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

About PRINCE SACKEY

Check Also

Engineering Manager, Site Reliability Engineering (Service Operations)

As Engineering Manager, you will be responsible for supporting the engineers developing our infrastructure platform …