Retail Territory Manager

Responsible for managing the relationship between the company and Retailer at site level, ensuring consistent delivery of the Vivo Energy Customer Commitment and other related business plan targets that will allow Vivo Energy Kenya Ltd to monitor performance against plan. Manage and support implementation of marketing propositions and promotions, also proactively liaising and communicating with all departments within Vivo Energy Kenya Ltd to ensure customer’s requirements are met.

Requirements

MAIN ACCOUNTABILITIES & WHAT YOU'LL BE DOING

The role holder is accountable to:

• Ensure consistent delivery of Customer Commitment by managing Territory Manager Sites when the TM is away from their workstation
• Identify gaps to Retailer competencies and delivery of Customer Commitment; coach, support and advise Retailers with the aid of appropriate tools
• Ensuring that the Retailer trains and develops their staff, focus on People in delivering the Customer Commitment, sharing and coaching on VEK tools and processes as appropriate
• Support Retailer Business Plans to deliver sales and cost targets represented in annual T&R
• Review Retailer’s P&L statements, and support Retailer to develop action plans to close performance gaps
• Sustain a strong HSSE culture within geographical area
• Deliver agreed HSSE targets for geographical area
• Protect Vivo Energy’s interest by ensuring that all HSSE standards and procedural compliance are adhered to and stakeholder relationships are managed pro-actively
• Plan and conduct site visits in accordance with Call Planning Cycle tool
• Ensure delivery of a competitive pricing position through fuel pricing procedures
• Implementation and ongoing support of Marketing and Network initiatives

KEY & EXCITING NEW CHALLENGERS

• Identify Gaps in all aspects of site performance (including service and ‘people’) for geographical area and mandate, advice or offer Retailers Vivo Energy-recommended tools, processes and support to help them to profitably deliver the Customer Commitment at the Retail site
• Maximizing all sales development potential whilst protecting Vivo Energy’s interests, through the coaching and motivating of Retailers
• Participate in attraction and selection of the right Retailers
• Through coaching, supporting and performance management of Retailers to deliver the basics and higher performance
• Manage and maintain positive Retailer relationships, supporting Retailers to achieve and maintain top class site performance
• Deliver Sales & Operations targets for geographical area through regular reviews and appropriate action plans
• Ensure Retailers implement all areas of the Customer Commitment and ensure compliance with the Site Operations/HSSE standards, contracts and manuals
• Manage and maintain a Retailer master plan within Territory through Retailer assessment and involvement with recruitment processes

Job Knowledge, Skills & Experience:

Essential

• Broad competence in Retail Sales & Operations
• A graduate in a Business or Engineering
• Strong team member with excellent communications skills
• Demonstrable competence in implementing standard processes, achieving sales targets, building relationships with Vivo Energy Retailers and delivering Retail Customer Commitment

Competencies:

• Market Awareness
• Customer Value Proposition
• Maximize Business Potential
• Lead yourself & others
• CRM