Territory Manager

Main Purpose:

The territory Manager will oversee the operational, financial, and customer service performance of Puma Energy retail stations within a designated territory. This role is pivotal in driving sales growth, ensuring operational excellence, and maintaining brand standards while fostering strong relationships with station owners, staff, and customers. The ideal candidate will be a strategic leader with a hands-on approach to problem-solving and a passion for delivering results in a fast-paced retail environment.

Knowledge Skills and Abilities, Key Responsibilities:

Key Responsibilities:

Sales & Revenue Growth

• Develop and execute territory-specific sales strategies to achieve volume, margin, and profitability targets.
• Analyze market trends, competitor activity, and customer needs to identify growth opportunities.
• Drive promotional campaigns, loyalty programs, and cross-selling initiatives (e.g., lubricants, LPG).
• Collaborate with the marketing team to enhance brand visibility and customer acquisition.

Operational Excellence

• Ensure all retail stations are operating with all required legal and regulatiory requirememt per Malawi laws and regulations.
• Maintain compliance with company standards for safety, cleanliness, and service efficiency.
• Conduct regular site audits to assess inventory management, equipment maintenance, and adherence to HSSE (Health, Safety, Security, Environment) protocols.
• Optimize supply chain coordination to minimize stockouts and ensure timely fuel deliveries.
• Implement cost-control measures to enhance station profitability.

Team Leadership & Development

• Train, mentor, and motivate station managers and staff to deliver exceptional customer experiences.
• Monitor staff performance, conduct appraisals, and address skill gaps through targeted training programs.
• Foster a culture of accountability, teamwork, and continuous improvement.

Customer Experience

• Resolve customer complaints promptly and ensure high satisfaction levels.
• Gather customer feedback to refine service offerings and station amenities (e.g., convenience stores, forecourt services).
• Promote Puma Energy’s commitment to sustainability (e.g., LPG adoption, solar initiatives) to align with customer values.

Compliance & Reporting

• Ensure compliance with local regulations, company policies, and industry standards.
• Prepare weekly/monthly reports on sales performance, inventory levels, and operational challenges.
• Track KPIs (e.g., sales volume, EBITDA, customer retention) and present actionable insights to senior management.

Site Development & Network Expansion

• Identify and evaluate potential new retail sites to expand the network within the territory.
• Renovate or upgrade existing stations to enhance functionality, aesthetics, and compliance with brand standards.
• Analyze market data to prioritize high-potential locations and align expansion with strategic goals.

Experience:

• Undergraduate University degree in Business Administration, Marketing, Industrial Engineering or related field.
• 5+ years in retail management, preferably in fuel/energy, FMCG, or multi-site operations.
• Proven record of good project management skills.
• Solid downstream business knowledge (can do, troubleshooting solving and adapt).

Skills:

• Excellent communication (verbal/written) in English; local language proficiency is a plus
• Adaptability to work in remote/rural locations and travel extensively within the territory
• Proficiency in CRM tools, MS Office, and retail management software.
• Strong financial acumen (budgeting, P&L analysis).

Competencies:

• Strong analytical skills which awould provide consistent investment returns, risk management focus to minimize less controllable market exposure (i.e.) price swings, cost of inventories, supply options, investment considerations.
• Customer-centric mindset with a passion for service excellence.
• Ability to successfully manage personnel.
• Decision making and problem solving skills.
• Planning and organization.
• Ability to thrive under pressure and solve problems creatively.
• Ability to motivate the team. Leadership and negotiation skills. ‘Can-do’ approach and track record of making things happen.

Key Relationships and Department Overview:

• Internal – Business Support, Operations, Finance, HSE
• External – Retails Partners, National Bank of Malawi, Contractors, End retail customers

Apply Now