Activities

The Territory Manager handles day-to-day operations at sites in his / her area: 

• Manage all commercial aspects of contracts with dealers 
• Oversees the implementation of all new dealers (new dealer or transfer) 
• Manages the full Contract process o CODO agreements – ensure all CODO sites have signed agreements including updated cost schedules o Ensure that at 3 years, the dealer is reviewed for cancelation or renewal through proper Business Review process 
• Recovers receivables and collects unpaid invoices 
• SALSA – adhere to the monthly KPI’s (Visit reports, Quick Checks, Action Plans, Contradictory dips); Ensure weekly site visits planned on SALSA; Recording of prospects – ensure close out in SALSA 
• Individual spends at least 70% of his time at service stations 
• Ensures compliance with the terms of the contract in the field of maintenance (Who does what?); Follows up with Maintenance team to ensure commitment to timelines

The Territory Manager develops his/her portfolio: 

• Influences the network development policy in his / her area in close collaboration with Retail Investment / Development team through organising and leading, at least once a year, a NFT meeting with maintenance, SFS, management, optimisation, development…
•  Conducts competitive and sector intelligence (prices, services, offers, innovations…) 
• Develops his/her portfolio by qualifying potential prospects and suggesting what economic terms should be granted (CODO + land)
• Reports all installation opportunities (DODO) to the development section 
• Defends existing DODO’s in portfolio by working with Investment team to identify sites that are close to end of contract/lease; Ensure that sales agreements and/or lease agreements signed within an appropriate timeline to ensure business continuation 
• Motivate for suitable QSR/non-fuel activity, including completing required documentation

The Territory Manager takes part in managing human resources and positions in the Young Dealer stations:

•  Assists in recruiting dealers, if necessary with the help of a dedicated team and / or trainer; Assists with recommending caretaker dealers as and when required
•  Applies the promotion policy in the YD model; Becomes an ambassador for the YD program by supporting the YD’s in his/her area through coaching and mentoring 
• Detailed TEMPO analysis to provide financial guidance to the YD as well as to ensure that the site financials are clear to all internal stakeholders; Completion of TEMPO reports on time as per the requirements of retail Business Support in line with the YD Steering Committee timelines
•  Ensures station staff attends compulsory training sessions (HACCP, Fire Fighting…) 
• Coaches dealers and gives them one-on-one advice 
• Assists in developing, coaching and mentoring new sales staff to promote a positive working environment which will attract and retain skilled staff

HSSE: 

To effectively manage and minimize HSSE risk within area of responsibility by ensuring: 

• Compliance with all HSSE Policies, rules, guideline and legal requirements; Including HACCP enforcement and monitoring 
• Promotion of safe working environment and positively contributing to the company HSSE KPIs and risk reduction strategies; 
• That HSE competency requirements are identified & enforced within area of responsibility. Territory Manager specific HSSE requirements: Control of standards in terms of safety and security (equipment and processes) 
• Responsible for wet stock flows and management of all sites and ensures that dealers/contractors adhere to wet stock policies and procedures 
• Assists in the investigation, management and resolving of SOC wet-stock losses 
• Ensures that dealers/contractors control delivery and unloading of product on site
• Attends and contributes to Wet-stock Committee area reviews organised by wet-stock management team 
• Ensures HACCP requirements are implemented at all food handling sites (ensures each site has submitted a portfolio of evidence and ensures the site adheres to required practises) 
• Logging of Near Misses as per agreed departmental commitments 
• Ensure all incidents logged are closed in INTELEX with the required comments by incident/site 

Candidate Profile

• Business Degree and 3 years experience gained in a petrochemical, production or business environment, 
• Understanding of TSA Network and supporting functions business models and processes, 
• Knowledge and deep entrenchment of Total’s ambitions and values as well as roadmaps, including TSA’s policies and procedures
• People Management & Communication Skills 
• English is the working language