Territory Sales Manager- Operations

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Job Description

• ACCOUNTABILITIES & RESPONSIBILITIES

AccountabilitiesACTIVITIES1 Achieving the Planned Sales Volume and other targets of MS, HSD, Lubes & NFR for the Territory

• Implementing the annual sales plan for the territory
• Strive and achieve the ABP numbers.

Setting targets of MS & HSD, Lubes and NFR sales for the territory.2 New Business Development

• Responsible for New Business development as per the ABP for the Division and Zone.
• New LOA generation
• Commissioning of ROs
• Responsible for getting all the NOCs and adhere to all the statutory compliances.

3 Supervising Development of the Retail network of Essar ROs by identifying suitable land & franchisees.

• Identifying new sites and franchisees for setting up of RO’s after TA analysis
• Coordinate for all statutory approvals
• Monitor construction & development of RO as per Co. specifications
• Complete commissioning of RO’s within milestones set in ABP

4 Provide adequate support to RO’s both by way of stocks & promotions.

• Promotional activities to be conducted at the RO’s
• Product indent monitoring & avoid product dry outs at the RO’s
• Liaise with supply points for timely receipts
• Follow up on legal cases

5 Follow up with Government Agencies for statutory approval & licenses

• Submit applications as per norms to licensing authorities.
• .Liaison with District Magistrate’s office & other related department for issuance of NOC.
• Liaise with Metrology & PESO department for approval of licences.

6 Inspect retail outlets regularly on maintenance, compliance & adherence to safety, regulatory & company norms

• Adhering to mandatory norms
• Routine monthly Retail outlet inspection

7 Maintain high standards of Q&Q and redress of customer complaints.

• Meet targets for CRA
• Surprise checks/sampling
• Investigate customer complaints & resolve it to the satisfaction of the customer.

8 Franchisee Management

• Regular meeting with franchisee to resolve problems
• Advise franchisees on staff appointment for housekeeping and safety standards
• Resolve channel conflicts

9 Liasoning with vendors and competitors

• Maintain cordial relation with concerned personnel
• Follow up with equipment vendors for on time installations and reduced downtime.

10 Training of franchisees and forecourt staff.

• Identify training needs of franchisee and staff
• Conduct on-site training
• Recommend staff/franchisee for company training
• KEY CHALLENGES
• Identifying strategic sites in TA’s with potential
• Commissioning RO’s as per standards
• Proper franchisee management
• Avoiding product dry-outs
• Reduce equipment downtime
• KEY DECISIONS
• Promotional activities at respective RO’s
• Take corrective actions on gaps observed during CRA
• Resolve franchisee issues
• Selection of the right site and franchisee for new LOAs and Commissioning
• Made by Jobholder:
• Recommendations to superior:
• Recommending sites for Network Expansion
• Product specific, Area specific, Non Fuel Retailing prospects.
• Promotional activities to increase sales
• Reconstitution of TA & disciplinary action against erring franchisees
• INTERACTIONS
• Internal Interactions:
• Divisional Engineer, Zonal MIS, Divisional Manager
• S&D team at supply points
• External Interactions:
• Franchisee & equipment vendor
• Other Oil PSUs marketing and supply point personnel
• Local relevant government officials
• DIMENSIONS
• Generation of revenues from fuel and Non fuel sales
• Financial Dimensions:
• Be within travelling and miscellaneous expense budget
• Other Dimensions:
• SKILLS & KNOWLEDGE
• Educational Qualifications & Certifications:
• Graduate Engineer or Post graduate in Marketing Management
• Relevant (Functional/Level) & Total Years of Experience:

Relevant Experience: 2 to 6 year experience

• Functional Skills:
• Detailed product knowledge & retail policies
• Managing channel partners
• Strong networking skills
• Willing to travel extensively
• Knowledge of Retail operations& logistics economy
• Selling skills
• Behavioural Skills:
• Customer orientation & High integrity
• Negotiation Skills
• Strong communication
• Perseverance
• Interpersonal skills