Domaine Commerce
Type de contrat CDI
Expérience Minimum 3 ans
Responsibilities:
* 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, managing the relationship and contract with the dealer, requiring support from various internal parties. The person needs to build internal relationships for the support required and work cross-functionally to achieve goals – ultimately, the Territory Manager is accountable for everything that happens in his/her area.
* Manage the tension between a healthy relationship with a dealer while looking out for the interests of the company (e.g., maximizing marketing benefits and profitability for both dealers and TSA).
* Knowledge and skills required to be successful range between HR, marketing, technical, and financial acumen, identifying financially viable solutions for each service station within the agreed operating model and convincing dealers to adopt this solution.
Day-to-Day Operations:
* Manage all commercial aspects of contracts with dealers.
* Oversee the implementation of all new dealers (new dealer or transfer).
* Manage the full contract process, including CODO agreements – ensure all CODO sites have signed agreements, including updated cost schedules. Ensure that at 3 years, the dealer is reviewed for cancellation or renewal through the proper Business Review process.
* Recover receivables and collect unpaid invoices.
* Adhere to the monthly KPI’s (Visit reports, Quick Checks, Action Plans, Contradictory dips); ensure weekly site visits are planned on SALSA; record prospects and ensure close-out in SALSA.
* Spend at least 70% of time at service stations.
* Ensure compliance with the terms of the contract in the field of maintenance; follow up with the Maintenance team to ensure commitment to timelines.
Portfolio Development:
* Influence the network development policy in collaboration with the Retail Investment/Development team through organizing and leading at least once a year, a NFT meeting with maintenance, SFS, management, optimization, development...
* Conduct competitive and sector intelligence (prices, services, offers, innovations...).
* Qualify potential prospects and suggest what economic terms should be granted (CODO + land).
* Report all installation opportunities (DODO) to the development section.
* Defend existing DODO’s in the portfolio by working with the Investment team to identify sites that are close to the end of contract/lease; ensure that sales agreements and/or lease agreements are signed within an appropriate timeline to ensure business continuity.
* Motivate for suitable QSR/non-fuel activity, including completing required documentation.
Human Resources Management:
* Assist in recruiting dealers, if necessary, with the help of a dedicated team and/or trainer; recommend caretaker dealers as required.
* Apply the promotion policy in the YD model; become an ambassador for the YD program by supporting the YD’s in his/her area through coaching and mentoring.
* Provide financial guidance to the YD and ensure that the site financials are clear to all internal stakeholders; complete TEMPO reports on time as per the requirements of retail Business Support in line with the YD Steering Committee timelines.
* Ensure station staff attend compulsory training sessions (HACCP, Fire Fighting…).
* Coach dealers and provide one-on-one advice.
* Assist in developing, coaching, and mentoring new sales staff to promote a positive working environment that attracts and retains skilled staff.
HSSE Responsibilities:
* Effectively manage and minimize HSSE risk within the area of responsibility by ensuring compliance with all HSSE Policies, rules, guidelines, and legal requirements; including HACCP enforcement and monitoring.
* Promote a safe working environment and positively contribute to the company HSSE KPIs and risk reduction strategies.
* Identify & enforce HSE competency requirements within the area of responsibility. Control of standards in terms of safety and security (equipment and processes).
* Manage wet stock flows and all sites, ensuring that dealers/contractors adhere to wet stock policies and procedures.
* Assist in the investigation, management, and resolution of SOC wet-stock losses.
* Ensure that dealers/contractors control delivery and unloading of product on site.
* Attend and contribute to Wet-stock Committee area reviews organized by the wet-stock management team.
* Ensure HACCP requirements are implemented at all food handling sites.
* Log Near Misses as per agreed departmental commitments.
* Ensure all incidents logged are closed in INTELEX with the required comments by incident/site.
Qualifications:
* Business Degree and 3 years of experience in a petrochemical, production, or business environment.
* Understanding of TSA Network and supporting functions business models and processes.
* Knowledge of Total’s ambitions and values, including TSA’s policies and procedures.
* People Management & Communication Skills.
* English is the working language.
TotalEnergies is an equal opportunity employer and all applicants that meet the specified criteria will receive consideration for employment without discriminating unfairly on any arbitrary ground, including but not limited to race, gender, sex, ethnic or social origin, colour, sexual orientation, age, disability, religious conscience belief, political opinion, culture, language, marital status, or family responsibility.
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