Territory Manager

Astron Energy (Pty) Ltd.; Durban; On-site; ZAR 200 000 - 300 000; Full time

Job summary

A leading energy company in Durban seeks a Retail Business Advisor to manage relationships and sales operations across service stations. The ideal candidate will have a post-graduate qualification, at least five years of relevant experience in retail sales, and a strong track record of driving revenue growth. This role involves strategic planning and delivering on business objectives to ensure profitability and operational excellence.

Qualifications

• At least five years of retail sales & operations experience, preferably in the petroleum industry.
• Proven track record of business turnaround and increasing sales through developed strategies.
• Field sales experience is preferred.

Responsibilities

• Manage Retailer relationships and ensure efficient sales operations.
• Devise sales strategies and analyze data to identify growth opportunities.
• Develop and execute business growth plans for network performance.
• Drive delivery of key performance indicators and ensure operational excellence.
• Provide guidance to retail site owners and develop a culture of teamwork.

Skills

Knowledge of fuel and non-fuel retailing

Strong selling and negotiation skills

Excellent verbal and written communication skills

Good stakeholder engagement skills

High levels of commercial acumen

Education

Post-graduate qualification in Sales & Marketing, Commercial, Business or a related field

Tools

MS Office

Job description

Job Overview

Provide business advisory support service to a number of service stations throughout the Region. Assist site owners and retailers with customer relationship management, marketing, pricing strategies, brand building, business planning, maximising sales, driving turnover and profitability, the day-to-day running of the station, merchandising, inventory management, etc. Implement profitability improvements by identifying site growth opportunities, segment targeting and cost to serve analysis per customer.

Key Responsibilities

• Manage Retailer relationships and franchise excellence, deliver sales targets by driving profitable volume for revenue growth, and ensure efficient sales operations and site excellence within assigned territories.
• Devise sales strategies, analyze data, monitor competition, address retailer concerns, and identify sales growth opportunities.
• Understand and apply retail economics and manage wet stock.
• Financial Perspective: develop and execute a clear business growth plan to ensure sustainable, above‑market performance of the network; deliver optimum site operating contribution in line with required financial returns, including gross margins and sales; possess a deep understanding of the P&L at site level and intervene where required to improve financial returns.
• Customer Perspective: provide professional expertise and an enabling environment (consultancy, training, etc.) for retailers, support them to achieve business objectives, provide critical market intelligence to facilitate improved business processes and decision‑making, own development and implementation of a micro‑marketing plan per site, and work with the marketing support team to build and execute a C‑store network plan.
• Business Excellence: monitor and drive delivery of key performance indicators, develop and implement appropriate measures, drive compliance of HSSE standards, play a key role in selection, management and development of retailers, interact with retailers and business partners to ensure operational excellence and brand standard application, work with stakeholders to ensure initiatives are delivered as per plan, and hold others accountable for their work; ultimately be responsible for delivery of KPI’s including safety, financial and operational targets, customer first scores, customer satisfaction and image stewardship.
• People Management: provide guidance to retail site owners, nurture and develop a culture of operational excellence and teamwork to exceed targets, collaborate with stakeholders to support delivery of business priorities, and execute the transformation plan for retail.

Professional Qualification and Certifications

• Post‑graduate qualification in Sales & Marketing, Commercial, Business or a related field.

Work Experience

• At least five years of retail sales & operations experience, preferably in the petroleum industry, with a proven track record of business turnaround through driving initiatives.
• Proven track record of increasing sales and revenue through developed sales strategies.
• Field sales experience is preferred.

Knowledge and Skills

• Knowledge of fuel and non‑fuel retailing.
• Retail detail and site excellence knowledge.
• Retailer and customer relationship management.
• Good franchise excellence and customer relationship understanding.
• Understanding of retail economics and the RAS model.
• Strong selling and negotiation skills.
• Good stakeholder engagement and organisational management skills.
• Excellent verbal and written communication skills.
• Proficiency in using performance KPIs in MS Office.
• Affinity for brand and relationship building skills.
• Track record of operational excellence delivery and creative, critical problem‑solving.
• High levels of commercial acumen and value‑driving understanding.

Application Deadline

25 November 2025