Retail Territory Manager

Managing B2B strategy and sales team, with customers in diverse economic sectors (Mining & Construction, Transport, Manufacturing, Civil Construction & Infrastructure Development, Local Marine) in a competitive marketing environment with tight margins

• Tension in achieving an effective balance between marketing and profitability for Puma Energy South Africa to ensure long-term sustainable and profitable business in these dynamic markets where customers have freedom of choice

 

Key Responsibilities:

• To achieve set financial objectives; sales volume, margin, capital and operating expenses, day sales outstanding, return on assets under management
• To engage with customers; qualify sales opportunity, manage opportunity pursuit, conduct account and territory planning, select and manage national key accounts
• To manage sales operations; forecast sales, facilitate sales process, organize sales collateral and tools, manage CRM, manage compensation design, enforce legal compliance
• To manage the sales function; sales budget, internal sales communication, develop coverage strategy, reduce sales channel conflict
• To partner with marketing and business development; segment customers, partner on lead sourcing, develop value propositions and commercial messages, create sales collateral
• To manage sales talent; build sales climate, source sales talent, facilitate on-boarding of new talent, develop training, support coaching outcomes

Customer and company profitability for defined area:

• To give input on annual budgeting process and ensure sales budgets for lubricants are achieved
• To nurture, maintain and manage good customer business relationships for every channel of trade in the Commercial and Development department
• To ensure continued improvement in the accuracy of sales forecasting
• To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for
• To ensure that under recoveries (e.g. transport, product returns, maintenance, costs etc.) are collected
• To manage the level of gross margin after variable expense (GMVE) per customer
• To manage customer credit (resolve errors, perform reconciliation), and ensure customer service delivery
• To conduct variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate
• To profile, segment customers, and manage national key accounts in order to accelerate sales and profit growth
• To compile monthly business review and KPI’s, including asset management
• To effectively manage contracts, asset management and administration

Commercial strategy for the area defined:

• To participate in developing of General Trade sales strategies and new business models and ensure all business models for the various channels of the Commercial division are up-to-date and effectively managed
• To develop new business opportunities in the Commercial business segment i.e. Mining & Construction,
• Transport, Manufacturing, Civil and Infrastructure Construction, and Local Marine
• To implement and execute promotions and marketing strategies / activities as directed to ensure marketing objectives are reached
• To facilitate collection and reporting of market intelligence, competitor activities, pricing strategies etc by liaising with the Commercial Market Insight Analyst.

Investment projects for the area defined:

• To investigate and propose opportunities for new business development in the B2B sales area under management
• To manage capital expenditure, commitments and liquidations in the B2B sales area

People:

• To effectively manage employees through applying the company People management principles, and to develop, coach and mentor subordinates to promote a positive working environment which will attract and retain skilled staff and increase productivity

Health Safety Environment and Quality:

• To ensure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and legislation so as to minimize all risk pertaining to company assets and protection of life

Governance:

• To ensure effective risk management and internal control, including asset management, for the B2B Channel

Context and Environment

• Managing B2B strategy and sales team, with customers in diverse economic sectors (Mining & Construction,
• Transport, Manufacturing, Civil Construction & Infrastructure Development, Local Marine) in a competitive marketing environment with tight margins
• Tension in achieving an effective balance between marketing and profitability for Puma Energy South Africa to ensure long-term sustainable and profitable business in these dynamic markets where customers have freedom of choice

Accountability

• The jobholder is accountable for enhancing the performance and position Puma Energy as a major player in the Commercial environment for the sales channel defined and to provide sound financial and operational solutions tailored to the needs of customers to ensure a sustainable increase in market share and optimal profitability for Puma Energy South Africa

Key Relationships and Department Overview:

Reporting directly to Commercial and Development Manager: Puma Energy South Africa

Retail Store Manager