JOB DETAILS:

Job Purpose:

To manage a group of retail sites by supporting Retailers to grow sales, improve site operations, and meet agreed targets. The role ensures that all sites follow Vivo Energy’s Customer Commitment, comply with the Retailer Business Agreement, and deliver across all offers (fuel, lubricants, shop, and services). The Territory Manager identifies performance gaps and provides the right tools and support to help Retailers reach their full potential while promoting safe, secure, and compliant operations in line with the company’s Goal Zero commitment.

Dimensions:

• Sales Growth Target: ≥ 4% Like-for-Like (LFL)
• Lubricants-to-Fuel Sales Ratio Target: ≥ 1%
• Number of Sites: 15–23 within assigned territory
• Number of Retailers Managed: 10–20 (no direct reports)
• Debt Management: Maintain DSO < 7 days
• Responsible for site HSSEQ compliance and supporting delivery of Goal Zero.

Key Responsibilities

Sales & Financial Performance

• Support Retailers in developing and executing business plans aligned with territory targets and growth objectives.
• Support Retailers in understanding their Profit & Loss (P&L) statements, helping them interpret key cost and revenue drivers and take informed decisions to improve profitability.
• Conduct regular site performance reviews using P&L statements, sales data, and operational KPIs to identify gaps and develop appropriate action plans.
• Guide Retailers in driving volume and profitability through effective pricing, upselling, promotions, and product mix optimization.
• Monitor stock levels, sales mix, and promotional execution to ensure product availability and margin protection.
• Ensure timely debt recovery and enforce compliance with credit terms to protect business cash flow and working capital performance.
• Work closely with the Marketing team to plan and execute site-level campaigns, promotions, and customer activations, ensuring Retailer alignment and effective delivery of commercial initiatives.

HSSEQ & Goal Zero Compliance

• Promote a strong HSSEQ culture across all sites, reinforcing Vivo Energy’s Goal Zero commitment to no harm to people, assets, or the environment.
• Ensure Retailers and site staff comply with HSSEQ policies, standards, and procedures through regular engagement, coaching, and audits.
• Conduct routine site HSSEQ checks and ensure timely closure of action items from inspections, audits, and incident investigations.
• Support the implementation of HSSEQ campaigns, emergency response plans, and training requirements across the territory.
• Escalate HSSEQ risks or repeated non-compliance and support enforcement actions where necessary.
• Build awareness and accountability among Retailers and contractors to ensure adherence to safety, security, environmental, and product quality standards.

Retailer Relationship Management

• Build and maintain strong relationships with Retailers to ensure alignment with Vivo Energy’s standards, values, and business objectives.

• Serve as the key point of contact for Retailer engagement, providing timely support, feedback, and issue resolution.
• Conduct regular site visits and structured meetings to maintain open communication, reinforce expectations, and support performance improvement.
• Promote a partnership mindset by fostering trust, accountability, and mutual commitment to delivering the Customer Commitment and Goal Zero.
• Address behavioural or performance-related concerns early through coaching, structured follow-up, and escalation where necessary.

Operational Excellence

• Plan and execute structured site visits using the Call Planning Cycle to monitor performance, support Retailers, and follow up on agreed actions.
• Ensure site compliance with operational standards, including forecourt management, visual identity, systems usage, and back-office controls.
• Support the consistent implementation of approved Marketing and Network initiatives to maintain brand standards and competitiveness.
• Ensure fuel pricing is implemented accurately and on time in accordance with Vivo Energy procedures to maintain competitive positioning.
• Monitor Retailer contract expiry dates and lead the timely review and renewal process in coordination with Legal and Retail leadership.
• Follow up on operational audit findings, HSSEQ inspection results, and site performance reviews to ensure timely closure of corrective actions.

Customer Experience & Brand Standards

• Ensure consistent delivery of Vivo Energy’s Customer Commitment across all sites by monitoring Retailer service levels and compliance with brand standards.
• Use tools such as the Territory Manager Site Review (TMSR), Guest Experience surveys, and the Retailer Feedback Cycle (RFC) to assess customer satisfaction and identify improvement areas.
• Support Retailers in delivering a superior guest experience across all offers (Fuel, Lubes, Convenience Retail, and Services), aligned with Vivo Energy brand expectations.
• Guide Retailers in using guest feedback insights to improve site performance, drive loyalty, and enhance overall customer satisfaction.

Site Capability Development

• Identify gaps in Retailer and site staff capability and provide coaching, tools, and guidance to strengthen performance.
• Support Retailers in using Vivo Energy systems, processes, and business tools to improve site execution and compliance.
• Promote adoption of field training programs, toolkits, and coaching materials to build operational and commercial capability.
• Monitor the effective use of systems and tools during site visits and follow up on areas requiring additional support.
• Encourage continuous improvement through regular feedback, engagement, and knowledge sharing.

Requirements

• Minimum of a Bachelor’s degree.
• Minimum of 5 years’ experience in sales, retail operations, or territory/field management, preferably within the FMCG, petroleum, or service industry
• Strong commercial acumen with experience in delivering sales targets, managing P&L performance, and supporting business planning at outlet level.
• Proven ability to manage third-party business partners (e.g. Retailers, Dealers) and drive performance through structured engagement and coaching.
• Solid understanding of HSSEQ standards and ability to reinforce compliance and safety culture at the field level
• Proficient in Microsoft Office (especially Excel and PowerPoint); experience with field or retail management systems is an added advantage.
• Excellent interpersonal, communication, and relationship management skills with the ability to influence stakeholders.
• High integrity, self-drive, and resilience with a willingness to travel extensively within the assigned territory