B2B - Key Account Specialist - Free State - South Africa
TotalEnergies
Candidate Profile Appropriate tertiary qualification in sales/business management or administration 4-6 years of marketing and sales management experience in the oil industry or comparable industry, Exposure to analyzing and interpreting financial statements/results either in studies or work experience Interacting with employees, customers, and government / parastatal and other organizations Good sales management, negotiation and conflict resolution skills; good analytical and presentation skills Good knowledge and understanding of business and legal basics Good knowledge and application of people management and interpersonal skills Good knowledge and application of TMSA's Code of Conduct / Ethics and Policies and Procedures Computer literacy is a requirement (Harmony System (SAP), and SALSA) Activities The Key Accounts Specialist is the point of contact for the customer and handles the distribution of the brand/products or set of brands/products within assigned outlets. The Key Accounts Specialist is responsible for building and maintaining strong professional relationships with clients, ensuring visibility, achievement of sales targets and delivery of high-quality customer service to existing and potential clients. He/ she is also responsible for the collection of receivables and is the key source of information for the movement of goods/brands and one of the responsibilities is to bring back market feedback. In their endeavour to excellence, the fundamental values all our employees must possess are Commitment, Integrity, Agility, Empathy and Flexibility Main Responsibilities. To ensure sales budgets are achieved for fuels and lubricants, and give input during the budgeting process To nurture, maintain and manage good customer business relationships in the Agriculture channel of trade To effectively manage price, rebates and discount levels and ensure all costs associated with customers are accounted for To ensure that under-recoveries (e.g. transport, product returns, maintenance costs, etc.) are collected To control the level of gross margin after variable expense (GMVE) per customer To manage customer credit (resolve errors, perform reconciliation), and ensure customer service delivery To conduct variance analysis/business reviews per customer, compare to budget and take corrective action where appropriate To ensure proper stock management and sales forecasting To monitor and control Fuel Management System suppliers and other suppliers to ensure that costs are managed To compile monthly business reviews and KPIs, including asset management To effectively control contracts and administration to ensure contractual rights and obligations are honoured Asset & Stock Management Manage the Area's operating expenditure and working capital through regular budget monitoring to ensure a reduction in costs to improve the profitability of the Company. To ensure that all regulatory and TOTAL South Africa requirements in respect of the handling, storing and distributing of our products are adhered to strictly and submissions are maintained. GT Strategy To identify and collaborate on leads for GT business opportunities with the Regional Sales Manager To implement and execute promotions and marketing strategies/activities as directed to ensure marketing objectives are reached To collect and report market intelligence, competitor activities, pricing strategies etc. To investigate and initiate/propose opportunities for investments in the sales area To assist in controlling capital expenditure, commitments and liquidations in the sales area Participate in developing sales and marketing strategies HSEQ: To effectively manage and minimise HSE risk within the area of responsibility by ensuring: Compliance with all HSE Policies, rules, guidelines and legal requirements That HSE competency requirement are identified & enforced within the area of responsibility Context & Environment Tension into achieving an effective balance between marketing benefits and profitability for both Customers and Total South Africa. Identify financially viable solutions for each customer to ensure long-term sustainable and profitable business in a highly contested market where customers have the freedom of choice Other internal or external constraints which make this job challenging are an uncertain regulatory environment (transforming from heavy regulation towards easing of regulation in some areas and tightening in others) skills shortages, BBBEE transformation imperatives, etc Tough and very competitive marketing environment. Tension in achieving an effective balance between marketing benefits and profitability for both GT Customers and TSA to ensure long-term sustainable and profitable business in these dynamic markets where customers have freedom of choice.
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