Territory Manager

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:


Ensure consistent delivery of Customer Commitment by managing sites.

Identify gaps to Retailer competencies and delivery of Customer Commitment; coach, support and advise Retailers with the aid of appropriate tools
Ensuring that the Retailer trains and develops their staff, focus on People in delivering the Customer Commitment, sharing and coaching on VEK tools and processes as appropriate



Support Retailer Business Plans to deliver sales and cost targets represented in annual T&R
Review Retailer’s P&L statements, and support Retailer to develop action plans to close performance gaps

Sustain a strong HSSE culture within geographical area
Deliver agreed HSSE targets for geographical area
Protect Vivo Energy’s interest by ensuring that all HSSE standards and procedural compliance are adhered to and stakeholder relationships are managed pro-actively


Operation Excellence

Plan and conduct site visits in accordance with Call Planning Cycle tool
Ensure delivery of a competitive pricing position through fuel pricing procedures
Implementation and ongoing support of Marketing and Network initiatives
Position description – Additional comments
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 Vivo Energy.
Maximizing all sales development potential whilst protecting Vivo Energy’s interests, through the coaching and motivating of Retailers
Participate in attraction and selection of the right Retailers
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
Manage and maintain positive Retailer relationships, supporting Retailers to achieve and maintain top class site performance (including counseling to underperforming sites)
Deliver Sales & Operations targets for geographical area through regular reviews and appropriate action plans
Ensure Retailers implement all areas of the Customer Commitment and ensure compliance with the Site Operations/HSSE standards, contracts and manuals
Manage and maintain a Retailer master plan within Territory through Retailer assessment and involvement with recruitment processes
Ensuring that Retailers’ actions do not damage Vivo Energy’s Reputation
Ensuring that the Retailer trains and develops their staff, and understands the importance of people in delivering the Customer Commitment



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)



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About Vivo Energy

Vivo Energy is the Shell licensee in 16 countries in Africa. We are proud to offer our customers the very best of Shell’s high quality products and services - including supply reliability, technical expertise and unmatched customer service - in the countries where we operate. In doing so, we have in place industry-leading health and safety standards, and are committed to delivering Shell’s fuels and lubricants in an environmentally and socially responsible manner. A joint venture between Vitol (40%), Helios Investment Partners (40%) and Shell (20%), Vivo Energy represents a unique combination of resources, experience and expertise.