1. TOTAL
Job Description
Division: Total R&M
Direction: Direction ASIE / Total Parco Pakistan Ltd
JOB TITLE: Area Manager Retail (AM)
SITUATION IN ORGANISATION (Enclosed a copy of your organisation chart)
- Reports to Regional Sales Manager (RSM)
JOB DIMENSIONS
Supervises and effectively controls:
• All site staff/mgmt are fully conversant with HSE regulations and all activities are carried out with a safety first approach.
• A number (10-18 based on geographical and development) of retail stations and site management (dealers/managers).
• Sales volumes of Fuels, CNG, lubricants and allied facilities (per station) are in line or exceed budget - 880 ML PA.
• The recovery of all fuel and non-fuel franchise fees due, recovery of all outstanding payments.
• Strict control on wet stock and sales reconciliation.
• Operational and House keeping standards at each site meet TPPL expectations at all times
ACTIVITIES
• Ensures that all site staff and mgmt within the area are trained and updated on all aspects of Health & Safety and that the principles are applied within their varied activities. To
be completed within the framework of the Code of Ethics of the Group.
• The complete knowledge required about TOTAL Attitude & all Company Policies, procedures, guidelines for business implementation.
• The major focus required on Financial & credit management major components while implementation of the procedures which is directly linked with the Debt recovery &
procedures of Organization & matching of customer Accounts.
• Liaison with the Government & other departments to sort out the issues & to inform management for taking corrective measures to avoid any damaged to property & company
asset.
• To achieve volume, gross margin and profitability targets for both fuel and non-fuel activities. A specific action plan should be in place for each site on increasing
volumes, being realistic and acknowledging budgetary constraints.
• Preventing external upliftment & action Plan to be shared with all concern. To make sure that all sites are operational with TPPL provided product all the time &
there is No/Zero dormant site in Area. Managing inventory at sites to avoid dry out & making sure that all Dry Outs reports are completed for follow up.
• To maintain cordial working relationship with dealers & operators in accordance with the company's code of conduct.
• To act as a business consultant to the dealers on proper management of retail outlets, on working capital & inventory management, product loss management,
merchandising, indenting, payment terms, documentation, customer handling, supplier records, purchase records, advertising, promotions, credit control, outlet
profitability, etc.
• Analyzing & preparing the allied facilities improvement action plan.
• The shop sales, merchandizing & promotional action plans execution to be the integral part of the business while keeping in view the long term objectives to retain &
attract the maximum number of customers.
• To promote, monitor & develop high standards of customer service, housekeeping, merchandising, and general operation at sites. Utilising Area Manager visit
reports and Top Service Results as the basis for improvement by having specific and timely action plans.
• To ensure adequate, high quality forecourt and store staff/mgmt by helping dealer to select and recruit staff.
• To identify training needs for dealers and staff through analysis of Top Service, visit reports and Comment Card report results and to liaise with CNS Dept to
complete the training as necessary.
• To inspect, monitor, and ensure proper use of company assets at retail outlets.
• To analyse & report sales performance v targets on monthly basis to RSM and inform on action plans/objectives.
• To have a good understanding of the OMC activity within the trading area and to monitor, record and report the competitor’s activities within their designated area
to Regional Sales Manager.
• To ensure that all retail related agreements with dealers/contractors are renewed (well) before expiry.
• The Area Manager requires good knowledge of the Retail Operating & CNG Manual, which lays down specific standards, which must be met, and procedures
that must be followed by dealers in operating their station efficiently, profitably and safely.
• Company & site-specific promo activities are implemented according to company guidelines, Brand integrity maintained.
• Customer satisfaction at Retail Outlets to be safeguarded and further improved utilising Top Service results.
• To check on the compliance of safety regulations and procedures by the dealer and site staff. Furthermore to contribute to the development of a proactive HSE
culture by encouraging dealers to report incidents.
• The Area Manager Inspection Report is the vehicle of communication between the company and the dealer on all the business aspects and should be filled every
month. Required action highlighted & followed up by the Area Manager, taking issue/opportunity ownership.
• A monthly comprehensive wet stock reconciliation is to be completed for each site. Company Red Books/approved software must be fully completed, up to date
and available for inspection at all times. All required action highlighted and followed up by the Area Manager.
• A HSE Audit report has to be completed on each site on a quarterly basis.
• TQU reports to be analyzed site wise at the end of each month & corrective action to be shared with RM’s in monthly & Qtr meetings.
• A proactive approach should be taken to reducing the cost exposure to TPPL inc. maintenance, marketing & development areas.
• Area Manager tours should be planned to ensure efficiency and effectiveness whilst controlling travel & accommodation costs.
• All areas of non-compliance must be notified to the RSM, with a suggested improvement plan and timeline.
• Area Managers should assist the Development team by providing opportunities (locations/contacts) to help continue the Network growth.
• The Area Manager is to co-ordinate visits with the CNS/Engr team, so that a comprehensive review of the site operation can take place and improvement
objectives/action plans can be agreed and implemented in consultation with the dealer.
CONTEXT AND ENVIRONMENT
• TPPL is an independent company owned by Total / Parco: 60% /40 %
• TPPL is a growing company with a network of 241+ Retail Stations, 180+ shops.
• Competitor activity and standards are increasing both in the OMC and Retail sectors across Pakistan.
• Heavily administrative and regulated environment. Many dealers are new entrants to the oil business and operate their first retail outlet. They and existing dealers
require constant follow up and assistance by the Network sales team.
ACCOUNTABILITIES
The job holder being custodian of retail network in their area is responsible for:
• Volumetric and Profitability of stations are in line with budget. Credit/Financial management.
• Management of Network, in a way that all company policies are followed.
• Dissemination and implementation of Total standards: regarding quality, HSE and Code of conduct.
• Retail station uniformity (no illegal constructions should take place) and correct use of the Total Brand.
QUALIFICATIONS / EXPERIENCE REQUIRED
• Business degree from a recognised university - Relevant experience in OMC or FMCG industry.
• Sales, negotiating, analytical and reporting skills and have the ability to work within tight timeframes and under pressure..
• Strong Interpersonal and communication skills (written and verbal English & Urdu) - Must possess a full, clean and valid driving licence.
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