Retail Lubricants Category Sales & Operations Support Manager at Vivo Energy

Retail Sales & Operations Support

• To manage and lead the Sales & Operations Support Team to support and coordinate the operation of all platforms, and support/roll-out of streamlined sales & operations processes.
• Ensure that systems are in place to support the sales team to deliver their targets.
• Ensure that all training is being implemented in the OU according to strategy and required standards.
• Ensure coordination between support functions (retail and OU level) and sales team to achieve         effective planning, implementation and feedback of different initiatives and programs (marketing, operations, payments, policies, audit actions...)
• Providing assurance of full compliance with the governance in Operating Platforms, while sharing the learning in the management of the covered network to improve the operating platforms processes and policy.

Lubricants Category

• The Retail Lubricants Category Manager is responsible for driving Lubricants sales in Retail through category product planning and execution of strategic product marketing plans, as well as gathering and prioritizing product and customer requirements, defining the product vision, and working closely with, sales, marketing, sourcing and procurement to ensure customer satisfaction goals and business objectives are met.
• Ensure delivery of the retail lubricant volume & margin, through delivery of the agreed category agenda, and working with retail team to deliver excellent on-site execution.
• Manage cross-business issues from Retail perspective, including supply, marketing, pricing, portfolio, and cross-channel conflicts (e.g. wholesale volumes in retail vs. distributor)

Principal Accountabilities

• • Manage relationships with customer, stakeholders and internal resources. (E.g. marketing, B&C, Supply Chain and other functions)
  • Identify, quantify and pursue the development of growth opportunities, based on emerging trends and insights
  • Interface with Lubricants Supply chain to maximize business opportunity in retail channel; ensuring under-performance is reported and escalated as needed.
  • In consultation with retail Sales & Operations, ensure strong operational standards and performance within the branded lube bay network, including service standards, staff competency, etc. Work with Retail Network to continually ensure appropriate focus and reinvestment of lube bay assets.
  • Manage any cross-channel issues on behalf of retail, including but not limited to portfolio concerns or changes, supply issues, or cross-channel conflicts as they occur.

     

Retail Sales & Operations Support

People:

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    • Coach and support sales support team
    
    
    • Interface to CSC, Marketing, Network, Finance, HR, Legal and Operating Platform Change Team / Channel Management Team
    
    
    • Responsible for overall integrity and quality of Retailers, Site Managers, and Site staff attraction, selection & induction processes
    
    
    • Responsible for overall implementation, integrity, quality and reporting of Shell Retail Staff Training.
    
    
    • Responsible for implementation of Vivo Retailer to ensure that all retailers are using the tool
    
    
    • Ensure that all activities that incumbent to TM’s are done properly
    
    
    • Responsible of the accreditation of sales team
    
    
    
    
  
  
  
  

Shareholder:

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    • Responsible for Site and Cluster Planning Tool (SCPT)– reviewing and setting Retailer cost allowances, updating sales targets and data.
    
    
    • Responsible for coordinating delivery of Sales & Operations T&R submission
    
    
    
    
  
  
  
  

HSSE:

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    • Develop and maintain a strong HSSE culture within Retail Sales & Operations
    
    
    • Deliver agreed HSSE targets for Sales & Operations
    
    
    
    
  
  
  
  

Operational Excellence:

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    • Engagement and training of sales force and retailers, follow up of performance, Drive reward and recognition program for retailers and sales team.
    
    
    • TMSR interface with TMs, adaptation and production of PMTDR poster, tools..., drive the Performance improvement process)
    
    
    • Responsible of Fuels quality by ensure products are in line with specifications
    
    
    • Coach and develop  the trainer in order to deliver trainings accordingly for the forecourt staff
    
    
    • Responsible of ensuring profitability of Company sites
    
    
    • Drive the Direct Debit process to remove cheque collection from the Territory Managers
    
    
    • Responsible for uniforms for site staff (tender, contract management, follow-up of orders from retailers through TMs, delivery to sites, supplier payment etc)
    
    
    • General admin support for sales e.g. coordinator for the Call Planning Cycle tool, Retailer remuneration planning database
    
    
    • Responsible for retail business drivers according to plan
    
    
    • Responsible for ensuring the delivery and respect of retail Customer Value Proposition
    
    
    
    
  
  
  
  

Lubricants Category

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  • Accountable for Retail lubricants Profit & Loss – including delivery of volume, margin and opex (both SP&A and other opex).
  
  
  • Focal point of expertise for lubricants marketing initiatives in Retail. Support roll out of Lubricants country & Group marketing initiatives for the Retail channel locally – in line with agreed category plan.
  
  
  
  


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  • Interface with Business to Business (B2B) / Business to Customer (B2C) Lubricants pricing with respect to:
  
  
  • Periodic management & review of the pricing & discounts.
  
  
  • Coordinating with the relevant Pricing Manager to ensure that the price management framework is undertaken periodically and appropriately signed off to ensure local channel competitiveness.
  
  
  • Work with Retail Sales & Operations to maximize on-site execution, by supporting the site business planning cycle, helping measure and implement meaningful targets across each of the site formats (site volume, oil change per day, store sales etc), integrate key execution needs into the Call Planning Cycle, and helping Territory Managers and Retailers have the skills and competency to deliver local targets.
  
  
  
  

Job Knowledge , Skills and Experience.

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  • A degree in Sales & Marketing
  
  
  • Minimum of 3 years’ experience in category management with an understanding of category management process would be an advantage
  
  
  • Strong background in merchandising, purchasing, financial analysis and stock control
  
  
  • Previous experience in retail operations is desirable
  
  
  • Previous sales/commercial experience is desirable
  
  
  • Demonstrates the ability to select, analyze and integrate consumer/shopper, customer and category information to deliver business solutions
  
  
  
  

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