Key Account Specialist

TOTAL Deutschland GmbH; Johannesburg; On-site; ZAR 500 000 - 800 000; Full time

Job summary

A leading company in the oil industry is seeking a Key Account Specialist (Mining) to manage customer relationships and achieve sales targets. The role requires a strong background in sales management, with responsibilities including pricing management, customer service, and compliance with regulatory requirements. Ideal candidates will have a tertiary qualification and several years of relevant experience.

Qualifications

• 4-6 years of marketing and sales management experience in the oil industry or comparable industry.
• Exposure to analyzing and interpreting financial statements/results.
• Good knowledge of business and legal basics.

Responsibilities

• Achieve sales budgets for fuels and lubricants.
• Maintain and nurture good customer relationships within the mining channel.
• Manage pricing, rebates, discounts, and associated costs.

Skills

Sales Management

Negotiation

Conflict Resolution

Analytical Skills

Presentation Skills

Interpersonal Skills

Education

Tertiary qualification in sales, business management, or administration

Tools

SAP

SALSA

Job description

Tough and very competitive marketing environment. Attention in 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 of marketing and sales management experience in the oil industry or a comparable industry
• Exposure to analyzing and interpreting financial statements/results through studies or work experience
• Interaction with employees, customers, and government/parastatal organizations
• Strong sales management, negotiation, conflict resolution, analytical, and presentation skills
• Good knowledge of business and legal basics
• People management and interpersonal skills
• Understanding and application of TMSA’s Code of Conduct/Ethics, 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, delivering high-quality customer service, managing receivables, and gathering market feedback. Fundamental values for all employees include Commitment, Integrity, Agility, Empathy, and Flexibility.

Main Responsibilities

• Achieve sales budgets for fuels and lubricants, contributing to the budgeting process
• Maintain and nurture good customer relationships within the mining channel
• Manage pricing, rebates, discounts, and associated costs
• Ensure collection of under recoveries (transport, product 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 analyses 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 suppliers and others
• Prepare monthly business reviews and KPIs, including asset management
• Control contracts and administrative obligations to ensure compliance

Asset & Stock Management

• Manage operating expenditure and working capital through budget monitoring to improve profitability
• Ensure compliance with all regulatory and TMSA requirements for handling, storing, and distributing products
• Identify and collaborate on leads for mining business opportunities with the Business Development Manager
• Implement marketing strategies and activities as directed
• Collect and report market intelligence, including competitor activities and pricing strategies
• Propose opportunities for investments in the sales area
• Assist in controlling capital expenditure and commitments
• 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 positively 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.