Key Account Specialist -Western Cape

TotalEnergies; Cape Town; On-site; ZAR 800,000 - 1,200,000; Full time

Job summary

Total South Africa is seeking a seasoned Key Accounts Specialist to drive sales of fuels and lubricants, build enduring client relationships, ensure visibility and target achievement, and enhance customer service across assigned outlets.

You will also collect receivables, deliver market feedback, and uphold our core values of Commitment, Integrity, Agility, Empathy and Flexibility while navigating a dynamic regulatory environment and competition.

Qualifications

• A tertiary qualification in sales/business management or administration.
• 4-6 years marketing and sales management experience in oil or a similar industry.
• Experience analyzing and interpreting financial statements or results.
• Experience interacting with employees, customers and government/parastatal organisations.
• Strong sales management, negotiation and conflict resolution skills; good analytical and presentation skills.
• Solid knowledge of business and legal basics.
• Knowledge and application of people management and interpersonal skills.
• Familiarity with TMSA’s Code of Conduct / Ethics and Policies and Procedures.
• Computer literacy including Harmony System (SAP) and SALSA.

Responsibilities

• To ensure sales budgets are achieved for fuels and lubricants and participate in budgeting processes.
• Nurture, maintain and manage customer relationships in the mining channel of trade.
• Manage pricing, rebates and discount levels and ensure costs are accounted for.
• Ensure under recoveries (transport, returns, maintenance costs, etc.) are collected.
• Control gross margin post-variable expenses (GMVE) per customer.
• Manage customer credit, reconcile errors and ensure service delivery.
• Conduct variance analysis / business reviews per customer and take corrective actions.
• Ensure proper stock management and sales forecasting.
• Monitor Fuel Management System suppliers and other costs.
• Prepare monthly business reviews and KPI reporting, including asset management.
• Admin contracts to ensure rights and obligations are observed.
• Oversee asset and stock management; manage area OPEX and working capital.

Skills

Sales management

Negotiation

Analytical skills

Presentation skills

People management

Interpersonal skills

Code of Conduct

Ethics and policies

Financial analysis

Harmony SAP

Education

Sales/Business degree

Tools

Harmony SAP

SALSA

Job description

• Tension in to achieving an effective balance between marketing benefits and profitability for both Customers and Total South Africa.
• Identify financially viable solutions for each customer to ensure long-term sustainable and profitable business in a highly contested market where customers have the freedom of choice
• Other internal or external constraints which make this job challenging are an uncertain regulatory environment (transforming from heavy regulation towards easing of regulation in some areas and tightening in others) skills shortages, BBBEE transformation imperatives, etc
• Tough and very competitive marketing environment. Tension in achieving an effective balance between marketing benefits and profitability for both GT Customers and TSA to ensure long-term sustainable and profitable business in these dynamic markets where customers have freedom of choice.

Activités

Job Summary

The Key Accounts Specialist is the point of contact for the customer and handles the distribution of the brand/products or set of brands/products within assigned outlets. The sales representative is responsible for building and maintaining strong professional relationships with clients, ensuring visibility, achievement of sales targets and delivery of high-quality customer service to the existing and potential clients. He/ she is also responsible for collection of receivables and is the key source of information for movement of goods/brand and as one of the responsibilities is to bring back market feedback. In their endeavor to excellence, the fundamental values all our employees must possess are Commitment, Integrity, Agility, Empathy and Flexibility

Contexte et environnement

• Tension in to achieving an effective balance between marketing benefits and profitability for both Customers and Total South Africa.
• Identify financially viable solutions for each customer to ensure long-term sustainable and profitable business in a highly contested market where customers have the freedom of choice
• Other internal or external constraints which make this job challenging are an uncertain regulatory environment (transforming from heavy regulation towards easing of regulation in some areas and tightening in others) skills shortages, BBBEE transformation imperatives, etc
• Tough and very competitive marketing environment. Tension in achieving an effective balance between marketing benefits and profitability for both GT Customers and TSA to ensure long-term sustainable and profitable business in these dynamic markets where customers have freedom of choice.

Activités

Job Summary

The Key Accounts Specialist is the point of contact for the customer and handles the distribution of the brand/products or set of brands/products within assigned outlets. The sales representative is responsible for building and maintaining strong professional relationships with clients, ensuring visibility, achievement of sales targets and delivery of high-quality customer service to the existing and potential clients. He/ she is also responsible for collection of receivables and is the key source of information for movement of goods/brand and as one of the responsibilities is to bring back market feedback. In their endeavor to excellence, the fundamental values all our employees must possess are Commitment, Integrity, Agility, Empathy and Flexibility

Main Responsibilities

• To ensure sales budgets are achieved for fuels and lubricants, and give input during budgeting process?
• To nurture, maintain and manage good customer business relationships in the mining channel of trade?
• To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for?
• To ensure that under recoveries (e.g. transport, product returns, maintenance costs, etc.) are collected?
• To control the level of gross margin after variable expense (GMVE) per customer?
• To manage customer credit (resolve errors, perform reconciliation), and ensure customer service delivery?
• To conduct variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate?
• To ensure proper stock management and sales forecasting?
• To monitor and control Fuel Management System suppliers and other suppliers to ensure that costs are managed?
• To compile monthly business review and KPI’s, including asset management?
• To effectively control contracts and administration to ensure contractual rights and obligations are honored?
• Asset & Stock Management
• Manage the Area’s operating expenditure and working capital through regular budget monitoring to ensure a reduction in costs to improve the profitability of the Company.?
• To ensure that all regulatory and TOTAL South Africa requirements in respect of handling, storing, and distributing our products are adhered to strictly and submissions are maintained.

GT Strategy

• To identify and collaborate on leads for GT business opportunities with the Regional Sales Manager?
• To implement and execute promotions and marketing strategies / activities as directed to ensure marketing objectives are reached?
• To collect and report market intelligence, competitor activities, pricing strategies etc.?
• To investigate and initiate / propose opportunities for investments in the sales area?
• To assist in controlling capital expenditure, commitments, and liquidations in the sales area?
• Participate in developing sales and marketing strategies

HSEQ

• Manage the HSEQ and security of the Area to ensure constant adherence and compliance to the Company’s standards, any local?by-laws and government legislation. This to minimize all risk pertaining to the company’s assets and stock, be an excellent corporate?citizen, remain operational and ensure the safety of all people.?
• To effectively manage and minimize HSE risk within area of responsibility by ensuring: Compliance with all HSE Policies, rules, guideline and legal requirements, Promotion of safe working environment and positively contributing to the company HSE KPIs and risk reduction strategies That HSE competency requirements are identified & enforced within area of responsibility?

People

To assist in developing, coaching and mentoring trainees / new sales staff to promote a positive working environment which will attract and retain skilled staff and increase productivity

Profil du candidat

• 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
• Interacting with employees, customers, and government / parastatal organizations
• Good sales management, negotiation and conflict resolution skills; good analytical and presentation skills
• Good knowledge and understanding of business and legal basics
• Good knowledge and application of people management and interpersonal skills
• Good knowledge and application of TMSA’s Code of Conduct / Ethics and Policies and Procedures
• Computer literacy is a requirement (Harmony System (SAP), and SALSA)