Senior Account Executive at Transnet

Position Purpose

• A senior management position responsible for;
• The tactical operationalization of Transnet Pipelines strategic account management and business development strategy in line with the Transnet Corporate Plan which, inter alia includes:
• Leading the integrated business development and customer account management protocols for existing and new business to retain and grow volume by executing key processes across Transnet Pipelines functional departments/Transnet Operating Divisions that include concept/ideation, identifying and validating volume opportunities, developing logistics and commercial solutions and revenue contracting, SLA KPI management and contract account management for the Petroleum and Gas sectors.
• Acquiring, drafting, negotiating and implementing long term strategic customer revenue generating contracts for the petroleum and gas sectors,
• Develop and implement business development and marketing strategies, provide financial and contract management support per commodity as identified under Transnet Pipelines service offering,
• Develop and Manage a Capacity Allocation framework and protocol for TPL planned and existing Terminals/Depots, Storage Facilities and/or pipelines, in order to ensure equitable allocation of Transnet resources to customers whilst promoting new entrant access to the markets
• Managing the integration between Transnet Pipelines functional departments and other Operating Divisions so as to promote co-ordinated commercial and operational interface with stakeholders in the value chain to ensure –
• Quality assurance, control and collaboration.
• Collation and integration of trends with a departmental or divisional scope to form the base for initiating process improvements.
• Manage the customer interface in collaboration with other functional departments, across all customer touch points that include TPL Terminals and Depots across the Pipeline network with the key focus on improving efficiencies and volume.
• Project management of customer and/or industry interface projects and initiatives that focus on volume growth and improvements in efficiencies across the logistics chain.
• Driving the just transition to LNG and/or Hydrogen energy solutions for Transnet Pipelines that entails specialised logistics and commercial models for the contracting with customers, molecule owners and other logistics players.

Position Outputs

• Support development and implementation of a commercial strategy per commodity across all functions to support: commercial contracting, accurate, insightful strategic account reporting; alignment with divisional planning and performance; with adherence to appropriate governance procedures.
• Develop and Implement Long Term Integrated Contracts for key Strategic Customers in the Petroleum and Gas Sectors
• Coordinate monthly invoicing process and credit notes to customers under a Transnet cover page i.e. consistent payment mechanisms. This to be aligned across TPL departments as per contractual splits, tariffs and volumes. Centralized filing of supporting documentation for year-end or contractual reviews and or audit requirements in compliance with Transnet’s Contract Management Policy.
• Monthly EXCO reporting on Latest estimates (LE) on volumes and revenue relative to Forecasts, Targets, contract and budget. Forecast of any projected shortfalls against guarantee with associated financial implications and outlooks.
• Reporting to Include Key Sector initiatives and Strategic customer engagements.
• Develop and lead the mitigating action plan by collaborating with internal departments to address customer issues.
• Notification to customers of Force Majeure. Final recording based on technical reports and updating impact on commercial position.
• Consolidate monthly reports on volume reconciliations total losses. Alignment between functions and divisions relative to internal and external SLA’s. Include information in LE as above.
• Monitoring/review of all customer contracts for: breakpoints in tariff, key obligations, key dates, macro-economic indices updated etc. Ensure alignment between Transnet Pipelines functional departments and Customers.
• Form an integrated Transnet Pipelines and Transnet internal stakeholder team to conduct and manage the Bi-Annual Demand Volume Validation processes with strategic customers and Industry.
• Annual alignment of TPL demand targets, Transnet Freight Demand Models, TPL capacity planning teams, to update LE’s, budgets and 10-year projections for petroleum and gas commodity.
• Develop, Implement and drive Transnet Pipelines Strategic Account management protocols across the Divisions encompassing key objectives of retention of strategic customers, volume growth and increased efficiency and effectiveness based on continuous improvement principles across all customer touch points.
• Equip all Account Executives and support staff across TPL with a Continuous Improvement mind-set and capability to ensure that all deviations from standards are identified, investigated, prioritised and dealt with within the framework of a standard and repeatable process improvement methodology.
• Develop and implement integrated engagement plans and protocols for all Account Executives across all TPL.
• Co-ordinate and Manage Executive Engagements between Transnet, TPL and Customers in order to maintain alignment on strategic industry issues.
• Develop and Implement commercial contracting options and solution that will enable optimisation of all Transnet Pipeline Infrastructure. Ensure compliance to all NERSA regulatory requirements in conjunction with other functional TPL departments.
• Lead in formulation and implementation of Collaborative Projects between Transnet Pipelines, Customers and/or Industry in the interest of volume growth and supply chain efficiencies and to foster co-operation and relationship building with stakeholders.
• Develop and execute innovative Logistics and Commercial Solutions to ensure protection of the existing customer base, increase volume by meeting and/or exceeding TPL budgets and targets.
• Develop and Manage a Capacity Allocation framework and protocol for TPL planned and existing Terminals/Depots, Storage Facilities and/or pipelines, in order to ensure equitable allocation of Transnet resources to customers whilst promoting new entrant access to the markets.
• Develop Integrated Internal and Customer Service Level Agreements, monitor, track and report on any Customer & Transnet specific obligations and mitigating action plans and resolution timelines as outlined in the SLA’s.
• Develop and manage staff via support and coaching, where necessary.
• Drive Change management protocols and Operational Readiness programmes in all touchpoints or processes that impact the customer and business development projects and initiatives.
• Drive Performance management of the team and customer touchpoints and interfaces.
• Leverage on Market research and trend analysis insight to grow volumes and diversify the customer service offering.
• Driving the just transition to LNG and/or Hydrogen energy solutions for Transnet Pipelines that entails specialised logistics and commercial models for the contracting with customers, molecule owners and other logistics players.

Qualifications & Experience:

Academic/tertiary Qualifications:

• Bachelor’s Degree in Operations, Supply chain Management, Commercial Law or similar. Financial qualifications will be an added advantage.
• At least 10 years management experience in the Commercial, Freight Logistics or Petroleum or Gas sector.
• 2 years Project finance and financial modelling experience.
• At least 5 years’ experience on senior management level Standard Job Requirements Driver’s license code 8 Travel as required by the business

Competencies

• Strategy & Sustainability Strategic Thinking Commercial Awareness Innovating Inspirational Leadership Inspiring People Managing Talent Leading Change Embracing Change Business Performance& Delivery Lead Business Performance Strategic Decision Making Business Acumen Analysing Relationship Management Communicating Effectively Collaborating and Networks Service Oriented Persuading and Influencing Corporate Governance and Compliance Leading Good Governance Leading Safety Practices Leading Risk Management Personal Mastery Resilience Learning and Applying Expertise Emotional Intelligence Vigor and Personal Drive

Equity Statement

• Preference will be given to suitably qualified Applicants who are members of the designated groups in line with the Employment Equity Plan and Targets of the Organisation/Operating Division.