Sales Representative - B2B

TotalEnergies; Cape Town; On-site; ZAR 420,000 - 600,000; Full time

Job summary

TotalEnergies est à la recherche d'un responsable commercial expérimenté pour développer le portefeuille clients dans le secteur LPG. Le poste implique la gestion des ventes, la négociation et la relation avec les clients, les partenaires et la direction.

Le candidat idéal possède au moins 3 années d'expérience et un diplôme en vente ou domaine connexe. Le poste exige une forte orientation résultats, une capacité analytique et des compétences en communication, avec une attention particulière au

Qualifications

• Diplôme en Vente / commerce, ou domaine connexe.
• Minimum 3 années d'expérience en marketing et gestion des ventes dans l'industrie pétrolière ou secteur comparable.
• L'industrie LPG est essentielle.

Responsibilities

• Obtenir des informations sur le marché et la concurrence et les communiquer à la Direction.
• Gérer les performances des clients et corriger les écarts entre les prévus et les résultats réels.
• Acquérir de nouveaux clients B2B à des niveaux rentables.
• Préparer et contribuer aux réunions de développement commercial.
• Maintenir un registre à jour des actifs de l'entreprise et de la base de données clients.
• Établir des relations solides avec les clients et assurer des interactions positives.
• Gérer le DSO selon les objectifs de l'entreprise.
• Mettre à jour les informations du marché et les tendances.
• Rapport clair et concis sur tous les aspects du travail et de l'activité.

Skills

Orientation vers les résultats

Compétences analytiques

Gestion des ventes

Négociation

Compétences en communication

Présentation

Education

Diplôme en Vente / affaires, ou domaine connexe

Tools

Salsa CRM

Job description

• 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

• 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

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