Account Manager
6 days ago
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- To maintain and develop existing EXPORT distributor relationships, ensuring sales and margins growth. To prospect for new / additional
- Distributors in selected Territories. Selling and negotiating, as well as CRM skills are critical in the role. Management of: Individual Customer
- Profitability metrics across all product sold to a given customer incl. P&L, Financial Responsibility for Product Sales and Balance Sheet in
- respect of allocated customers (Lubricants and Fuels). 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. Responsible for area
- value chain optimization plans to maximize gross margin. Ensures IDC customers are profitable in terms of Supply Chain and Customer
- Profitability (SCCP) direction. Plans and executes sales & marketing strategies, processes, programs, standards and operations across the
- various classes of trade for fuels and additional profit centers, consistent with the Business Plan. In the IDC 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.
- Plan customer calls and / or visits to provide appropriate level of service to existing and new Distributors with a focus on
- retaining and growing business relationships. Prepare call plans using the Astron Energy SalesWay.
- Develop new opportunities with prospective Distributors independently from leads developed through Deal Progression Tabulator.
- Plan, monitor and achieve individual sales targets (e.g. Volume, EBIDTA, Credit, Upselling and Astron Energy Connect usage,
- Demand Forecast Accuracy, Credit Management).
- Develop, update, maintain and communicate Key Account Plans with relevant stakeholders.
- Be responsible and proactive in HES issues that affect the individual, the office / field environment and their Distributors.
- Be accountable for own development plan to continuously improve competencies.
Key Activities
- For new and existing Distributors, define and regularly review relevant customer relationship behaviours and differentiated
- service banding and their sales & marketing plan.
- Review & plan Distributor business, products, service packages, contracts, prices, credit terms, credit limit and debt.
- Carry out negotiations with Distributors, prepare quotations and proposals and agree on all operational requirements
- (including: price, contract, payment terms and services)
- Ensure all internal service providers carry out the agreed terms.
- Ensure that all Distributors interaction activities are properly logged and updated in the appropriate CRM systems (e.g.
- Hubspot)
- Propose and sell marketing initiatives to new and existing Distributors against set targets as defined with marketing team.
- Work with other Astron Energy teams and third parties (e.g. logistics, STO/Supply Chain, credit, legal, STL, NSM) where
- necessary to provide an efficient and cost effective service to the Distributor.
- Accelerate bottom-line improvement through effective profit & loss management.
Qualifications Require:
Snr Certificate and a Commercial Degree
3-5 years+ of a demonstrated track record of experience in the following:
- Knowledge of Export / Import legislation desirable.
- Previous experience and good working knowledge of the Sell-through business model.
- Working knowledge of CRM tools.
- Key Account Management experience.
- New business development.
- Knowledge of the Oil Industry, its products and services.
- Business acumen including knowledge of business sectors, current market, and industry status
- Creative and critical problem-solving skills
- Numerical and analytical thinking skills
- Emotional Intelligence skills
- Highly proficient time management and planning abilities
- Collaboration skills
- Security / Safety jobs
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