Optimising the performance of service stations:
* 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 in an environment where support is required from various internal parties. Building internal relationships for the support required and working cross-functionally to achieve goals is essential, as 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).
* With the key requirement of the P&L Approach (TEMPO) and managing the Young Dealer program, the knowledge and skills required to be successful range between HR, marketing, technical, and financial acumen. Ultimately, the role requires identifying financially viable solutions for each service station within the agreed operating model and convincing dealers to adopt this solution.
The Territory Manager handles 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: 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 proper Business Review process.
* Recover receivables and collect unpaid invoices.
* Adhere to the monthly KPIs (Visit reports, Quick Checks, Action Plans, Contradictory dips); ensure weekly site visits are planned; record prospects and ensure close out.
* 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.
The Territory Manager develops his/her portfolio:
* Influence the network development policy in collaboration with the Retail Investment/Development team through organizing and leading at least one NFT meeting annually.
* Conduct competitive and sector intelligence (prices, services, offers, innovations).
* Develop the portfolio by qualifying potential prospects and suggesting economic terms (CODO + land).
* Report all installation opportunities (DODO) to the development section.
* Defend existing DODOs in the portfolio by working with the Investment team to identify sites close to end of contract/lease.
* Motivate for suitable QSR/non-fuel activity, including completing required documentation.
The Territory Manager manages human resources and positions in the Young Dealer stations:
* Assist in recruiting dealers, if necessary, with the help of a dedicated team and/or trainer.
* Apply the promotion policy in the YD model; become an ambassador for the YD program by supporting the YDs in the area through coaching and mentoring.
* Provide detailed TEMPO analysis to offer financial guidance to the YD and ensure that site financials are clear to all internal stakeholders.
* Ensure station staff attends 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 which will attract and retain skilled staff.
HSSE:
* Effectively manage and minimize HSSE risk by ensuring compliance with all HSSE Policies, rules, guidelines, and legal requirements, including HACCP enforcement and monitoring.
* Promote a safe working environment and contribute positively to the company HSSE KPIs and risk reduction strategies.
* Identify and enforce HSE competency requirements; control standards in terms of safety and security (equipment and processes).
* Manage wet stock flows and ensure that dealers/contractors adhere to wet stock policies and procedures.
* Assist in the investigation and management of SOC wet-stock losses.
* Ensure 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.
Minimum Requirements:
* Business Degree and 3 years 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 discrimination on any arbitrary ground.
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