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
- 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.
- The further complexity is to manage the tension between a healthy relationship with a dealer, whilst looking out for the interests of the company (e.g. maximizing marketing benefits and profitability for both dealers and TSA)
- With the new role of the P&L Approach and managing the Young Dealer program the knowledge and skills required to be successful ranges between HR, marketing, technical and financial acumen. Ultimately to be in a position to identify financially viable solutions for each service station within the agreed operating model and convince dealers to adopt this solution
- **Activités**:

- **The duties and responsibilities of a Territory Manager are as follows**:

- 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, 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
- **
The Territory Manager takes part in managing human resources and positions in the Young Dealer stations**:

- Assists in recruiting dealers, if necessary, with the help of a dedicated team and / or trainer
- Applies the promotion policy in the YD model
- Makes sure 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
- The Territory Manager monitors performance indicators for his portfolio and provides visibility for his 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 in order to correct the reports
- 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
- **
The P&L Approach**:

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

- Controls standards i