Strategic Key Account Manager — B2B Fuels (South)

Wafi Energy; Karachi Division; On-site; PKR 2,400,000 - 3,000,000; Full time

Job summary

Wafi Energy Pakistan Limited, based in Karachi, seeks a seasoned Key Account Manager – South to own a portfolio of high-volume direct B2B fuel accounts. You will protect and grow volume and margin through account planning, value-based selling and disciplined negotiation, while executing pricing and contracts within approved frameworks.

The role covers larger and more complex accounts, requiring skill-level key account management and customer value proposition capability.

Qualifications

• Bachelor's degree; MBA preferred.
• 5–7 years in B2B sales or key account management, ideally in fuels, lubricants, LPG or industrial B2B.
• Track record managing large, complex accounts in logistics, mining, construction, power or manufacturing.
• Strong negotiation and value-selling ability.
• Working understanding of margins, pricing and credit risk.
• Strong Excel and Powerpoint skills; CRM experience.
• Fluent Urdu and English.
• Willing to travel across Sindh and Balochistan.

Responsibilities

• Runs the full sales cycle independently: visit preparation, call planning, closing and debriefing, with actions logged and communicated to relevant stakeholders.
• Uses the sales pipeline to prioritise effort and feed volume forecasts.
• Sells on value before price by uncovering the customer's cost drivers, real willingness to pay and cost of inaction.
• Prepares for negotiations with clear objectives, alternatives and a walk-away point; closes agreements that hold margin while maintaining the relationship.
• Identifies cross-sell and up-sell opportunities across Fleet Card, lubricants and supply channel options.
• Builds and maintains a written account plan for each key account covering volume, share of wallet, decision-makers, risks and growth levers.
• Maps the customer's decision-making unit and builds contacts beyond transport and procurement, up to finance and senior management.
• Reviews account performance periodically and coordinates with supply, finance and retail to deliver on plans.
• Develops relationships from transactional supplier to partner of choice, anticipating and managing relationship issues before they elevate.
• Keeps account plans, visits and opportunities current.
• Tailors offers across Wafi supply channels (Fleet Card and Direct Supply) to each customer's operation.
• Translates product and service features into quantified economic value for the customer.
• Positions against competitor offers on reliability, product quality, credit, card controls and reporting, not discount alone.
• Coordinates with supply chain to confirm feasibility and availability before committing to customers.
• Understands retailer and customer economics.
• Identifies channel conflicts early and escalates them.
• Understands the price build-up, margin, cost-to-serve and credit cost behind each deal.
• Follows pricing policy and discount authority, implements price changes, and escalates deviations with a clear business case.
• Tracks and reports competitor pricing and activity in the territory.
• Understands the key terms and risks in customer agreements.
• Supports contract execution and monitors compliance on volume commitments, payment terms and credit limits.
• Follows order-to-cash processes (pricing, ordering, billing, card set-up) and resolves service issues promptly.
• Captures customer feedback and acts on it.
• Understands site-level operations sufficiently to resolve supply and service issues at customer-serving sites.
• Uses digital tools and data for customer management and reporting.

Skills

Fluent Urdu

Fluent English

Strong negotiation

Value-selling

CRM experience

Excel

PowerPoint

Education

Bachelor's degree; MBA preferred

Tools

CRM

Job description

Wafi Energy Pakistan Limited, based in Karachi, seeks a seasoned Key Account Manager – South to own a portfolio of high-volume direct B2B fuel accounts. You will protect and grow volume and margin through account planning, value-based selling and disciplined negotiation, while executing pricing and contracts within approved frameworks.

The role covers larger and more complex accounts, requiring skill-level key account management and customer value proposition capability.