Territory Sales Manager

About Nayara Energy: Nayara Energy is a new-age downstream energy and petrochemicals company with a formidable presence spanning across the entire hydrocarbon value chain, from Refining to Retail. Nayara Energy operates in India for India driven by a relentless commitment to fuel the nation's energy aspirations. At the heart of our operations lies the Vadinar refinery, India's second-largest single-site refinery with a capacity of 20MMTPA.With over 6,600 Retail Outlets, we cater to the need for reliable and safe mobility across the length and breadth of the country. We have adopted a phase wise asset development strategy to enter the petrochemicals sector which will be a significant step in our crude to chemicals journey. Through sustainable development projects in Health and Nutrition, Education and Skill Development, and Sustainable Livelihoods, Nayara Energy enhances the quality of life in the communities it operates in. Delivering value for all our stakeholders is at the very core of our beliefs and we are committed to providing the energy that fuels the dreams of our employees, customers, partners and communities.

Job Purpose

Lead and manage sales operations within the assigned territory, ensuring the achievement of sales targets for MS, HSD, Lubes, and Non-Fuel Retail (NFR) products, maintaining high standards of quality and safety, and fostering strong relationships with franchisees and customers.

1. Sales

• Develop and execute Retail Outlet (RO)-wise sales strategy to ensure achievement of the annual sales target of the assigned territory, for MS, HSD, Lubes, and Non-Fuel Retail (NFR) products.
• Monitor sales performance at every assigned RO to ensure alignment with plan.
• Provide actionable insights and recommendations for franchisees to improve sales outcomes.
• Establish strong relationships with existing customers at retail outlets to drive secondary sales.
• Identify prospective customers for retail outlets to drive sales growth.
• Identify new business opportunities and design tailored deals for high-volume customers.
• Conduct market research and competitor analysis to stay informed about industry trends and market conditions.

2. Franchisee Management

• Monitor and manage inventory levels at ROs to prevent stockouts and overstocking of products.
• Support ROs for timely receipt of ordered products, and coordinate with depot managers, transporters, when required.
• Facilitate infrastructure development and modernization activities at ROs, where required.
• Ensure timely communication and facilitate implementation of newly launched promotional schemes to beneficiary ROs.
• Lead efforts to revive inactive retail outlets by identifying the root cause for inactivity and taking action.

3. Quality and Safety Compliance

• Inspect retail outlets periodically to ensure adherence to quality, safety, and regulatory norms.
• Record key quality parameters of products at ROs during routine inspections and perform corrective action in case of non-compliance.
• Ensure the renewal and maintenance of statutory licenses from regulatory bodies.

4. Others

• Coordinate with equipment vendors to ensure timely installation for infrastructure maintenance and development at ROs.
• Procure and distribute uniforms as per the company branding norms, for staff at ROs.
• Conduct training sessions for staff at ROs on ensuring safety and providing excellent customer service.
• Address customer complaints and feedback promptly to maintain high levels of customer satisfaction.
• Prepare reports to track and evaluate sales, safety, and operational performance of ROs, to Zonal and Head Offices, on a periodic basis.

1. Educational Qualifications & Certifications:
   • An MBA or equivalent degree with a focus on sales, marketing, or management is highly preferred.
   • Relevant certifications in sales and marketing, project management and industry-specific training can be advantageous.
2. Relevant Experience:
   • 5–10 years of relevant experience in Sales and Marketing, preferably in the oil and gas industry.

Skills

1. Functional Skills:
   • Industry Knowledge: Comprehensive understanding of the oil and gas industry.
   • Retail Operations Management: Understanding of retail operations, inventory management.
   • Sales Management: Ability to develop and execute sales strategies to drive revenue growth and achieve sales targets.
   • Relationship Management: Establish and maintain strong partnerships with franchisees, customers, and other stakeholders.
   • Market Analysis and Research: Identify potential customers and market opportunities.
   • Financial Acumen: Proficiency in financial analysis, including budgeting, forecasting, and cost control.
   • Customer Service Excellence: Commitment to delivering exceptional customer service and creating positive customer experiences.
   • Knowledge of Tools: Proficiency in using CRM software and sales management tools, and familiarity with Microsoft Office Suite (Excel, Word, PowerPoint).
2. Behavioural Skills:
   • Communication and Networking Skills.
   • Problem-Solving: Ability to identify issues and develop creative solutions.
   • Adaptability to changing circumstances, market dynamics, and business priorities.
   • Resilience and persistence in the face of obstacles.
   • Collaboration and teamwork.
   • Customer Focus and ethical conduct.