B2B Reseller Key Accounts Specialist at TotalEnergies

Job Description

• As a B2B Reseller Key Account Specialist you would be responsible for the following:

Reseller sales management:

• To give input on annual budgeting process and to nurture, maintain and manage good customer and stakeholder relations
• To negotiate term and spot supply agreements with resellers in order to reach sales targets
• To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for
• To manage 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 continued improvement in the accuracy of sales forecasting
• To compile monthly business review and KPl's
• To effectively manage contracts and administration
• To ensure that all contractual obligations are honored by both TOTALENERGIES and the customer
• To effectively forecast both long , medium end short term sales forecasts
• To develop a robust spot market used for strategic sales to resellers.
• To ensure proper information on products is provided to customers.

Reseller strategy:

• To participate in developing sales and marketing penetration strategies and new business models and ensure all Reseller business models are up-to-date and effectively managed
• To develop and grow new business opportunities in the reseller market
• To ensure that all new business leads are recoded, actioned and implemented
• To collect and report market intelligence, competitor activities, pricing strategies
• To learn, understand and perform the MDVA(onboarding of new customer tool) process for all new and existing Resellers; ensuring submission of all required legal documents (especially the Wholesale license) and completion of all TOTALENERGIES’s cash and credit accounts application forms
• To manage and track customers’ contracts on Docuware and ensure that the latest contracts are loaded on the system
• To ensure that all trading customers has both management approvals and customer acceptance filed in the appropriate customer folders.
• To communicate the Depot Safe Loading processes of petroleum vehicles to the customer in advance AND mediate the process between the customer and the relevant depots, in order to ensure smooth loading process at the beginning of loading.
• To ensure that the correct customers’ references and TOTALENERGIES’s sales references are properly captured when placing orders.
• To follow-up and ensure that Customers’ orders are released by the Credit team according to the agreed SLA’s. To ensure that the customer is always kept informed during the order placing process until the truck is safely loaded at the respective depot.
• To ensure understanding of Resellers’ contracts and Incoterms; and thorough understand of the Resellers’ main terms a conditions.
• To learn the calculation of offers, pricing and rebates of all products at different depots according to the Resellers target margins.
• To conduct customers visits in order to understand customer’s needs and TOTALENERGIES’s response to those needs.
• To put forward offers and onboard new customers to assist the resellers division to achieve its BU targe HSEQ:
• To ensure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and legislation.
• To report near misses as directed and communicated the company’s HSEQ department.
• To ensure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and legislation

Context and environment

• Tension in to achieving an effective balance between marketing benefits and profitability for both Customers and TOTALENERGIES marketing South Africa with delivering the BU in mind.
• Identify financially viable solutions for each customer to ensure long-term sustainable and profitable business in a highly contested market where customers have the freedom of choice.
• Onboarding new customers and maintaining a professional level of service to existing customers.

Other internal or external constraints which make this job challenging are an uncertain regulatory environment (transforming from heavy regulation towards easing of regulation in some areas and tightening in others) skills shortages, BBBEE transformation imperatives, etc.
Candidate profile

• Appropriate Degree/ Diploma or Matric plus minimum 4 years sales and marketing experience in a petrochemical marketing or comparable business environment.
• Knowledge and understanding of business and legal fundamentals.
• Exposure to analysing and interpreting of financial statement/results either in studies or work experience.
• Good sales experience, negotiation and conflict resolution skills; good analytical and presentation skills
• Knowledge of Commercial Fuels Market in the South Africa as well as the international fuel markets are advantageous.