Reseller Key Accounts Manager at Total

Post Description

The B2B Reseller team currently seeks to appoint a Key Accounts Manager! In this role your key responsibilities will include the following:

Reseller Sales Management

• Meeting B2B- Resellers monthly and annual sales and financial budget targets.
• Contributing to annual budgeting process and to nurture, maintain and manage good customer and stakeholder relations.
• Developing robust term and spot supply agreements for the Resellers.
• Effectively managing pricing, rebates and discount levels and ensure all costing associated with customers is accounted for.
• Managing the levels of gross margin after variable expense (GMVE) per customer.
• Growing and achieving the 80 / 20 Cash to Terms objective in the specific Reseller portfolio.
• Managing customers’ credit (resolve errors, perform reconciliation), and ensure customer service delivery.
• Conducting variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate.
• Ensuring continued improvement in the accuracy of sales forecasting.
• Effectively forecasting both long, medium and short term sales forecasts with Supply.
• Compiling monthly business review and KPI’s.
• Effectively manage contracts before expiry date and ensure contract governance / compliance.
• Ensuring all contractual obligations are honoured by both TOTAL and the customer.
• Consistently monitoring competition’s behavior and work on proposals that ensures that Total is way ahead of time.
• Negotiating 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.
• Manage the Customer Relationship Management Tool-SALSA KPI with all the sales activities.
• Align cross-functionally with Logistics, Finance and Supply in ensuring customer centricity.
• Representing Resellers at all key forums that impacts the Resellers business.
• You must be able to write Business proposals for management review / approval.
• You must be able to operate with agility and speed that’s required in the Resellers business.

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.
• 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.
• E nsure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and legislation.