Territory Manager Puma Energy

Main Purpose:
1. HSSE
Ensure all stations within the geographical portfolio are compliant to Retail Policies and HSSE Standards.
2. Operational and Service Standards:
Create the conditions with Retail Business Partners and Station Managers that will put the customers at the heart of everything that they do.
Ensure all stations within the geographical portfolio are compliant to the defined min Retail Service and Standards.
Ensure professional implementation of Puma’s Retail Customer and Retail Business Partners Value propositions
3. Performance
Manage the Business relationship, within a geographic area, with Puma Energy’s Retail Business Partners and Station Managers, dispensing business advice in order to maximize profitable returns for both Puma Energy and the Retail Business Partners.
Responsible for ensuring the performance of stations against sales and profit targets and associated KPI’s. Accountable for the delivery of the Puma Energy station and Retail Business Partners P&Ls.
Works with Retail Business Partners and Station Managers to collaboratively develop current financial year and 5 business year business plans in order to sustain and grow the profitable future of the station.
Where applicable, Ensure all COCO stations are compliant with established cash management and stock management procedures as laid down by Puma and updated from time to time

Knowledge Skills and Abilities, Key Responsibilities:

KEY RESPONSIBILITIES :

Ensure Station and Service standards meet at least the minimum requirement with an optimized level of well trained staff
Analysis the latest Retail Standards Score. Follow the existing action plans and set new action plans for the next cycle. Ensure Retail Business Partner has the correct level of staff for the service stations – on the forecourt, in the convenience store, driving the lubricant activity and at any other business activity. .
Marketing
Ensure that the stations always have the highest level of Puma marketing activities implemented, eg: promotions are current, well understood and are implemented as per the brief.
Competitor Intelligence
mapping and following what competitors do in the area
Operational Excellence

Wet stock reconciliation
Ensure Daily/Weekly/Monthly Checks are performed by the Retail Business Partners or Station Managers and recorded as per agreement with Retail Business Partners. Any leak detection should follow HSSE escalation and actions guidance provided in HSSE policies and manual.
Ensure we can account for the stock movements during the month, identifying loss through leaks, short deliveries or dumping of competitor product.
Task Follow up (previous not closed)
Agree action plan with the Retail Business Partners for follow up
Retail Business Partners payments / overdue
Ensure all dues including rental and lubricants payments are made timeously.
CRM
Fully use the CRM tool to assess and measure the stations standards and readiness to serve customers. (people, equipment, VI, maintenance, Safety..)
HSSE discussion with site staff + Check of PPE + Safe handling of goods
Take full responsibility for all HSSE matters at service stations with the portfolio. Engage and seek the guidance and assistance of the HSSE team as required.
Security Review for stations
Complete the security risk survey arising action plans are closely followed (every 6 months for high risks, every year for medium risks and every 2 years for low risks)
Cash Management & Stock Management Procedures
For COCOs, Ensure cash reconciliation & fuels & lubes stock reconciliation checks are done daily as per SOP.
Station Business Plan
Use the CRM tool to propose a business plan for every station. This includes the setting of annual objectives and proposals for any needed investments – Goals for Success
Energized Teams
Training and coaching of Station staff
Ensure the Retail Business Partners or the Station Managers are dedicating time for coaching and training the staff.
Guiding of staff on their individual and collective targets
Ensure staff perform at the required level, are recognised and rewarded as per agreed Programs
Ensure Station staff are fully engaged on station targets and they get feedback from the Retail Business Partner or Station Manager in a structure and professional way of their performance.
Ensure staff perform at the required level, are recognised and rewarded as per agreed programs [Sales League Program]
Profitable Partnerships

Legal and commercial review of contracts
Ensure all contracts are up to date and licenses to operate are current. Maintain the legal register on CRM and ensure all renewals are timeously exercised.
Retail Business Partners P&L + working Capital + Station value Sharing review
Identify the income, cost and working capital levers to improve the performance of each station. Closely follow the implementation of these levers.
Retail Business Partners/Station Managers profiling
replace low profiles and grow high profiles
Great Network

Network plan linked to Business plan
Profile the stations for better allocation of resources [Capex/Opex]
Prospection and Trade Area Analysis
Complete a Trade Area analysis for every station and ensure a SWOT to Identify local opportunities and potential new sites with the trading area is done as per the planning activity cycle
Property management
Real Estate screening to maximise the EBIT return / m2 and maximise utilisation of the real estate at every station.
Wining Retail – Performance

Sales Performance / sales analysis
Complete a thorough Volume Analysis with action plans. –These are to be presented to the Country Retail Manager on at least a monthly basis, The reports are discussed and analysis at a formal monthly review with Retail Business Partners CR
Review performance of shop/stores against target. (merchandising, hygiene and service standards are covered in CR checklist)
Station performance: discussion on performance against target for each KPI
Create excitement and commitment to achieving the agreed KPI’s ‐ Fuel volumes, lubes volumes, CR targets, service score + 1 or 2 local KPIs
Follow Guidance provided in the reward and recognition agreed programs [Sales League Program]
Puma Station P&L / Station Profitability
Analyse P&L by item to identify income or cost levers to improve the performance of each station
AD-hoc

Activity Ad-hoc: as needed [meeting with Government representatives, social events..

SKILLS & COMPETENCIES:

Experience:

Undergraduate University degree in Business Administration, Industrial Engineering or related field.
Post graduate degree in Business Administration or similar field is preferred.
Minimum 5 years of experience in similar positions or relevant role.
Significant Retail experience in Downstream.
Proven record of good project management skills.
Solid downstream business knowledge (can do, troubleshooting solving and adapt).

Skills and competencies:

Hard Skills

Fluent in local business language
Proficient in English is desirable
Organisation / Priority Management
Problem solving
Communicate clearly
Customer Relationship Management
Partnership Network development and planning
Stock control and management
Standards Office Software (Text/Spreadsheets/e-mail/..)
Sales follow-up
Assessing risks in the workplace
In-store sales
Identify and understand customer’s needs
Result oriented
Clients relationship oriented
Commercial negotiation
Merchandising, facing
Customer service orientation
Business Planning
Result analysis/Performance
Market Analysis
realistic and clear targets
Conflict Management

Soft Skills

Ability to communicate
General efficiency
Enthusiasm
Respect for norms
Stress management
Sensitive to community needs, proposes creative, cost efficiency solutions to address them.

Key Relationships and Department Overview:

Internal: Retail Manager, Country Management HSSE, HR, Finance, Operations and Maintenance Teams, Convenience Retailing Team, Network Planner and Retail Business Partners/Stations Managers

External: Customers, Regulatory Authorities, Contractors, Brand partners, Fuel and Non-Fuel Suppliers; Landlords/owners; Planning authorities