Regional Sales Manager B2B at TotalEnergies

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

HSEQ

• Ensure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and regulations so as to minimize all risk pertaining to company assets and protection of life.

Mining sales management:

• You will give input on annual budgeting process and ensure sales budgets for fuels are achieved in the Mining market
• Nurture, maintain and manage good customer and stakeholder relations
• Negotiate supply agreements with Mining customers
• Manage and control the maintenance spend at Mining sites
• Effectively manage pricing, GMVC, rebates and ensure all costing associated with customers is accounted for
• Ensure that under recoveries (e.g. transport, product returns, maintenance costs, etc.) are collected
• Manage the level of gross margin after variable expense (GMVE) per customer
• Manage customer 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
• Compile monthly business review and KPI’s, including asset management
• Effectively manage contracts and administration
• Ensure that all contractual obligations are honoured by both TotalEnergies and the customer

Mining strategy:

• Participate in developing sales and marketing penetration strategies and new business models and ensure all Mining business models are up-to-date and effectively managed
• Develop and grow new business opportunities in the Mining market
• Ensure that all new business leads are recorded, auctioned and implemented
• Implement and manage promotions and marketing strategies / activities as directed to ensure marketing objectives are reached
• Collect and report market intelligence, competitor activities, pricing strategies etc.

Mining investment projects:

• Investigate and propose opportunities for investment with special attention to new Mines
• Manage capital expenditure, commitments and liquidations in the Mining sector

People Management:

• Effectively manage employees through applying the company People Management principles, and to develop, coach and mentor subordinates to promote a positive working environment which will attract and retain skilled staff and increase productivity

Wet Stock Management:

• Ensure that ISP contractors adhere to policies and procedures
• Ensure that ISP contractors control delivery and unloading of product onsite
• Ensure that ISP contractors undergo training
• Document and escalate any issues onsite the Line Manager
• Agree on temperature compensation method (standard or ambient) per dealer

General:

• Ensure Procurement Policies and procedures are adhered to
• Ensure business rules for Asset Management are adhered to, the monthly AUC report is acted upon and the Asset survey is completed by reporting teams

Context and environment

• Managing a sales team nationally, and in cooperation between the sales team and the technical manager, ensuring that customer technical requirements are met through the tribologists.
• Tension in achieving an effective balance between marketing benefits and profitability for both Customers and TMSA
• Implement financially viable profitability solutions for each customer ensuring long-term sustainable and profitable business in the mining market where competition on price is strong
• You will be responsible for managing the mining division’s sales activities in order to meet and achieve optimal profitability and sales budgets, while at the same time ensuring long term sustainable and profitable business
• Accountable for TMSA assets in their region from the time they are in use until decommissioning
• Key performance areas: mass balance and training of ISPs
• Job dimensions:

Financial OPEX – 24.5M ZAR; CAPEX – 30M ZAR; No of customers – 12; Asset value – ZAR105M; Fuel Sales Volume –400 000 KLiters/a;

People 3

Scope Sales Area as defined- Western Area

Governance Contracts

Candidate profile

Required Experience, Qualifications, Skills And Attributes

• Appropriate degree in sales / business management or administration and 4-6 years marketing and sales management experience in the oil industry or a comparable industry, or Diploma plus 6-8 years marketing and sales management experience in the oil industry or a comparable industry
• Exposure to analysing and interpreting financial statements / results either in studies or work experience
• Interacting with employees, customers, and mine management
• Good sales management, negotiation and conflict resolution skills; good analytical and presentation skills
• Good knowledge and understanding of business and legal basics
• Mining Industry sales experience advantageous
• 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 would be advantageous
• Offer ID

62741BR

Metier

• Sales general responsibilities, Sales, Admin Sales Support/ Trading, Marketing

Region, department, area

• South Africa

Employment type

• Regular position

Experience Level Required

• Minimum 6 years

Branch

• Marketing & Services