Manager - Business Development - B2B & Card Sales at Astron Energy (Pty) Ltd.

The card business is a growing contributor to fuel growth for Retail. Cards and innovative payment solutions will be a key differentiator in establishing and maintaining Astron Energy's leadership position.

Responsible for the implementation of the Retail CRT and Fleet business strategy, above average business performance through leading a team of Card Sales personnel and liaising with relevant stakeholders. Execution of the business turnaround and growth initiatives, maximizing profitability and gross margin in line with the Business Plan. Building a motivated and high-performing Card Sales team that maximizes business opportunity across the Astron Energy enterprise value chain and in the market place. Manages and develops the teams to ensure effective execution of programs and initiatives in line with the growth strategy.

The purpose of this position is to increase the sales and profitability of the Astron Energy Commercial Road Transport & Fleet Card business by focusing on acquiring new customers and increasing the value of existing customer contracts according to pre-set challenging targets.

The candidate will also be required to drive acceptance of new payment tools for the CRT and Fleet customer segments with an aim to position Astron Energy as an innovative Oil marketer in the area of payment systems.

Financial Perspective

• Consistently meet & exceed annual individual CRT & Fleet Cards target volume and margin targets.
• Cost management in line with budgets
• P&L and Financial Responsibility (Ownership and management of the Fleet & Card business
• Co-ordinate co-operation between various stakeholders (i.e. Supply and Logistics, Network, Asset Care, Finance, etc.) to facilitate efficient delivery against all critical KPI’s

Develop and deploy tactics for profit margin maximization

•  Total Cards Fleet Volumes:
•  Margin Contribution:
•  No of customers: Annual customer base growth of  

Customer Perspective

•  Acquire, and develop new accounts by successfully selling the cards CVP and services by leveraging the Astron Energy brand, its portfolio of quality products and card benefits
• Acquire new customers by taking responsibility for managing own prospect pipeline comprising centrally provided and self-generated leads. (Tracking progress using relevant tools)
• Drive partnerships and business development initiatives to drive new acquisitions across various channels and verticals for both the B2B and B2C cards.
• Grow existing business margins through identifying sales opportunities and re-negotiating existing deals into more profitable agreements by changing discount / rebate structures and services to existing customers and delivering excellent account management
• Monitor and share relevant Fleet market trends, competitor intelligence, customer requirements and other  developments to the wider Fleet community in Astron Energy.
• Develop fit for purpose CVPs for the CRT segment.
• Liaise with all stakeholders in the B2C payment ecosystem (payment systems for private motorists and consumers) to   (a) improve acceptance of Bank Card on our forecourts and (b) embrace new payment systems for example mobile   money.
• Work in close collaboration with the marketing teams to develop strong communications campaigns that promotesAstron Energy action in the area of payment systems
• Ensuring a proper support for deploying and maintaining the  local Loyalty systems infrastructure (Device terminal, Card, Tags, Stock management,)
• Facilitating the system and infrastructure discussion between different stakeholders
• Platform monitoring and oversighting Business/ Retail KPI and performance
•   Managing systems Incidents and operational issues in tight cordination with Retail teams and suppliers.

Business Excellence

• Play a key role in the development of the Retail strategy and plan Drive continuous improvement in demand planning to ensure high Demand Forecast accuracy levels are achieved Accountable, within the retail/business team; for the objectives achievement based on approved KPIs for Astron Energy Cards offer and in general any payment method issued or cobranded by Astron Energy Drive the business development, sales activities to deliver the Astron Energy Retail growth plan in tight coordination with Astron Energy business Stakeholders and third parties Meet own SHEQ objectives; support the business in achieving the overall SHEQ goals   In cooperation with the rest of the team, the incumbent is expected to manage:
• Current customer base of defined key accounts and new acquired bigger accounts that generate a defined volume and margin per year.
• Fuels & margin target growth and prospect targets in line with Busines Plan
• Proactively manage the credit exposure of customers including supporting the Credit team on reduction of Day Sales Outstanding
• Support marketing pilots and implementation of CVP enhancements
• Constructive input to Order-to-Cash performance opportunities and effectively resolve (operational) customer complaints/issues

People Management

• Show 'One Astron Energy' behaviour and operate permanently in line with Astron Energy Business Principles and SHEQ guidelines. Train, Mentor, Coach and Performance Manage Direct reports Responsible for nurturing and developing a culture of operational excellence and teamwork to ensure targets are met and exceeded

Professional Qualification and Certifications:

• Degree  in the field of Business Management, Sales, Marketing or related field

Work Experience:

• 5 years or more of business management experience in the Retail/FMCG field with experience in  direct and indirect business Management.
• Experience in Fleet & Card sales management
• Demonstrated performance in growing the bottom and top line performance of a sales organisation