Key Account 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 skill. 
• 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 lubricants, 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 Fuel Management System suppliers and other 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 
• To assist in controlling capital expenditure, commitments and liquidations in the sales area 
• Participate in developing sales and marketing strategies

HSEQ: 

• Manage the HSEQ and security of the Area to ensure constant adherence and compliance to the Company’s standards, any local by-laws and government legislation. This to minimize all risk pertaining to the company’s assets and stock, be an excellent corporate citizen remain operational and ensure the safety of all people.
• 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