B2B - Key Account Specialist - Free State at TotalEnergies

Candidate Profile

• Appropriate tertiary qualification in sales/business management or administration
• 4-6 years of marketing and sales management experience in the oil industry or comparable industry,
• Exposure to analyzing and interpreting financial statements/results either in studies or work experience
• Interacting with employees, customers, and government / parastatal and other 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)

Activities

• 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 Key Accounts Specialist 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 existing and potential clients.
• He/ she is also responsible for the collection of receivables and is the key source of information for the movement of goods/brands and one of the responsibilities is to bring back market feedback.
•  In their endeavour 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 the budgeting process
• To nurture, maintain and manage good customer business relationships in the Agriculture channel of trade
• To effectively manage price, rebates and discount levels and ensure all costs associated with customers are 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 reviews and KPIs, including asset management
• To effectively control contracts and administration to ensure contractual rights and obligations are honoured

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 the handling, storing and distributing of 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:

• To effectively manage and minimise HSE risk within the area of responsibility by ensuring:
• Compliance with all HSE Policies, rules, guidelines and legal requirements
• That HSE competency requirement are identified & enforced within the area of responsibility