SUMMARY:
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POSITION INFO:
Purpose of the Role The Franchise Territory Manager exists to build, scale and strengthen a high-performing territory-based distribution network that expands Dis-Chem Life's reach, creates access to new customer communities and supports sustainable growth across South Africa. This role is responsible for ensuring that territories are structured effectively, opportunities are maximised, resources are deployed appropriately and Territory Managers are equipped to deliver consistent and sustainable results. Through strong leadership, commercial thinking and operational oversight, the Franchise Territory Manager helps transform market opportunity into meaningful business growth. The role plays a critical part in creating consistency, accountability and performance across the territory model, ensuring that opportunities are identified, developed and converted into productive distribution channels that support Dis-Chem Life's broader growth ambitions. Summary of the Role The Franchise Territory Manager is responsible for leading and supporting Territory Managers across the national territory network while driving territory performance, expansion and operational effectiveness. The role oversees territory planning, opportunity development, recruitment capacity planning, productivity management, performance monitoring and operational execution across multiple territories. The Franchise Territory Manager works closely with Territory Managers to identify growth opportunities, remove barriers to success, improve productivity and ensure that territory resources are aligned to commercial opportunity. Success in this role is demonstrated through the growth, profitability and sustainability of the territory network, the quality of territory leadership, the successful expansion of the distribution footprint and the consistent achievement of production, recruitment and business quality objectives. The role requires a commercially focused leader who can balance people leadership, operational execution and growth strategy while maintaining visibility of performance across multiple territories. Key Responsibilities Territory Strategy and Expansion Develop and execute territory growth strategies aligned to business objectives. Identify and evaluate new territory opportunities and expansion initiatives. Assess commercial viability and growth potential across territories. Monitor market trends, competitor activity and emerging opportunities. Provide recommendations regarding territory structure, coverage and resource allocation. Establish and continuously refine the national territory architecture, ensuring territories are aligned to commercial opportunity, capacity requirements and growth objectives. Evaluate territory performance, coverage gaps and expansion opportunities and recommend territory restructuring where required Territory Leadership and Performance Management Lead, coach and support Territory Managers to achieve agreed objectives. Establish clear performance expectations and accountability measures. Monitor production, activity, recruitment and business quality performance across territories. Identify performance gaps and implement corrective action plans where required. Drive a high-performance culture across the territory network. Opportunity Development and Distribution Growth Ensure a strong and sustainable pipeline of opportunities across all territories. Monitor territory opportunity conversion and growth. Support Territory Managers in securing and expanding strategic relationships. Identify opportunities to increase market penetration and territory productivity. Drive initiatives that support growth in production and representative capacity Provide oversight of national opportunity development strategies across government, PERSAL, employer, business and community channels. Monitor opportunity pipeline health across all territories and intervene where opportunity generation is insufficient to sustain growth targets. Ensure Territory Managers are actively identifying, developing and converting commercial opportunities within their territories. Recruitment and Capacity Planning Monitor territory staffing requirements and representative capacity. Support recruitment planning and growth strategies across territories. Ensure representative headcount aligns with available commercial opportunity. Identify future leadership potential within the territory network. Support succession planning and leadership development initiatives. Create and maintain a leadership pipeline for future Territory Managers and Team Leaders. Develop and oversee a national representative capacity strategy to ensure headcount remains aligned to commercial opportunity. Review territory capacity requirements and approve recommendations relating to representative growth, resource allocation and territory support requirements. Operational Effectiveness Monitor territory execution and operational performance. Ensure consistency in territory management practices and reporting standards. Promote best practice sharing across territories. Identify process improvements that improve efficiency and performance. Support the implementation of operational initiatives and distribution projects. Field Leadership and Execution Provide visible leadership across territories through regular field engagement and territory visits. Monitor field activity, opportunity coverage and deployment effectiveness across all territories. Ensure Territory Managers maintain strong field presence, coaching activity and operational execution standards. Drive consistency in sales activity, customer engagement and field management practices nationally. Stakeholder and Relationship Management Build and maintain strong relationships with key internal and external stakeholders. Collaborate with Distribution, Operations, Compliance and Support functions. Support strategic engagements and opportunities requiring national coordination. Facilitate effective communication and alignment across territories. Act as a key escalation point for territory-related matters. Performance Reporting and Insights Monitor and evaluate territory performance against agreed targets. Analyse production, recruitment, activity and quality trends. Prepare territory performance reports and recommendations. Provide leadership with meaningful insight into territory performance and growth opportunities. Maintain visibility of risks, challenges and operational priorities across the territory network. Business Quality and Conduct Drive a culture of ethical sales practices, customer-centricity and sustainable business growth across all territories. Monitor persistency, cancellations, complaints and business quality indicators across the territory network. Partner with Compliance, Operations and Distribution teams to identify and address emerging conduct and business quality risks. Ensure Territory Managers reinforce appropriate sales practices, customer outcomes and business quality standards within their teams. Escalate material conduct, compliance and business quality concerns through the appropriate channels. Soft Skills Strategic and commercial thinking Leadership and people development Coaching and performance management Strong decision-making and problem-solving skills Stakeholder engagement and relationship building Influencing and negotiation skills Strong communication and presentation skills Planning, organisation and execution capability Accountability and results orientation Adaptability and resilience in a fast-paced environment Technical Skills Distribution Channel Management Sales Leadership and Territory Management Performance and Productivity Management Recruitment and Capacity Planning Pipeline and Opportunity Management Data Analysis and Performance Reporting Business Development and Market Expansion Operational Planning and Execution CRM and Sales Management Systems Budget Management and Commercial Analysis Financial Services, Insurance and Regulatory Environment Knowledge Experience Minimum 5-8 years' experience within sales, distribution, territory management or business development environments. Proven experience leading geographically dispersed teams. Experience managing sales performance, productivity and growth targets. Demonstrated experience developing and expanding distribution channels. Experience recruiting, coaching and developing sales or distribution teams. Experience analysing commercial performance and implementing growth strategies. Strong understanding of territory planning, opportunity development and market expansion. Experience working within a regulated financial services, insurance or intermediary environment will be advantageous. Experience managing multiple stakeholders across operational and commercial functions. Proven track record of delivering sustainable growth through people, performance and operational excellence. Qualifications Essential Bachelor's Degree in Business Management, Commerce, Sales, Marketing, Finance or a related field. Valid driver's licence and willingness to travel extensively. Advantageous RE5 Qualification Relevant management or leadership qualification Higher Certificate or Diploma in Financial Planning, Insurance or Financial Services Regulatory examinations and financial services industry accreditations Qualifications in Sales Leadership, Business Development or Distribution Management
