National Sales Manager (CCOGP) at TotalEnergies

Job Description

As a National Sales Manager, you will be responsible for the following: 
General Trade strategy:

• To meet the set CCOGP sales and profitability targets
• Responsible for Crafting and Executing/Implementation of the CCOGP Strategy in line with the General Trade strategy.
• To develop marketing strategies and new business models and oversee their implementation and execution
• To develop new markets and business opportunities in the CCOGP & General Trade
• To grow the CCOGP footprint and acquire new business in this segment
• To enhance Tender processes and meet the tender submission deadlines
• Contract Management
• Strategic Negotiations

To manage and control staff via the VCS system with set Objectives

• Sales budget per quarter, reviewed annually
• GMVC
• Credit
• New Business

General Trade sales:

• To prepare, present and ensure execution of the sales budgets
• To ensure pricing, rebates and services are effectively managed especially form a cost recovery perspective
• To ensure all costing associated with customers is accounted for and that under recoveries (e.g. transport, product returns, maintenance costs, etc.) are collected
• To manage the level of Gross Margin after Variable Cost by customer and ensure that agreed customer service levels are met
• To ensure customers payment conditions are properly managed 
• To interpret variance analysis, prepare and present business reviews for the channel of trade
• To ensure proper information on products is provided to customers
• To ensure all appropriate tenders and business opportunities are responded to in
• To ensure the overall profitability of the various segments as well as excellent customer service

Grow the sales in all the markets (Cement, Construction, Government & Other Industries)

• Enhance existing business
• Sign up new business
• To remain competitive in the market. Be Agile

Customer to Cash:                                                           

• To ensure that all Key Accounts Specialists undergo mandatory training to negotiate terms with customer and are aware of the process to open customer accounts
• To define KPIs for Key Accounts Specialists
• To ensure that all Key Accounts Specialists adhere to all the policies and procedures for setting up customer accounts and dealing with overdue payments etc.

People Management:

• To ensure all HR functions are executed according to the Groups practices and principles, in terms of recruitment, training and development
• To manage the team, encouraging timeous and accurate reporting on all activities, as well as motivation and customer-service orientation

HSEQ:

• To ensure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and legislation

General:

• To ensure critical skills and positions are identified
• To ensure succession plan is in place for direct reports, and update job descriptions at least every 2 years
• To ensure the annual employee review process includes a review of employee career plan and development plan
• To ensure direct reports understand and comply with Procurement policy and procedures, and that non-compliance to procurement procedures

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

Product security – engage with Supply to ensure product security to this market.

• Forecast accuracy per Depot per customer

Candidate profile

Ideally, as a National Sales Manager you will possess the follwoing: 

• Appropriate Business Degree and / or 10 years’ experience gained in a petrochemical marketing or comparable business environment,
• National Diploma or degree in marketing
• Knowledge of the agricultural business
• Knowledge and understanding of business and legal fundamentals
• Knowledge and application of people management and development as well as interpersonal skills
• Applied sales management, negotiation and conflict resolution skills
• Knowledge of the B2B market and environment advantageous
• Knowledge and application of TSA’s Code of Conduct / Ethics
• Knowledge and application of TSA policies and procedures