Sales Representative - B2B

TotalEnergies; Cape Town; Presencial; ZAR 500.000 - 900.000; Jornada completa

Descripción de la vacante

TotalEnergies recherche un responsable commercial expérimenté pour gérer le portefeuille LPG et développer les ventes dans un marché régi par la régulation et une forte concurrence. Vous travaillerez en collaboration avec les équipes régionales et opérationnelles pour optimiser la profitabilité et atteindre les objectifs fixés.

Le poste nécessite une expertise dans le secteur LPG, une forte capacité analytique et des compétences avérées en gestion de contrats et de tarification.

Formación

• Exigence de résultats et d’objectifs commerciaux.
• Compétences en gestion d’équipe et de portefeuille client.
• Maîtrise des négociations et du suivi contractuel.

Responsabilidades

• Acquérir et développer des clients B2B à profit.
• Assurer le pilotage des contrats clients et la relation commerciale.
• Collecter et transmettre les informations marchés et concurence.
• Gérer les objectifs et le DSO en ligne avec les objectifs.
• Mettre à jour les outils de tarification et les bases clients.

Conocimientos

Results oriented

Sales management

Negotiation

Contract management

Financial analysis

Customer service

Communication skills

Educación

Degree in Sales / business, or related field

Descripción del empleo

Contexte et environnement

• Availability on a 24-hour basis to attend to customer queries
• Implement financially viable profitability solutions for each customer ensuring long-term sustainable and profitable business in the market where competition on price is strong
• Market in which the position operates: Regulated, partly regulated and very Competitive
• Stakeholders connected to the position: Within the organization - Sales, Operational, Technical and Senior management External - Clients, Senior management and Contractors
• Meet objectives and increase footprint at profitable margins
• Work within CAPEX and OPEX budgets
• Environmental & safety issues

Activités

Effectively manage and minimise 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

The position involves the selling of all products to the Consumer, Dealer and Retail sector of the markets.

Interacts regularly with Regional Manager, administrative and credit control staff, depot manager / staff and installations co-ordinators.

Main Activities

• Obtain market & competitor information and provide to Management.
• Manage the performance of the customers and identify deviations between planned and actual results, take corrective action when necessary.
• Acquire potential B2B customers at profitable levels.
• Prepare and give input in the Business development meetings
• Maintain an up-to-date register of all company assets & client database.
• 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.
• Enhance customer service and expectations by adding value through prompt attention and professionalism.
• Provide clear, concise and correct reporting on all aspects of your work and business.
• Effective management of objectives.
• Prepare relevant feasibility studies for existing and new projects.
• Effective management of customer pricing notifications, changes as per MRGP on a monthly basis.
• Update pricing tool with accurate and up to date information which gives an overview of market trends.
• 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 use of the Salsa as CRM tool

Profil du candidat

Qualification:

• Degree in Sales / business, or related field
• Minimum 3 years marketing and sales management experience in the oil industry or a comparable industry,
• LPG industry is essential

Competencies:

• Results-oriented with strong analytical skills
• Good sales management, negotiation and conflict resolution skills.
• Good understanding of Contract Management
• Good understanding of financial disciplines / Exposure to analysing and interpreting financial statements / results either in studies or work experience
• An understanding of the LPG Market as well as focussed attention on Customer Service & mutually beneficially business relations.
• Strong communication, negotiation & presentation skills
• Financial skills in order to control credit