Commercial Account Specialist - South Africa
TotalEnergies
Candidate Profile Press space or enter keys to toggle section visibility As a Commercial Account Specialist you will possess the following: Engineering, Commercial or related qualification is preferred but not essential. Minimum 5 years of financial, sales or project experience working within the engineering/lubricants or related industries is essential. Must reside in the area of responsibility Must be willing and able to travel. Good organization, negotiation, planning and time management skills are essential. Computer literacy is essential with good working knowledge of Microsoft packages. Activities Press space or enter keys to toggle section visibility As a Commercial Account Specialist you will be responsible for the following activities: The Mining & Industrial Commercial Account Specialist will be accountable for the following in his area. Assist to maintain and grow business · Working with technical as well as commercial personnel coordinating and attending meetings with all levels of personnel on products and service offerings. · Drive out competitor products at current customers · Compile and present a monthly commercial review of customer accounts on time and in full · Negotiating prices with customers as well as management · Compiling and presenting reports on time and in full as required by Senior Management and customers · Liaising directly with all departments and assisting customers with timely product deliveries · Preparing quotations and processing orders on time and in full · Attending tender meetings as well as compiling tender documents on time and in full · Lead generation of prospect customers Technical Support · Assist with Lubrication Surveys · Assist with Product recommendations · Assist with Product Rationalization · Assist VIU projects and documentation Lubrication problem solving / Failure analysis / Product integrity Assist with the investigation of any claim of lubricant failure Bulk dispensing equipment · Assist with determining requirements from the customer · Assist with the scope of project requirements for bulk dispensing equipment · Assist with engaging Engineering Product Slate management · Keep product requirements for mining current and up to date · Work on the business case to ensure a complete and equivalent product slate for the mining and industrial segments Training · Complete all TMSA required training on time and in full · Lubrication and ISO cleanliness training for Customer · Coaching and in-service training for customers · Best practice sharing to team & customers Upselling · Assist and drive premium product upselling · Assist technical with product trials · Identify possible energy saving projects at key mining customers Account Maintenance · Maintian agreed customer prices on TMSA system and ensure customer system prices are aligned with TMSA system prices · Manage customer overdues and proactively drive the process to minimize possible overdues on the account · Meeting the SALSA monthly requirements is a qualifying criteria for VCS o All Master data must be completed and kept up to date on an ongoing basis o All customer appointments must be logged in SALSA calendar o All customer visits will be documented through the visit report function o All customer visits must be entered immediately after the visit is completed and no later than 5 days after the visit o Number of customer visits for the quarter to meet agreed divisional target o All Sold to's and Prospects need to be loaded with yearly potential o Prospects must have: § At least two visit reports. Visit reports should be recent § At least one opportunity attached to it § At least one contact point o Opportunities must have: § At least one visit report and should be recent § At least one contact point stating who is the decision maker · Manage and present account reviews · Manage customer, ISP and 2nd Tier supplier Agreements Context & Environment Press space or enter keys to toggle section visibility Challenge is to achieve an effective balance between daily operational issues whilst focusing on high delivering high-level strategic business objectives for TMSA. Identify financially viable solutions for customers to ensure long term sustainable and profitable business in a highly contested market · Other internal and external constraints which make this job challenging are an uncertain regulatory environment, general skills shortage and high subsequent turnover; BBBEE compliance for people management
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