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

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

2. 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

3. 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

4. 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

5. 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

6. 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

Work Experience:

• At least 3-5 years of business operations and sales experience preferably in a retail environment, ideally in a petroleum industry
• Track record in driving performance improvement
• Knowledge of both fuel and non-fuel retailing
• Sound verbal/written communication skills
• An affinity for brand building, well developed negotiation, relationship building and problem-solving skills
• An unendorsed driver’s license and availability to travel and deal with retailer emergencies after hours
• Track record of operational excellence delivery and ensures that all employees under his/her responsibility understand and fulfil their compliance obligations
• Creative and critical problem-solving skills
• Numerical and analytical thinking skills

Application deadline:

06 October 2022