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Territory Manager

Published on 10.09.2021


Website :
Industries :
Electricity, water, gas, nuclear, energy
Services other
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TOTAL are producers and suppliers of oil, natural gas and low-carbon electricity. Active in more than 130 countries, our 100.000 employees are... read more

Job Ad & Profile Description

Position : Territory Manager

Description Du Poste

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

  • He/she manages the commercial aspects of contracts with dealers
  • He/she conducts the implementation of all new dealers (new dealer or transfer)
  • He/she handles the end of dealer contracts/operations
  • He/she recovers receivables and collects unpaid invoices
  • He/she systematically draws up a visit report on SALSA, at least 15 visits per month
  • He/she spends at least 70% of his time at service stations
  • He/she ensures compliance with the terms of the contract in the field of maintenance (Who does what?)
  • He/she ensures information feedback in the field of maintenance to the department concerned

The Territory Manager Develops His Portfolio

  • He/she 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 meeting with maintenance engineer, SFS, management, optimisation, development...
  • He/she conducts competitive and sectoral intelligence (prices, services, offers, innovations...)
  • He/she develops his portfolio by qualifying potential prospects and suggesting what economic terms should be granted (CODO + land)

The Territory Manager monitors performance indicators for his portfolio and provides visibility for his management:

  • He/she monitors the level of GMVC by site and corrects any negative deviation from expected / budgeted GMVC
  • He/she analyses the contribution account (NCA) monthly for each of his points of sale
  • He/she reports all deviations, anomalies or booking errors to management control in order to correct the report
  • He/she conducts a gap analysis between the NCA and the budget for which he is responsible
  • He/she analyses fuel sales for each of his stations on a daily basis (weekly at least)
  • He/she provides the back-office and management with all the information needed to unblock the orders
  • He/she analyses diversification sales on a monthly basis (shop and forecourt)
  • He/she discusses performance in each of his stations at least twice a year
  • He/she implements pricing, rebate and discount levels approved by management and makes recommendations where required
  • He/she assists in the appropriation, commitment and liquidation of capital expenditure
  • He/she gives input on annual budgeting process, the consolidation of information
  • He/she ensures efficient administration, including asset control, within specified sales area.

The P&L Approach

  • He/she draws up a P&L forecast at least once a year for each of his CODO and uses the P&L forecast to suggest the rent to be charged to dealers
  • He/she manages the financial risks by conducting monthly checks of the dealer's financial health and analysing economic and sales performance

The Territory Manager Enforces, Animates, Develops And Controls Network Policies In The Field Of Top Service; Shop; Carwash; Food, Activations And Promotions

  • He/she uses checklists to control implementation of the Network's sales policies (Forecourt, Food, TotalWash, Shop)
  • He/she controls station quality levels using the Top Service form
  • He/she implements action plans necessary to make stations compliant
  • He/she proactively manages the relationship with dealers in his portfolio around the action plan
  • He/she oversees activations, promotions and dealer operational challenges
  • He/she controls the implementation of standards applicable to the TOTAL brand

The Territory Manager enforces, animates, develops and controls Network policies in the field of HSSEQ:

  • He/she controls standards in terms of safety and security (equipment and processes)
  • He/she is responsible for wet stock flows and management of all sites and ensures that dealers/contractors adhere to wet stock policies and procedures
  • He/she assists in the investigation, management and resolving of wet-stock losses
  • He/she ensures that dealers/contractors control delivery and unloading of product on site
  • He/she reports and follows up incidents/accidents at stations and drafts a return of experience feedback report
  • He/she ensures that all service stations under his jurisdiction comply with the Group HSEQ
  • He/she ensures that all sites comply with the HACCAP as per Group standard

Contexte et Environnement

  • 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 Network Business Specialist (or Territory Manager) is complex, having to manage the relationship and contract with the dealer in an environment where support is required from various internal parties. The person needs to build internal relationships for the support required and work cross functionally in order to achieve goals – ultimately the NBS is accountable for everything that happens in his / her area.
Required profile for job ad : Territory Manager
  • Business Degree and 3 years experience gained in a petrochemical, production or business environment,
  • Understanding of TNA 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
Job criteria for job ad : Territory Manager
Job category :
Public buildings and works professions
Industries :
Electricity, water, gas, nuclear, energy
Services other
Employment type :
Permanent contract
Region :
Erongo - Hardap - Karas - Kavango - Kunene - Ohangwena - Omaheke - Omusati - Oshana - Oshikoto - Otjozondjupa - Windhoek - Khomas - Zambezi
Experience level :
2 to 5 years
Educational level :
Number of Position(s) : 8

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