Account Manager - Direct Sales at Astron Energy (Pty) Ltd.

Job Description

Management of: Individual Customer Profitability metrics across all product sold Transportation customers incl. P&L, Financial Responsibility for Product Sales and Balance Sheet in respect of allocated customers (Lubricants and Fuels).

• The position is directly accountable for every aspect of the Sales and Marketing activity and related profitability for commercial fuels.
• Responsible for area value chain optimization plans to maximize gross margin.
• Plans and executes marketing strategies, processes, programs, standards and operations across the various classes of trade for fuels, lubricants and additional profit centers, consistent with the business plan and the AE way
• Partners with customers to achieve profitable operations, improved profitability and grow sales volume targets (base and new volume) for the Fuels and Lubricants business
• Monitors monthly performance and agreed action plans to ensure Volume and Margin targets are achieved. Manages associated operating expenses and CAPEX budgeting against given set of customers.
• Achieve the EBITDA target for the Fuels and Lubricants business
• Support Management of  Direct Opex to achieve required savings targets
• In the Direct channel, carefully monitors the market and competitor moves and strategies to identify new business opportunities, volume growth opportunities and solutions for customers related to growing business.
• Ensures consistent and disciplined execution of processes /procedures /programs and systems towards achieving business plan commitments within the sales area and channel, across class of trade for fuels, lubricants and additional profit centers as appropriate, consistent with the business plan and the AE way
• Drive Inventory Management by improving Forecast Accuracy %.
• Drive customer satisfaction and continuous improvement on SLA’s.
• Complies with the OE/HES Corporate standards and incorporates into daily guidelines. Ensures that the customer is aligned with all AE processes as well as government regulations such as HES, licensing and local ordinances.
• Collaboration with internal (Terminals Logistics, Supply, Credits etc.) and external (maintenance vendors etc.) stakeholders

Qualifications and Experience Required:

• Senior Certificate with a relevant commercial tertiary qualification.
• 3-5 years of commercial sales experience (preferably in a direct channel environment) with extensive product knowledge.
• Must possess a strong understanding of the oil industry in RSA, the operational environment of the company, and overall marketing objectives and vision to ensure alignment of goals with strategic direction.
• Clear understanding of customer profitability and NOI drivers.
• Ability to understand marketing operations within South Africa and develop strong relationships with customers.
• Demonstrates ability to enforce all terms and conditions of product agreements.
• Strong financial and analytical skills, with solid working knowledge of SAP and PC software applications (e.g., Excel, Word, Outlook, and PowerPoint).
• Capable of working with minimal supervision and managing tight or stringent deadlines.
• Strong negotiation and consultancy skills.
• Ability to collaborate with other functional groups to enhance enterprise value.

Must Demonstrate and Role Model Key Leadership Behaviors:

• Results: Business case driven, stretch goal oriented, and constantly challenging the cost of operations.
• Speed: Ability to tolerate higher risk, demonstrate urgency, and make decisive actions.
• Simplicity: Set priorities and ensure that work is fit for purpose.