Key Account Specialist at TotalEnergies

Job Description

• As a Key Account Specialist, you will be responsible for the following activities: 

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 Agriculture 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 understood and executed.
• To ensure that all Capex Projects are executed in line with agreed budgets.

Asset & Stock Management

• To ensure that all TMSA Assets and Equipment are maintained according to the Company’s standards and norms.
• 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 enhance existing business by bringing on board existing new business with Existing customers.
• 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.

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.
• Teamwork is critical and key to the success of the Agric Team.

Context and 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.

Candidate profile

• Ideally as a Key Account Specialist you will possess the following: 
• 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 and other 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)