Manager, Retail Network Development

Job Purpose

• Secure new petrol station sites that meet investment criteria (i.e., strategic network fit, return on investment, and optimal capital expenditure) to strengthen network coverage and grow the Retail Business.

• Execute contract renewals of operating sites to preserve base network volume and brand presence.

Key Accountabilities

• Provide input into network masterplan to identify new site locations in preferred/targeted areas, consistent with the Company’s retail network strategies.

• Conduct site and dealer assessments, volume projection, and other feasibility analysis for new site acquisitions, including potential rebrands, using standard methodologies within prescribed parameters.

• Liaise with Retail Operations, Convenience Retailing, Engineering, and Distributions departments, etc., to obtain relevant inputs regarding station’s volume projection, design options, and costing.

• Evaluate each project using the standard financial evaluation model to work within key investment guidelines and prepare Financial Memorandum (FM) for management approval.

• Coordinate and validate all relevant documents, including letter of offer, agreements, land status, business registration, and others, with Company’s solicitors, to ensure the orderly and timely execution.

• Monitor the fulfilment of agreed terms and conditions a per contracts and facilitate relevant payments due.

• Facilitate and track new site development/rebranding process through regular engagements with the Dealer and providing necessary support/guidance in permitting approvals including Kebenaran Tapak, land conversions, development order, building plan, etc.

• Coordinate with various internal departments to ensure the timely opening of the station, including conducting new dealer meetings and participating in regular project coordination meetings.

• For contract renewals, negotiate with respective landowners or dealers to conclude with optimum financial outcomes for the Company, in considerations of reasonable market values, competition, and strategic importance of existing sites.

• Maintaining the property records and to ensure that the quit rents, assessments of all Company real estate properties including those held in tenancies are looked after; evaluate retail outlets with leases/tenancies expiring for further renewal, negotiate their renewals and to prepare the FMs.

Key Dimensions

Individual:

Area of coverage:          East Coast region (H1/H2)

Sites opened:                5-6 sites/year

Sites secured/signed:    6-8 sites/year

Sites approved (FM):     8-10 sites/year

Contract renewals:        2-4 sites/year

Overall department:

Annual network growth of 20-25 new sites

Annual capital investment of RM30m-40m

Total network size: 380+ (current); 500+ (5-year aspiration)

Total network volume: 1.8 bltrs. (current); 2.3 bltrs. (5-year aspiration)

Technical/Functional Competencies

• Good Microsoft Office skills
• Ability to write business cases
• Understanding of retail network development principles, including site assessment, economic evaluation, and contracts.

Behavioural Competencies 

• Personal integrity, with high ethical standards
• Excellent interpersonal, communication, and negotiation skills
• Self-disciplined and highly independent

Qualifications

• University or Professional Degree in any field with minimum working experience of 5 years

Experience and Knowledge

• Well-versed in conducting project investment evaluation models like DCF (discounted cash flow).
• Good understanding of local laws like contract law and national land code, finance, accounting, and project economics.
• Exposure in working with retail station dealers and government bodies will be an added advantage.