B2B Key Accounts Specialist - GT Agric - Western Cape at TotalEnergies

Candidate Profile

QUALIFICATIONS/EXPERIENCE REQUIRED

• 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 analysing and interpreting financial statements/results either in studies or work experience
• Interacting with employees, customers, and government / parastatal and other organisations
• 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

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 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 TotalEnergies Marketing 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 enhance existing business by bringing on board existing new business with Existing customers.
• 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 
• Promotion of a safe working environment and positively contributing to the company's HSE KPIs and risk reduction strategies
• That HSE competency requirements are identified & enforced within the 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