Territory Manager

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. Responsabilités Influences the network development policy in his / her area in close collaboration with the Retail Investment / Development team through organising and leading, at least once a year, an NFT meeting with maintenance, SFS, management, optimisation, development. Conducts competitive and sectoral intelligence (prices, services, offers, innovations...). Develops his portfolio by qualifying potential prospects and suggesting what economic terms should be granted (CODO + land). Reports all installation opportunities (DODO) to the development section. Assists in recruiting dealers, if necessary, with the help of a dedicated team and / or trainer. Applies the promotion policy in the YD model. 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. Monitors performance indicators for his portfolio and provides visibility for management: monitors the level of GMVC by site and corrects any negative deviation from expected / budgeted GMVC; analyses the contribution account (NCA) monthly for each of his points of sale; reports all deviations, anomalies or booking errors to management control; conducts a gap analysis between the NCA and the budget for which he is responsible; analyses fuel sales for each of his stations on a daily basis (weekly at least); provides the back‑office and management with all the information needed to unblock the order; analyses diversification sales on a monthly basis (shop, carwash, bay and food); discusses performance in each of his stations with his N+1 or during a BR, at least twice a year; implements pricing, rebate and discount levels approved by management and makes recommendations where required; assists in the appropriation, commitment and liquidation of capital expenditure; gives input on annual budgeting process, the consolidation of information; forecasts sales monthly for the next three months for the area assigned; ensures efficient administration, including asset control, within specified sales area. 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; manages the financial risks by conducting monthly checks of the dealer’s financial health and analysing economic and sales performance; draws up a monthly actual P&L for each CO station in his portfolio and analyses the actual P&L versus the forecast P&L and explains deviations; proposes an ad‑hoc action plan to address deviations. Enforces, animates, develops and controls Network policies in the field of Top service; shop; carwash; food, activations and promotions: uses checklists to control implementation of the Network’s sales policies (Forecourt, Food, Wash, Shop, Bay); controls station quality levels using the Top Service form; implements action plans necessary to make stations compliant; proactively manages the relationship with dealers in his portfolio around the action plan; oversees activations, promotions and dealer operational challenges; controls the implementation of standards applicable to the TOTAL brand. Controls 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; reports and follows up incidents/accidents at stations and drafts a return of experience feedback report. Profil du candidat 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. Informations supplémentaires TotalEnergies valorise la diversité, promeut le développement individuel et offre des opportunités d’emploi égales à tous les candidats. Seniority level Entry level Employment type Full-time Job function Sales and Business Development Industries Oil and Gas #J-18808-Ljbffr