Territory Manager

Puma Energy; Sandton; On-site; ZAR 600,000 - 800,000; Full time

Job summary

A leading fuel company in Gauteng seeks a professional to manage business to business fuel operations, focusing on driving sales growth and profitability. Candidates should have a Bachelor's degree in Business Administration, 3+ years of relevant experience, and strong negotiation skills. Responsibilities include managing contracts with dealers, ensuring operational compliance, and supporting network growth. This role offers opportunities for impact and collaboration in a dynamic environment.

Qualifications

• Minimum 3 years of experience in similar position.
• Knowledge of fuels market preferred.
• Experience in dealer contract negotiations.

Responsibilities

• Manage commercial and compliance aspects of contracts with dealers.
• Conduct quarterly business reviews with dealers.
• Ensure compliance with health and safety standards.

Skills

Fluent in English

Advanced Knowledge of MS Office

Negotiation skills

Conflict resolution

Leadership skills

Education

Bachelor’s Degree in Business Administration

Post Graduate University Degree in Business Administration

Job description

Main Purpose: Responsible for the development and day-to-day management of business to business fuel (clean product and fuel oil) business regionally, including sales growth and overall profitability. Manage LOB in accordance with overall company policies and improving commercial performance by increasing turnover and maximizing profitability, finding new ways to improve sales, and meeting customer demand. Knowledge Skills and Abilities, Key Responsibilities:

Drive Operational Excellence

• Manages the commercial and compliance aspects of contracts with dealers
• Ensure consistent delivery of operational, HSSE and customer service standards using the Site Standards Checklist.
• Plan and conduct site visits in accordance with the defined site visits matrix.
• Drive the implementation of marketing, non-fuel retailing and network development initiatives at site level.
• Collaborate with Dealers and other internal stakeholders in the resolution of customer complaints.
• Ensure that Dealers are trained and knowledgeable on all operational and customer service standards as PUMA Energy requirements.
• Share best practices among Dealers to drive consistency in execution of the customer value proposition across own territory and optimise value for PUMA Energy and Dealers
• Collaborate with other Functions such as Maintenance and Engineering, Business Support, IT, etc to ensure that site equipment and systems are fully functional, and any issues are resolved within service level timeframes.

Support Network Growth and Site Retention

• Support the network development agenda by identifying, analysing and recommending prospects for New To Industry and New To PUMA sites.
• Collaborate with the Engineering and Construction Functions in the development and/or site conversion projects to ensure timely streaming.
• Identify and drive realization of opportunities for offer enhancement at sites through the addition of Non-Fuel Retailing and Other Non-Fuel Retailing propositions.
• Ensure effective delivery of the Dealer Value Proposition and promote PUMA Energy to attract potential site developer partners.

Monitor Key Performance Indicators and Analyse Trends Manage

• Conduct quarterly business reviews with Dealers to review site performance and support in the implementation of recovery plans.
• Benchmark sites across own territory on a regular basis to identify performance improvement opportunities.
• Monitor business KPI’s e.g. sales for each site and territory in accordance with defined scorecard, daily identify trends and optimization opportunities.
• Analyse site business segments and categories i.e. fuels, shop, carwash, lubes, quick service restaurant) to identify margin optimisation opportunities and eliminate poor performing products and services.
• Monitor Dealer utilization of PUMA Energy digital customer interface systems.

Optimise Site Profitability and Returns

• Review the profitability of sites in own territory, identify and implement improvement initiatives in collaboration with Dealers and other relevant stakeholders.
• Analyse Dealer Profit and Loss Statements and provide support in the development and implementation of action plans to improve performance where required.
• Set, in collaboration with Dealers the site sales targets, including the identification and implementation of the associated performance drivers, review performance and implement performance improvement plans where deviations exist.
• Manage the financial risks by regularly conducting checks on Dealers’ financial health and credit and/or payment behaviour.
• Drive the implementation of identified recovery plans for own sites forming part of the tail management portfolio.
• Work with Dealers and other stakeholders to ensure zero stock-outs through effective logistical and financial planning.
• Provide advice to Dealers on best practice financial management and controls.

Manage Operational Risks and Compliance

• Ensure that sites are compliant with relevant regulatory, legislative and all other requirements as defined in the applicable PUMA Energy manuals in respect of all the businesses and activities at site level using the relevant checklists and other relevant monitoring tools.
• Develop and implement action plans necessary to close identified performance and compliance gaps at sites
• Track and ensure that own territory contracts with Dealers are negotiated in a timely manner and following the relevant governance processes and procedures.
• Ensure that the use of PUMA Energy Brand assets and intellectual property at sites is in accordance with the applicable Brand Policy, Guidelines and approval process.
• Maintain company asset register, Dealer and site information and perform periodic verification as prescribed.
• Conduct compliance and risk management audits using the prescribes checklist and systems.

Manage compliance with Health Safety and Environment policies and standards

• Safeguard PUMA Energy’s interest and reputation by ensuring adherence with all HSE standards, processes, procedures, and compliance requirements.
• Develop and maintain a robust HSE culture within own Territory by driving amongst others near miss, potential and incident reporting, etc.
• Perform the prescribed HSE inspections in accordance with the relevant manuals, policies and ensure closure of identified compliance gaps.
• Oversee and ensure the correct application of wetstock management including quality assurance processes and procedures at all sites.
• Conduct and/participate in incident investigations, and the implementation of identified corrective actions.
• Report and drive reporting by Dealers of incidents through the relevant incident reporting system, draft incident reports as required and ensure closure of emanating actions

Accountabilities

• Optimise PUMA Energy Return on Capital Employed (ROCE) by driving exceptional delivery of the Customer Value Proposition, network and profitability growth in partnership with Dealers and other stakeholders.
• Provide coaching and support to Dealers to enhance the performance and image of the sites within own territory in a safe and compliant manner.
• Managing and maintaining constructive relationships with Dealers at site level and with other stakeholders to optimize the financial and operational performance of sites. Ensure that Dealers train and develop site staff and drive the excellence in the execution of the Customer Value Proposition and initiatives as introduced PUMA Energy.
• Ensure that Dealers implement all customer service, HSSE, compliance and operations standards in accordance with applicable manuals and contracts.
• Induction, onboarding and performance management of Dealers.

Requirements:

Experience:

• Bachelor’s Degree in Business Administration/Commercial field or other related field.
• Post Graduate University Degree in Business Administration or Commerce is preferred.
• Minimum 3 years of experience in similar position.
• Knowledge of Fuels market preferred.
• Dealer contract negotiations

Skills:

• Fluent in English
• Advanced Knowledge of MS Office.
• Knowledge and basic understanding of financial information (accounting statements, profit and loss statements, cash flow)

Competencies:

• Excellent verbal and written communication skill.
• Excellent conflict resolution and problem-solving skills.
• Skill to work under pressure and ability to manage change.
• High attention to detail.
• Strong leadership and negotiation skills.
• Team player. Good planning and organization skills.

Key Relationships and Department Overview:

• Internal – Commercial Area, C&C, Terminal
• External – Dealers (80% DODO & 20% CODO) , DMRE, Suppliers and Partners, Landlords