Territory Sales Manager- BD

ACCOUNTABILITIES & RESPONSIBILITIES

ACCOUNTABILITIES

ACTIVITIES

1

New Business Development
• Responsible for New Business development as per the ABP for the Division and Zone.
• New LOA generation
• Commissioning of ROs
• Responsible for getting all the NOCs and adhere to all the statutory compliances.
• Responsible for the Relationship Management with Bureaucrats and other Govt Official such as – CCOE, Gram Panchayat, Police etc.
• Liaise with Metrology & PESO department for approval of licences.
• Responsible for Supporting to S&D depot location personnel as and when desired.

2

Supervising Development of the Retail network of Essar ROs by identifying suitable land & franchisees.
• Identifying new sites and franchisees for setting up of RO's after TA analysis
• Coordinate for all statutory approvals
• Monitor construction & development of RO as per Co. specifications
• Complete commissioning of RO’s within milestones set in ABP

3

Follow up with Government Agencies for statutory approval & licenses
• Submit applications as per norms to licensing authorities.
• .Liaison with District Magistrate’s office & other related department for issuance of NOC.

4

Franchisee Management
• Regular meeting with franchisee to resolve problems
• Advise franchisees on staff appointment for housekeeping and safety standards
• Resolve channel conflicts

5

Liasoning with vendors and competitors
• Maintain cordial relation with concerned personnel
• Follow up with equipment vendors for on time installations and reduced downtime.

6

Training of franchisees and forecourt staff.
• Identify training needs of franchisee and staff
• Conduct on-site training
• Recommend staff/franchisee for company training
• KEY CHALLENGES
• LOA Generation and RO Commissioning
• Early commissioning of LOA’s
• KEY DECISIONS
• Resolve franchisee issues
• Selection of the right site and franchisee for new LOAs and Commissioning
• Made by Jobholder:
• Recommendations to superior:
• Recommending sites for Network Expansion
• Product specific, Area specific, Non Fuel Retailing prospects.
• Lease rents
• CODO and PCODO
• INTERACTIONS
• Internal Interactions:
• Divisional Engineer, Zonal MIS, Divisional Manager
• Legal team
• External Interactions:
• Franchisee & equipment vendor
• Other Oil PSUs marketing and supply point personnel
• Local relevant government officials
• DIMENSIONS
• Financial Dimensions:
• Generation of LOA’s at high Margin areas
• Be within travelling and miscellaneous expense budget
• Other Dimensions:
• SKILLS & KNOWLEDGE
• Educational Qualifications & Certifications:
• Graduate Engineer or Post graduate in Marketing Management
• Relevant (Functional/Level) & Total Years of Experience:

Relevant Experience: 2 to 6 year experience
• Functional Skills:
• Detailed product knowledge & retail policies
• Managing channel partners
• Strong networking skills
• Willing to travel extensively
• Knowledge of Retail operations& logistics economy
• Selling skills
• Behavioural Skills:
• Customer orientation & High integrity
• Negotiation Skills
• Strong communication
• Perseverance
• Interpersonal skills