Key Account Specialist

Total Deutschland Gmbh; Gauteng; On-site; ZAR 400,000 - 600,000; Full time

Job summary

A leading company in the oil industry is seeking a Key Account Specialist for the mining sector to manage customer relationships and achieve sales targets. The role involves sales management, market analysis, and strategic development, with a focus on compliance and safety. Applicants should possess a relevant tertiary qualification and substantial experience in sales and marketing.

Qualifications

• 4-6 years marketing and sales management experience in the oil industry or a comparable industry.
• Exposure to analyzing and interpreting financial statements.
• Strong knowledge of TMSA's Code of Conduct / Ethics.

Responsibilities

• Achieve sales budgets for fuels and lubricants.
• Build and maintain good customer relationships.
• Gather market intelligence and report on competitor activities.

Skills

Sales management

Negotiation

Conflict resolution

Analytical skills

Presentation skills

Interpersonal skills

Education

Appropriate tertiary qualification in sales / business management or administration

Tools

SAP

SALSA

Job description

Tough and very competitive marketing environment.

Attention to achieving an effective balance between marketing benefits and profitability for both Mining Customers and TMSA to ensure long-term sustainable and profitable business in these dynamic markets where customers have freedom of choice.

Activities

As a Key Account Specialist (Mining), you would possess the following:

• Appropriate tertiary qualification in sales / business management or administration
• 4-6 years marketing and sales management experience in the oil industry or a comparable industry
• Exposure to analyzing and interpreting financial statements / results either in studies or work experience
• Interaction with employees, customers, and government / parastatal organizations
• Strong sales management, negotiation, and conflict resolution skills; good analytical and presentation skills
• Good knowledge and understanding of business and legal basics
• Knowledge and application of people management and interpersonal skills
• Knowledge and adherence to TMSA's Code of Conduct / Ethics and Policies and Procedures
• Computer literacy, including SAP and SALSA

Candidate Profile

The Key Accounts Specialist is the primary contact for customers, responsible for managing the distribution of brands / products within assigned outlets.

The role involves building and maintaining strong professional relationships, ensuring sales targets are met, and delivering high-quality customer service.

Responsibilities also include collection of receivables, gathering market feedback, and ensuring effective communication of market trends.

Core values for all employees include Commitment, Integrity, Agility, Empathy, and Flexibility.

Main Responsibilities

• Achieve sales budgets for fuels and lubricants and contribute during budgeting
• Maintain and develop good customer relationships within the mining channel
• Manage pricing, rebates, discounts, and related costs
• Ensure collection of under recoveries (transport, returns, maintenance, etc.)
• Control gross margin after variable expenses (GMVE) per customer
• Manage customer credit, resolve errors, perform reconciliations, and ensure service delivery
• Conduct variance analysis and business reviews per customer, taking corrective actions as needed
• Manage stock levels and sales forecasting
• Monitor and control costs related to Fuel Management System and other suppliers
• Prepare monthly business reviews and KPIs, including asset management
• Ensure contractual rights and obligations are maintained through proper contract and administrative management
• Manage operating expenditure and working capital through regular budget monitoring
• Ensure compliance with regulatory and TMSA requirements for handling, storing, and distributing products
• Identify and collaborate on new business opportunities in mining with the Business Development Manager
• Implement marketing strategies and activities to meet objectives
• Gather and report market intelligence, including competitor activities and pricing strategies
• Propose investment opportunities in the sales area
• Assist in controlling capital expenditure and commitments in sales
• Participate in developing sales and marketing strategies

HSSE

• Manage and minimize HSE risks within the area of responsibility
• Ensure compliance with all HSE policies, rules, and legal requirements
• Promote a safe working environment and contribute to HSE KPIs and risk reduction strategies
• Identify and enforce HSE competency requirements within the area

People

• Assist in developing, coaching, and mentoring trainees and new sales staff to foster a positive working environment, attract skilled staff, and increase productivity

Additional Information

TotalEnergies values diversity, promotes individual growth, and offers equal opportunity careers.

TotalEnergies is an equal opportunity employer.

All applicants meeting the criteria will be considered without discrimination based on race, gender, age, disability, religion, or other protected characteristics.