Vivo Energy – Retail Territory Manager (Nairobi).

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Job Purpose:

Responsible for managing the relationship between the company and Retailer at site level, ensuring consistent delivery of the Vivo Energy Customer Commitment

Principal Accountabilities:

  • Customers
    1. Ensure consistent delivery of Customer Commitment by managing contract compliance using the Territory Manager Site Review (TMSR)
  • People

    1. Identify gaps to Retailer competencies and delivery of Customer Commitment; coach, support and advise Retailers with the aid of appropriate tools

    2. 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

    3. Ensuring that the Retailer trains and develops their staff, and understands the importance of People in delivering the Customer Commitment, sharing and coaching on Vivo Energy tools and processes as appropriate
  • Shareholder

    1. Setting Retailer Business Plans to deliver sales and cost targets represented in annual T&R (including Fair Share Adjustment target)

    2. Review Retailer’s P&L statements, and support Retailer to develop action plans to close performance gaps
  • HSSE

    1. Develop and maintain a strong HSSE culture within geographical area

    2. Deliver agreed HSSE targets for geographical area

    3. Protect Vivo Energy’s interest by ensuring that all HSSE standards and procedural compliance are adhered to and stakeholder relationships are managed pro-actively
  • Operational Excellence

    1. Plan and conduct site visits in accordance with Call Planning Cycle tool

    2. Ensure delivery of a competitive pricing position through fuel pricing procedures

    3. Implementation and ongoing support of Marketing and Network initiatives

Position description – Additional comments

1. Identify Gaps in all aspects of site performance (including service and ‘people’) for geographical area and mandate, advice or offer Retailers Vivo Energy-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 Shell

2. Maximizing all sales development potential whilst protecting Vivo Energy’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 Vivo Energy’s Reputation

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


Job Knowledge, Skills & Experiences:

A graduate in a business discipline or engineering
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 Energy Retailers, delivering Retail Customer Commitment

Understand and apply Retail HSSE Standards – Skill
Understand and Apply Retail Economics – Skill
Understand and Apply Vivo Energy Retailing Principles & Processes Skill

Manage Relationships with Retailers

Manage Site/Cluster Performance & Administration

Manage Fuel Pricing Process

Manage Fuel Pricing Execution

Manage Retailer Value Proposition (RVP)





Vivo Energy

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