Job Opportunities at TotalEnergies

Job Description

The B2B Mining division seeks to appoint a Key Accounts Specialist based in Northern Cape (KATHU)!

You Key Responsibilities Will Include

• One of the key responsibilities is manage and report on the Mass balancing of stocks issued to the mine and the Customer.
• To participate in weekly stock validations and ensure procedures are followed when TMSA sub contractor (Integrated Service Provider - ISP) manage the stock.
• All stock to be accounted for and balanced
• To ensure sales budgets are achieved for fuels, 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 TotalEnergies Marketing South Africa requirements in respect of handling, storing and distributing our products are
• adhered to strictly and submissions are maintained.
• Ensure assets are being used correctly at customer sites

Mining Strategy

• To identify and collaborate on leads for Mining 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
• To manage customer volumes in line with budget and forecast

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

Context and environment

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

Candidate profile

To succeed in this role you will require the following qualifications, skills, experience and attributes:

• 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 mining 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)

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KAM Distributors

Job Description

• Profitably grow the lubricants business and ensure sustainable earnings is achieved which is aligned with the overall Lubricants goals and objectives
• Manages the Distributor contract through the Distributor Management System (DMS plus process ie price negotiations, Contract KPI’s , MOQs, Quarterly Business Reviews, etc
• Collaboration/Cross functional interaction with all B2B2C segments – DIY, Agric, reseller and Network and other Business Units and key stakeholders (Supply Chain, Business Support, Finance) to best exploit synergies and customer opportunities.
• Receivable Management - Ensures strict enforcement of sound Credit and Cash-Flow management. Proactively identify account issues to reduce past dues and doubtful debts, rebate management, price management.
• Implementation of Distributor Value Proposition - Supports the implementation of the Distributor Value Proposition consistently across the entire Distributor Channel through a Wide Product Range and Service Offering, Reliability In Supply, Building the Totalenergies Footprint, building Customer Trust And Belief In Our Brand, Regular value based Promotions, To Support & Increase Brand Awareness and Exponentially Grow Sales Volumes In This Sector At Reasonable Margins
• A key source of information and responsible to gather and feedback market intelligence
• Building the TotalEnergies brand through promotions and marketing/customer events
• Have good market and customer knowledge (i.e. size of wallet, share of wallet, buyer center, competitor activity/intelligence)
• Exercise the fundamental TotalEnergies values of Commitment, Integrity, Agility, Empathy and Flexibility
• Proactive prospecting and lead identification

HSEQ

Adhere and comply to company HSEQ and security standards, (Golden rules and Near miss reporting), so as to minimise risks pertaining to company assets and protection of life.

Governance

Ensure effective risk management and internal control. Comply to company requirements ie DD certificates issued

Context and environment

Responsible for growing the Distributor Channel (new and share of wallet) and directs all activities related to execution of Lubricants roadmap and strategy in a highly competitive market, a value creating business, recognized for its consistent execution and customer facing culture, that delivers superior results for the Distributor Channel.

Candidate profile

• Bachelor’s degree in marketing, business administration, sales, or relevant field
• Four to five years’ proven work experience in sales, management, key account management, or similar role
• Strategic perspective – ability to develop and implement strategy in changing environment – forward thinking with analytical and problem-solving skills
• Knowledge of CRM system, preferably with some experience in Salesforce.com
• Effective communicator at all levels of the organization and external groups, excellent verbal and written communication skills; must be a listener, a presenter, and a people-person and willing to working outside normal office hours
• Strong negotiation skills, with experience dealing with distributors.
• Proven results of delivering client solutions and meeting sales goals, Able to analyze performance metrics and suggest improvements that translate into improved results
• Customer expertise - ability to know and understand customers, improve customer communication and understand what to offer customers and maintain customer loyalty.
• Prepared to travel long distances to organize, plan and coordinate meetings with customers and business partners
• Proficient in Microsoft Excel, Word, PowerPoint. SAP and advantage