Candidate ProfileAppropriate tertiary qualification in sales/business management or administration4-6 years of marketing and sales management experience in the oil industry or comparable industryExposure to analyzing and interpreting financial statements/results either in studies or work experienceInteracting with employees, customers, and government/parastatal and other organizationsGood sales management, negotiation and conflict resolution skills; good analytical and presentation skillsGood knowledge and understanding of business and legal basicsGood knowledge and application of people management and interpersonal skillsGood knowledge and application of TMSA's Code of Conduct/Ethics and Policies and ProceduresComputer literacy is a requirement (Harmony System (SAP), and SALSA)Job SummaryThe 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 Key Accounts Specialist 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 existing and potential clients. He/she is also responsible for the collection of receivables and is the key source of information for the movement of goods/brands and one of the responsibilities is to bring back market feedback. In their endeavour to excellence, the fundamental values all our employees must possess are Commitment, Integrity, Agility, Empathy, and Flexibility.Main ResponsibilitiesTo ensure sales budgets are achieved for fuels and lubricants, and give input during the budgeting processTo nurture, maintain and manage good customer business relationships in the Agriculture channel of tradeTo effectively manage price, rebates and discount levels and ensure all costs associated with customers are accounted forTo ensure that under-recoveries (e.g. transport, product returns, maintenance costs, etc.) are collectedTo control the level of gross margin after variable expense (GMVE) per customerTo manage customer credit (resolve errors, perform reconciliation), and ensure customer service deliveryTo conduct variance analysis/business reviews per customer, compare to budget and take corrective action where appropriateTo ensure proper stock management and sales forecastingTo monitor and control Fuel Management System suppliers and other suppliers to ensure that costs are managedTo compile monthly business reviews and KPIs, including asset managementTo effectively control contracts and administration to ensure contractual rights and obligations are honouredAsset & Stock ManagementManage the Area's operating expenditure and working capital through regular budget monitoring to ensure a reduction in costs to improve the profitability of the CompanyTo ensure that all regulatory and TOTAL South Africa requirements in respect of the handling, storing and distributing of our products are adhered to strictly and submissions are maintainedGT StrategyTo identify and collaborate on leads for GT business opportunities with the Regional Sales ManagerTo implement and execute promotions and marketing strategies/activities as directed to ensure marketing objectives are reachedTo collect and report market intelligence, competitor activities, pricing strategies etc.To investigate and initiate/propose opportunities for investments in the sales areaTo assist in controlling capital expenditure, commitments and liquidations in the sales areaParticipate in developing sales and marketing strategiesHSEQTo effectively manage and minimise HSE risk within the area of responsibility by ensuring:Compliance with all HSE Policies, rules, guidelines and legal requirementsPeopleTo 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.Context & EnvironmentTension into achieving an effective balance between marketing benefits and profitability for both Customers and Total South AfricaIdentify 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 choiceOther 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.ApplyFacebookEmailXLinkedInTotalEnergies is an equal opportunity employer and all applicants that meet the specified criteria will receive consideration for employment without discriminating unfairly on any arbitrary ground, including but not limited to race, gender, sex, ethnic or social origin, colour, sexual orientation, age, disability, religious conscience belief, political opinion, culture, language, marital status, or family responsibility.
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