B2B Reseller Manager at TotalEnergies

As a Reseller Manager you will be responsible for the following activities:
Reseller Sales Management

• Meet B2B- Resellers monthly and annual sales and financial budget targets.
• Give input on annual budgeting process and to nurture, maintain and manage good customer and stakeholder relations.
• Develop robust term and spot supply agreements for the Resellers.
• Effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for.
• Manage the levels of gross margin after variable expense (GMVE) per customer.
• Grow and achieve the 80 / 20 Cash to Terms objective in the specific Reseller portfolio.
• Manage customers’ credit (resolve errors, perform reconciliation), and ensure customer service delivery.
• Conduct variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate.
• Ensure continued improvement in the accuracy of sales forecasting.
• Effectively forecast both long, medium and short term sales forecasts with Supply.
• Compile monthly business review and KPI’s.
• Effectively manage contracts before expiry date and ensure contract governance / compliance.
• Ensure that all contractual obligations are honoured by both TotalEnergies and the customer.
• Consistently monitor competition’s behavior and work on proposals that ensures that Total is way ahead of time.
• Negotiate and ensure alignment with Supply regarding Resellers forecast and demand.
• Work very close with Back office in ensuring efficient execution of the contract and customer management.
• Meet the Customer Relationship Management Tool-SALSA KPI with all the sales activities.
• Align cross-functionally with Logistics, Finance and Supply in ensuring customer centricity.
• Represent the Resellers at all key forums that impacts the Resellers business.
• Able to write Business proposals for management review / approval.
• Able to operate with agility and speed that’s required in the Resellers business.

Reseller strategy:

• 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.
• Continue to optimize Natref production, e.g. evacuation of ULP93 & HFO.
• Consistently work with supply in terms of supply chain optimization.
• Ensure that all new business leads are recorded, actioned and implemented.
• Collect and record market intelligence, competitor activities, pricing strategies, etc.

HSEQ:

• Report near-misses as determined and directed by HSEQ.
• 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 Total South Africa.
• 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
• 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

Accountabilities

• You will be accountable for enhancing the performance and improving the presence of TotalEnergies in the B2B Reseller business by providing sound financial and operational solutions tailored to the needs of customers so as to ensure sustainable increase in the market share and optimal profitability for TMSA.

Candidate profile
Qualification/Experience Required

• Appropriate Degree/Diploma in sales/business management or administration and 4 - 6 years marketing, supply and sales management experience in the oil industry or a comparable industry, or matric plus 6 - 8 years marketing, supply 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 management.
• Good sales management, negotiation and conflict resolution skills; good analytical and presentation skills.
• Good knowledge and understanding of business and legal fundamentals.
• Knowledge of Commercial Fuel Market in South Africa as well as the international fuel markets are advantageous.
• Good knowledge and applications of TMSA’s code of conduct / Ethics and Policies and Procedures would be advantageous.
• English is the working language