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Key Account Specialist - Food and Transport (Western Cape)

mid · Sales & Business Development

Context & 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
Tough and very competitive marketing environment. Tension in achieving an effective balance between marketing benefits and profitability for both GT Customers and TSA to ensure long-term sustainable and profitable business in these dynamic markets where customers have freedom of choice.

Activities

Job Summary

The Key Accounts Specialist is the point of contact for the customer and handles the distribution of the brand/products or set of brands/products within assigned outlets. The sales representative is responsible for building and maintaining strong professional relationships with clients, ensuring visibility, achievement of sales targets and delivery of high-quality customer service to the existing and potential clients. He/ she is also responsible for collection of receivables and is the key source of information for movement of goods/brand and as one of the responsibilities is to bring back market feedback. In their endeavor to excellence, the fundamental values all our employees must possess are Commitment, Integrity, Agility, Empathy and Flexibility

Main Responsibilities

To ensure sales budgets are achieved for fuels and lubricants, and give input during budgeting process?
To nurture, maintain and manage good customer business relationships in the mining channel of trade?
To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for?
To ensure that under recoveries (e.g. transport, product returns, maintenance costs, etc.) are collected?
To control the level of gross margin after variable expense (GMVE) per customer?
To manage customer credit (resolve errors, perform reconciliation), and ensure customer service delivery?
To conduct variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate?
To ensure proper stock management and sales forecasting?
To monitor and control Fuel Management System suppliers and other suppliers to ensure that costs are managed?
To compile monthly business review and KPI’s, including asset management?
To effectively control contracts and administration to ensure contractual rights and obligations are honored?
Asset & Stock Management
Manage the Area’s operating expenditure and working capital through regular budget monitoring to ensure a reduction in costs to improve the profitability of the Company.?
To ensure that all regulatory and TOTAL South Africa requirements in respect of handling, storing, and distributing our products are adhered to strictly and submissions are maintained.

GT Strategy

To identify and collaborate on leads for GT business opportunities with the Regional Sales Manager?
To implement and execute promotions and marketing strategies / activities as directed to ensure marketing objectives are reached?
To collect and report market intelligence, competitor activities, pricing strategies etc.?
To investigate and initiate / propose opportunities for investments in the sales area?
To assist in controlling capital expenditure, commitments, and liquidations in the sales area?
Participate in developing sales and marketing strategies

HSEQ:

Manage the HSEQ and security of the Area to ensure constant adherence and compliance to the Company’s standards, any local?by-laws and government legislation. This to minimize all risk pertaining to the company’s assets and stock, be an excellent corporate?citizen, remain operational and ensure the safety of all people.?
To effectively manage and minimize HSE risk within area of responsibility by ensuring: Compliance with all HSE Policies, rules, guideline and legal requirements, Promotion of safe working environment and positively contributing to the company HSE KPIs and risk reduction strategies That HSE competency requirements are identified & enforced within area of responsibility?

People

To assist in developing, coaching and mentoring trainees / new sales staff to promote a positive working environment which will attract and retain skilled staff and increase productivity

Candidate Profile

Appropriate tertiary qualification in sales / business management or administration
4-6 years marketing and sales management experience in the oil industry or a comparable industry,
Exposure to analyzing and interpreting financial statements / results either in studies or work experience
Interacting with employees, customers, and government / parastatal organizations
Good sales management, negotiation and conflict resolution skills; good analytical and presentation skills
Good knowledge and understanding of business and legal basics
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
Computer literacy is a requirement (Harmony System (SAP), and SALSA)

Additional Information

TotalEnergies values diversity, promotes individual growth and offers equal opportunity careers.

Domain: Sales

Type of contract: Regular position

Experience: Minimum 6 years