of new retailers - this includes initial interview, business plan panel and thereafter site installation
• Interfaces with all affected business units to manage a seamless implementation. Carefully monitors the market and competitor moves and strategies to identify new business opportunities, volume growth opportunities and solutions for Retailers related to growing business and shared strategic planning which dovetails AE growth areas and anchor markets with that of the customer

Retailer Development

• Assists the retailers with in-house training as and when required, ensuring that all retailers and relevant staff are developed to a high standard of proficiency in the sale of our product range and the AE systems to run the business

Market Intelligence

• Monitors and benchmarks external trends including competitors, regulations, industry trends and structure, as well as new business opportunities and keeps informed of competitive acquisition activity
• Recommends policy updates to Management to meet competitive market conditions. Tracks and benchmarks competitive activity within the territory, then analyses to understand the implications of external environment changes on the business to enhance decision making

OE and Compliance

• Implements and monitors Corporate operational excellence safety standards and programs for all customers
• Ensures that the retailer is aligned with all AE processes as well as government regulations such as health environment and safety, licensing and local ordinances
• Complies with the operational excellence / health environment and safety Corporate standards and incorporates into daily guidelines. Ensures full compliance with company policies/SOX as it relates the marketing

Required Qualifications:

• Successful candidate should have a Degree in Business Administration, Economics, Statistics, Commerce, Marketing etc. or the equivalent
• A clear understanding of marketing operations within South Africa and is able to develop relationships with stakeholders i.e. customers, retailers, partners, service providers, etc.
• 3-5yrs sales experience preferably in a Retail environment.
• Proven experience in dealing and engaging with external business partners
• Affinity for brand building, well developed negotiation, relationship building and problem solving skills
• Knowledge and experience of both fuel and non-fuel retailing as well as OEHES requirements at retail sites
• An unendorsed driver’s license and availability to travel and deal with retailer emergencies after hours

Skills required:

• Leadership capacity and capability
• Proven track record of Operational Excellence delivery
• Strong financial and analytical skills
• Business acumen and organizational savvy
• Excellent verbal & written communication and presentation skills
• Creative and critical problem solving skills
• Excellent interpersonal and negotiation skills

The successful candidate must have the following:

Preferred Qualifications:

• Degree in Business Administration, Economics, Statistics, Commerce, Marketing etc. or the equivalent

Closing Date: 26th, June 2022