Regional Sales Manager B2B and B2B2C – Cape Town

TotalEnergies; Cape Town; On-site; ZAR 900,000 - 1,200,000; Full time

Job summary

TotalEnergies recherche un responsable commercial LPG pour la région Afrique du Sud, basé à Cape Town. Vous dirigerez une équipe de vente, gérerez les distributeurs et coordonnerez le budget et les prévisions tout en développant des relations clients durables et conformes aux normes éthiques et contractuelles.

Le candidat idéal possède une solide expérience en vente dans le pétrole et gaz, maîtrise l'anglais et peut optimiser les résultats financiers et opérationnels.

Qualifications

• Gestion d’équipe commerciale et développement des ventes.
• Expérience dans l’industrie pétrole et gaz ou équivalente.
• Anglais comme langue de travail.
• Connaissance des pratiques de gestion des contrats.
• Capacité d’analyser les résultats financiers.

Responsibilities

• Formuler et mettre en œuvre la stratégie du canal cylindre pour la région.
• Gérer la performance de la région et corriger les écarts.
• Gérer les distributeurs et corriger les écarts.
• Réaliser les revues d'activité et comparer au budget.
• Participer au processus budgétaire annuel.
• Gérer le processus de prévision des ventes par zone.
• Établir des relations clientèle solides et durables.
• Veiller à la gestion des DSO conformément aux objectifs.
• Rassembler des informations sur le marché pour anticiper les tendances.
• Assurer les contrôles pour protéger l'entreprise et les clients.
• Développer des relations avec parties prenantes internes et externes.
• Gestion efficace des contrats clients.
• Utilisation efficace du programme Salsa.

Skills

Analytique

Leadership

Gestion d'équipe

Objectifs de vente

Négociation

Éthique et conformité

Anglais courant

Gestion de contrats

Analyse financière

Education

Diplôme en ventes / gestion d'entreprise ou administration

Matric + expérience en vente/marketing dans l'industrie pétrole et gaz

Tools

Salsa program

Job description

Contexte et environnement

• Responsible for managing the division’s sales activities in order to meet and achieve optimal profitability and sales budgets, while at the same time ensuring long term sustainable and profitable business
• The jobholder is also accountable for TGAZ assets in their region from the time they are in use until decommissioning
• Key performance areas: Volumes, GMVC, Overdues, Contracts
• Development and performance of the sales team. By providing coaching, training and mentorship

Activités

HSEQ

• Ensure constant adherence and compliance to company HSEQ and security standards, local bylaws, standards, and legislation to minimise all risk pertaining to company assets and protection of life

Core Functions

• Formulate and implement Cylinder Channel strategy for the region
• Manage the performance of the region and identify deviations between planned and actual results, take corrective action when necessary.
• Robust management of performance of the Distributors in the region and identify deviations between planned and actual results, take corrective action when necessary.
• Conduct business reviews on all sites and compare to budget and take corrective action where necessary
• Give input on annual budgeting process
• Manage the process of Sales Forecasting per sales area
• Build strong and effective customer relationships through positive interaction
• Take responsibility for timely management of DSO in accordance with company goals.
• Regularly gather competitive market intelligence to determine evolving trends that impact the business and make appropriate decisions timely.
• Ensure that policies and procedures as well as company rules guiding the operation of LPG are in place and followed.
• Ensure adequate controls are in place to protect the company and the customers from financial/reputation loss.
• Develop effective relationships with internal and external stakeholders to address critical business needs (Operations, Distributors , Group LPG Business Line ).
• Effectively manage customers contracts
• Effective Management and use of the Salsa program

HUMAN RESOURCES

• Provide leadership in creating a safe, healthy, and environmentally friendly atmosphere through raising safety awareness.
• Coach, mentor, and provide feedback to team members
• Foster a competitive yet collaborative team environment

Profil du candidat

Qualification:

• Appropriate degree/diploma in sales / business management or administration and 4-6 years marketing and sales management experience in the oil and gas industry or a comparable industry,
• OR Matric plus 6-8 years marketing and sales management experience in the oil and gas industry or a comparable industry

Experience:

• 5 years of experience in sales (Oil /LPG industry advantageous)

Competencies:

• Results-oriented with strong analytical skills
• Proven ability to lead a team to meet targets
• Excellent leadership skills / Good knowledge and application of people management
• Experience setting sales goals / Good sales management, negotiation and conflict resolution skills.
• Good knowledge and application of TSA’s Code of Conduct / Ethics and Policies and Procedures would be advantageous
• English is the working language
• Good understanding of Contract Management
• Good understanding of financial disciplines / Exposure to analysing and interpreting financial statements / results either in studies or work experience

Informations supplémentaires

• Availability on a 24-hour basis to attend to customer queries
• Managing a sales team nationally, and in cooperation between the sales team, supply, logistics and transport ensure the needs of customers are met.
• Implement financially viable profitability solutions for each customer ensuring long-term sustainable and profitable business in the mining market where competition on price is strong
• Market in which the position operates: Regulated, Partly regulated and very Competitive
• Typology of contacts related to the position: Internal & external
• Stakeholders connected to the position: Within the organization - Sales, Operational, Technical and Senior management External - Clients, Senior management and Contractors
• Contacts related to the position: Level 3: level 2 + The position requires negotiation skills
• Reflection horizon of the position: Medium-term (1-3 years)
• Time horizon for the position's reflection: Implement instructions by optimizing processes