Reseller Key Accounts Manager at Total

The Role

• 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.

Context and Environment

• Tension in 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.

To succeed in this role, you meet the following criteria:

• You hold a Degree/Diploma in Sales or Business Management/Administration
• You have 4 - 6 years sales, marketing, supply management experience in the oil or comparable industry
• Exposure to analyzing and interpreting financial statements
• Interacting with employees, customers and management
• Good sales management, negotiation and conflict resolution skills
• Good analytical and presentation skills
• Good knowledge and understanding of business and legal fundamentals
• Knowledge of Commercial Fuel Market in South Africa as well as the international fuel markets are advantageous
• Good knowledge and applications of TSA’s code of conduct / Ethics and Policies and Procedures will be advantageous
• English is the working language