Territory Manager - Witbank/Middelburg at TotalEnergies

Candidate Profile

• Business Degree and 3 years experience gained in a petrochemical, production or business environment, 
• Understanding of TSA Network and supporting functions business models and processes, 
• Knowledge and deep entrenchment of Total’s ambitions and values as well as roadmaps, including TSA’s policies and procedures
• People Management & Communication Skills 
• English is the working language

Activities

The Territory Manager handles day-to-day operations at sites in his / her area: 

• Manage all commercial aspects of contracts with dealers 
• Oversees the implementation of all new dealers (new dealer or transfer) 
• Manages the full Contract process o CODO agreements – ensure all CODO sites have signed agreements including updated cost schedules o Ensure that at 3 years, the dealer is reviewed for cancelation or renewal through proper Business Review process 
• Recovers receivables and collects unpaid invoices 
• SALSA – adhere to the monthly KPI’s (Visit reports, Quick Checks, Action Plans, Contradictory dips); Ensure weekly site visits planned on SALSA; Recording of prospects – ensure close out in SALSA 
• Individual spends at least 70% of his time at service stations 
• Ensures compliance with the terms of the contract in the field of maintenance (Who does what?); Follows up with Maintenance team to ensure commitment to timelines

The Territory Manager develops his/her portfolio: 

• Influences the network development policy in his / her area in close collaboration with Retail Investment / Development team through organising and leading, at least once a year, a NFT meeting with maintenance, SFS, management, optimisation, development...
•  Conducts competitive and sector intelligence (prices, services, offers, innovations...) 
• Develops his/her portfolio by qualifying potential prospects and suggesting what economic terms should be granted (CODO + land)
• Reports all installation opportunities (DODO) to the development section 
• Defends existing DODO’s in portfolio by working with Investment team to identify sites that are close to end of contract/lease; Ensure that sales agreements and/or lease agreements signed within an appropriate timeline to ensure business continuation 
• Motivate for suitable QSR/non-fuel activity, including completing required documentation

The Territory Manager takes part in managing human resources and positions in the Young Dealer stations:

•  Assists in recruiting dealers, if necessary with the help of a dedicated team and / or trainer; Assists with recommending caretaker dealers as and when required
•  Applies the promotion policy in the YD model; Becomes an ambassador for the YD program by supporting the YD’s in his/her area through coaching and mentoring 
• Detailed TEMPO analysis to provide financial guidance to the YD as well as to ensure that the site financials are clear to all internal stakeholders; Completion of TEMPO reports on time as per the requirements of retail Business Support in line with the YD Steering Committee timelines
•  Ensures station staff attends compulsory training sessions (HACCP, Fire Fighting…) 
• Coaches dealers and gives them one-on-one advice 
• Assists in developing, coaching and mentoring new sales staff to promote a positive working environment which will attract and retain skilled staff

HSSE: 

To effectively manage and minimize HSSE risk within area of responsibility by ensuring: 

• Compliance with all HSSE Policies, rules, guideline and legal requirements; Including HACCP enforcement and monitoring 
• Promotion of safe working environment and positively contributing to the company HSSE KPIs and risk reduction strategies; 
• That HSE competency requirements are identified & enforced within area of responsibility. Territory Manager specific HSSE requirements: Control of standards in terms of safety and security (equipment and processes) 
• Responsible for wet stock flows and management of all sites and ensures that dealers/contractors adhere to wet stock policies and procedures 
• Assists in the investigation, management and resolving of SOC wet-stock losses 
• Ensures that dealers/contractors control delivery and unloading of product on site
• Attends and contributes to Wet-stock Committee area reviews organised by wet-stock management team 
• Ensures HACCP requirements are implemented at all food handling sites (ensures each site has submitted a portfolio of evidence and ensures the site adheres to required practises) 
• Logging of Near Misses as per agreed departmental commitments 
• Ensure all incidents logged are closed in INTELEX with the required comments by incident/site 

Context & 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 
• The role of the Territory Manager is complex, having to manage the relationship and contract with the dealer in an environment where support is required from various internal parties. The person needs to build internal relationships for the support required and work cross functionally in order to achieve goals – ultimately the Territory Manager is accountable for everything that happens in his / her area. 
• The further complexity is to manage the tension between a healthy relationship with a dealer, whilst looking out for the interests of the company (e.g. maximizing marketing benefits and profitability for both dealers and TSA) 
• With the key requirement of the P&L Approach (TEMPO) and managing the Young Dealer program, the knowledge and skills required to be successful ranges between HR, marketing, technical and financial acumen. Ultimately to be in a position to identify financially viable solutions for each service station within the agreed operating model and convince dealers to adopt this solution