Retail Territory Manager

  • Administration Vacancies in South Africa ,Retail Vacancies
  • 1 month ago
  • Salary ZAR 8000-9000 / Monthly
  • Job Qualifications MATRIC
  • Number of vacancies 50 openings
  • Job experience 2 year

Job Description

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

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