B2B Mining Key Accounts Specialist at TotalEnergies

Candidate Profile

• Appropriate tertiary qualification in sales / business management or administration
• 4-6 years marketing and sales management experience in the oil industry or a comparable industry,
• Exposure to analyzing and interpreting financial statements / results either in studies or work experience
• Interacting with employees, customers, and government / parastatal 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 (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 sales representative 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 the existing and
• potential clients. He/ she is also responsible for collection of receivables and is the key source of information for movement of goods/brand
• and as one of the responsibilities is to bring back market feedback. In their endeavor 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 give input during budgeting process
• To nurture, maintain and manage good customer business relationships in the mining channel of trade
• To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is 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 suppliers to ensure that costs are managed
• To compile monthly business review and KPI’s, including asset management
• To effectively control contracts and administration to ensure contractual rights and obligations are honored

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 TMSA requirements in respect of handling, storing and distributing our products are adhered to strictly and submissions are maintained. 

Mining Strategy

• To identify and collaborate on leads for Mining business opportunities with the Business Development 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

 HSSE:

•  To effectively manage and minimize 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

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