Account Manager

Masana Petroleum Solutions (Pty) Ltd; Johannesburg; On-site; ZAR 400,000 - 600,000; Full time

Job summary

A leading petrochemical company in Johannesburg is seeking an experienced Key Account Manager to oversee customer relationships, achieve sales objectives, and drive growth. The ideal candidate will have a strong background in account management, with a focus on customer satisfaction and strategic growth. Excellent analytical and negotiation skills are required for this role, which demands flexibility in working hours.

Qualifications

• Minimum of 6 years Key Account Management experience in Sales, Marketing or Business Development.
• Preferably in the petrochemical or mining space with a basic understanding of products (fuels and lubes).
• Ability to work collaboratively with others to provide a high-quality service.

Responsibilities

• Meet or exceed KPI targets for customer acquisition and retention.
• Develop and manage key account plans aimed at Customer Relationship Management.
• Monitor and analyze account performance metrics.

Skills

Customer relationship management

Analytical skills

Sales planning

Commercial acumen

Negotiation skills

Education

Undergraduate degree/National Diploma in Marketing/Sales and Commerce and/or Engineering

Job description

Overview

The role encompasses the effective planning, organising, coordination and control of the overall activities within a designated sales territory to achieve set objectives around, inter alia, volume, gross profit, credit extension to customers, asset management, customer acquisition and growth. The incumbent is the key driver of growth within the sales territory, through understanding, embracing, and building customer relationships, sales and service excellence based on the current and future customer needs. This role will focus primarily on a portion of Strategic and the Key reseller portfolio; in addition this role will include the management of the Masana Owned Assets across the national footprint. This role will require flexibility of working hours given the nature of the industry and the customer requirements.

Account Management

• To meet or exceed KPI targets of customer acquisition, retention, volume, gross profit, costs, overdue and working capital applicable to the sales portfolio.
• Optimise returns for Masana through negotiation and effective execution of offers to customers.
• Influence and Implement the Reseller strategy within the designated sales portfolio.
• Participate in the development and Implementation of the market sector strategies affecting the customers within the portfolio.
• Implement current and future Global Customer strategies, within South Africa, as agreed by the National Sales Manager.
• Develop and manage, detailed and action based, key account plans aimed at Customer Relationship Management and Retention and Growth aligned to the Masana strategy, and ensuring service excellence.
• Prospecting for new customers to increase market share in line with the Reseller channel strategy through the use of a CRM tool.
• Enhance profitability by developing offers that strategically embeds Masana with the Strategic Reseller by focusing on;
• Upsell products that are more profitable to the company and value adding to the customer.
• Enhanced offer through integrated value
• Work closely with the Credit team to ensure that effective management of credit extended to customers within the sales portfolio, including credit limit reviews, avoiding bad debt and reducing overdue percentages.
• Key analytical thinking and evaluation of customer behaviour, market trends and pricing environment to highlight risks or opportunities to the National Sales Manager and Masana Management Team
• To provide timeous input into the forecasting cycles to ensure adequate inventory for the customer base.
• Maintain strong customer relationships and develop new relationships.
• Review customer contracts tenure proactively before expiry.
• Ensure the application of Masana contract terms to the Resellers performance to minimise value leakage and for optimisation
• Maintain a sound knowledge of Masanas product range, applications, offers and marketing strategy, ensuring that this information is used for the benefit of the company and its customers.
• Ensure that all queries and complaints received from customers are expeditiously attended to, working with internal and external stakeholders.
• To monitor market and competitor behaviour and to act upon this as appropriate in order to safeguard performance levels.
• Feed back to the National Sales Manager and the New Business Development Specialist.
• Effectively manage any applicable overhead costs and timeous submission of expense claims.
• Ensure compliance with all Masanas policies and procedures.
• Ensure compliance with Masanas consignment policies where Masana holds stock on a customer site.
• Ensure the management and optimisation of any Retail and Depot network developments between Masana and our Resellers. Analysing trends, managing site performance and site leases. Working with cross-functional teams to drive value for Masana
• Manage the Masana Owned infrastructure Portfolio ensuring compliance to SHEQ, PQ and Masana standards. The actual relationship management of the Reseller will remain with the AM or NSM that manages the induvial Reseller.

SHEQ

• Ensure adherence to the Driving Safety Standards (DSS).
• Ensure Masana owned asset integrity on customer sites by working with the Assets and Operations team.
• Personal safety when on customer sites
• Liaise with the Assets and Operations Manager to ensure safety compliance of on-site personnel where Masana have contracted personnel on customer sites.

Legally required training responsibilities

• OHSAct Training
• Mine Health and Safety Act (if applicable)
• Ensure responsibilities relating to applicable legislation
• Ensure compliance requirements when on customer sites.

Performance Tracking and Reporting

• Monitor and analyze account performance metrics and report on key performance indicators (KPIs) to senior management.
• Prepare regular reports on account status, sales forecasts, and market trends.
• Intermediary understanding or pricing and market trends

Market and Industry Knowledge

• Stay up to date with industry trends, market conditions, and competitors to provide insights and recommendations to clients.
• Attend industry events and networking opportunities to represent the company and expand the client base.

Qualifications

• Essential: An undergraduate degree/National Diploma in Marketing/Sales and Commerce and/or Engineering.
• Minimum of 6 years Key Account Management experience in Sales, Marketing or Business Development.
• Preferably in the petrochemical or mining space and basic understanding of products (fuels and lubes).
• Strong customer relationship management and account planning.
• Ability to work collaboratively with others to provide a high-quality service.
• Commercially astute and customer focused.
• Innovative with entrepreneurial flair.
• Strong Analytical skills