Territory Manager (Attaché(e) Commercial(e) de Zone)

Job Purpose :

1) Identify Gaps in all aspects of site performance (including service and ‘people’) for geographical area and mandate, advice or offer Retailers Vivo-recommended tools, processes and support to help them to profitably deliver the Customer Commitment at the Retail site and to develop the business for the mutual benefit of both the Retailer and Vivo.

2) Maximizing all sales development potential whilst protecting Group’s interests, through the coaching

 and motivating of Retailers

3) Participate in attraction and selection of the right Retailers

4) Through coaching, supporting and performance management of Retailers to deliver the basics and higher performance, ensure best Retailers have best sites and that poor Retailer performance is eliminated

5) Manage and maintain positive Retailer relationships, supporting Retailers to achieve and maintain top class site performance (including counseling to underperforming sites).

6) Deliver Sales & Operations targets for geographical area through regular reviews and appropriate action plans.

7) Ensure Retailers implement all areas of the Customer Commitment and ensure compliance with the Site Operations/HSSE standards, contracts and manuals.

8) Manage and maintain a Retailer master plan within Territory through Retailer assessment and involvement with recruitment processes.

9) Ensuring that Retailers’ actions do not damage the Group’s Reputation.

10) Ensuring that the Retailer trains and develops their staff, and understands the importance of people in delivering the Customer Commitment

11) Ensure weekly reconciliation of accounts in the sector

12) Ensure that Vivo Site Retailer is use live and updated monthly according to the call plan

Principal Accountabilities:

Customers:

·       Ensure consistent delivery of Customer Commitment by managing contract compliance using the Territory Manager Site Review (TMSR) and Business Meeting Records (BMR)

People:

• Identify gaps to Retailer competencies and delivery of Customer Commitment; coach, support and advise Retailers with the aid of appropriate tools
• Develop Retailer succession plans within the Territory ensuring Retailer pipeline is in place through active participation in recruitment and selection processes, and correct allocation of Co sites
• Ensuring that the Retailer trains and develops their staff, and understands the importance of People in delivering the Customer Commitment, sharing and coaching on Shell tools and processes as appropriate

Shareholder:

• Setting Retailer Business Plans to deliver sales and cost targets represented in annual T&R (including Fair Share Adjustment target)
• Review Retailer’s P&L statements, and support Retailer to develop action plans to close performance gaps

HSSE:

• Develop and maintain a strong HSSE culture within geographical area

Deliver agreed HSSE targets for geographical area

• Protect Shell’s interest by ensuring that all HSSE standards and procedural compliance are adhered to and stakeholder relationships are managed pro-actively

Operational Excellence:

• 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 Challenges:

·       Demonstration of the aspired Enterprise First behaviours (Leadership, Accountability, Teamwork) and Vivo core values (Honesty, Integrity, Respect for People)

·       Strong team member with excellent communications skills

·       Broad competence in Retail Sales & Operations

Demonstrable competence in implementing standard processes, achieving sales targets, building relationships with Vivo Retailers, delivering Retail Customer Commitment. 

Background, Job Knowledge, Skills & Experience:

Bachelor's or master’s degree (Bac +4/5) in Business Strategy, Sales, Marketing, Business Management, Engineering, or an equivalent qualification.

Preferably having experience in sales within a retail business (+/- 2 years) in which he/she had to manage retailers to achieve volume and financial targets.

According to competency profile detailed below.

Competencies:

Sales and Operations Competencies at Site Level

Manage Site Operating Standards and Processes– Skill

Manage Platforms and Agreements - Knowledge

Recruit, Select and Develop Retail site staff - Skill

Manage Customer Service Processes - Skill

Manage Relationships with Retailers - Skill

Manage Site Performance and Administration - Skill

Managing Retailer Value Proposition (RVP)- Skill.

Retail Fundamentals

Understand and Apply Retail HSSE Standards - Skill

Understand and Apply Retail Economics - Skill

Understand and Apply VIVO Retailing Principles & Processes -Skill

Negotiate- Master