JOB PROFILE
DEPARTMENT /Marketing
JOB TITLE /Retail Manager
KEY PURPOSE STATEMENT / To manage the relationship between UBI and the Retail network in order to maximise return on investment and customer satisfaction and to expand the existing network.KEY
RESPONSIBILITIES / SPECIFICOUTCOMES / EVIDENCE OFCOMPETENCE / RANGE OF VARIABLES
Work Context / ENABLERS (KNOWLEDGE, SKILLS,ATTRIBUTES)
Tactical management of portfolio of sites /
- Market Intelligence
- Accuracy of information
- Submission of input as per deadlines set by Marketing
- Flexible working hours
- Work largely on your own
- Extensive travelling
- Frequent independent decision-making
- High degree of work with, and “managing”, independent business people
- Job has strong administration component
- Adherence to critical operational policies and procedures
- Job focus ranges from strategic to operatonial
- Diversity of knowledge required (business, operational, people)
- Interaction with large number of role-players
- Service station specific financial/ admin/planning/ forecasting
- Basic property criteria for volume projections
- Standard site hand-over process
- Retail business processes (order quantities/ turnaround times)
- Credit policies
- Account reconciliation
- HSEQ policies
- Content of legal agreements
- Stock control policies & procedures
- Retail appearance standards
- Service station financial practices
- Asset management, maintenance & insurance policies
- Computer literacy
- Analytical & problem-solving
- Conflict management
- Negotiation
- Verbal, written and presentation skills
- Mentor
- Basic business principles
- Business evaluation
- Decision-making
- Ability to establish and maintain networks (contacts)
- Selling
- Goal setting
- Strategic thinking
- Business planning
- Basic financial skills
- Contract/vendor management
- Leadership
- Performance management
- Interpersonal skills
- Customer service orientation
- Customer relationship management
- Entrepreneurial spirit
- Positive attitude
- Self-motivator
- Ability to work with people at different levels
- Ability to prioritise
- Pro-active
- Assertive
- Decisive
- Lateral thinker
- Retail Manager business plan
- Structure & content of business plan
- Actual performance aligned with business plan projections
- Call plan
- Adherence to the agreed call plan structure
- Practical usage of call plan
- Business information in place
- Up to date information
- Adherence to documentation requirements
- Site performance measured against agreed targets
- Complete and comprehensive targets set for each site
- Regular review of performance against targets
- Areas of under-performance effectively identified and addressed
- Formal reports
- Accuracy and value of reports
- Timeous submission of reports
Identification and streaming of new sites /
- High potential new site opportunities referred to Retail Manager
- Accuracy of background information to back up proposal and ROI
- Prospection of potential sites
- Managing approval process through Credit committee
- Site meetings attended during construction
- Attendance of all site meetings
- Quality and relevancy of Input to meetings
- Suitable manager selected
- Level of preparedness of prospective manager to manage station
Management of Retail Sales Executives /
- Set KPAs for Sales Executive
- Ensure weekly Stock Reconciliation is undertaken and reports submitted to GM
- Ensure an updated station ledger on daily basis
- Train Sales Executives and forecourt staff
- Completeness and correctness of Dealer’s account details in system
- All required securities and guarantees in place
- Adherence to credit limits (by dealer)
- Ensure stations comply with HSEQ standards
- Frequency of HSEQ audits by Sales Executives
- Effectiveness with which HSEQ issues are addressed
- Compliance with legal agreements (UBI)
- All sites operate within prescribed standards
- Sites adhere to fuel stock control procedures
- Dealers/Managers understand relevant stock control mechanisms and responsibilities
- All sites comply to appropriate stock control procedures (Stock levels and Procedures)
- Sites adhere to appearance standards
- All sites adhere to all relevant appearance standards
Dealer communication, development, support and advice /
- Dealer/Manager informed via formal communication channels
- Level of awareness among dealers/managers of formal communication meetings and events
- Attendance of communication events by Dealers
- Ensure structured sales calls by Sales Executives
- Effective sales calls as per signed Dealer/manager discussion report submitted by Sales Executive
- Effective financial management and controls on site level
- Frequency and accuracy with which station profitability is compiled for each station
- Financial health of individual sites
- Promotions (National, Regional, Site-specific) successfully implemented on site level
- Ensure station participation in national and regional promotions
- Level of staff (on site) understanding of promotion details
- Number of site-specific promotions per annum
- Successful roll-out of new products on site level
- Success of roll-out on individual site level e.g. lubes
Asset life-cycle management /
- All service station assets well-maintained and operational
- Operational status of service station assets
- Damaged assets effectively administered
- Turnaround time on writing off damaged assets
- Settlement of insurance claims within SLA
- Asset register for all sites updated and current
- No assets unaccounted for on the asset register
- All assets correctly allocated on asset register
- Maintenance expenditure within budget
- No instances of over-expenditure without proper approval
- Effective customer care practices on site level
- Ratings obtained from Mystery motorist rating
Reporting /
- Monthly retail sales information
- Monthly control data sheets
- Forecast Report
- Volume Variance Report
- Monthly Performance Report
- Accurate record of product sales at all sites
- Accurate record of Retail Sales Data and HSEQ
- Target vs Actual volume comparison
- Margin optimization report
Notes : Minimum Qualification – Second Degree in Marketing
Minimum Experience – 3- 5 years in a related field.
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