Key Account Manager: Automotive Oem’s and

3 weeks ago

Johannesburg, South Africa TotalEnergies Full time

Sales
- JOHANNESBURG-BIERMANN AV(ZAF)
- South Africa
- Key Account Management
- Nurture, maintain and manage good customer and stakeholder relations at Head Office and Group level.
- Build relationships with key accounts senior management (VP / MD / GM’s)\
- Contract management and negotiations (Negotiating, drafting and closing contracts in the interest of TMSA
- Effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for
- Ensure contracts are signed and in place with the respective Head Offices.
- Manage customer administration related matters linked to Head office accounts
- Update SALSA (Salesforce) customer visit reports (visits and information); Ensure that key customer details on SALSA are updated on a regular basis
- Liaise with Depots on stock holdings / forecasting
- To assist with the development of relevant marketing activities to support the B2B Automotive business
- Collect and report market intelligence, competitor activities.
- Provide input and assist in the preparation of the annual budgets
- New Business Development:

- Actively participate in developing sales and marketing strategies - ensure the implementation of strategies developed from the Lube in the Box (LIB) project
- Focus on developing relationships with key Passenger Car and Heavy Duty Vehicle OEM’s prior to the publication of tenders - anticipation of tenders based on the mapping of current contractual commitments
- Coordinate and Manage key tenders within the OEM and Transport segment; Liaison/Single point of contact for TotalEnergies group stakeholders where requirement to participate in global tenders
- Develop and grow new business opportunities in the focus segments - ownership for the overall sales pipeline
- Ensure inter TMSA divisional co-ordination to develop cross selling opportunities
- Assist the sales teams when required to acquire new business and customer relations
- Capture pipeline generation into Salsa such as leads, opportunities, and proactive OEM/Transport sales activities.
- Responsible for growing the pipeline of business opportunities within the sector by discovering and exploring selling opportunities and identifying and contacting potential customers.
- Sales
- Achieve overall B2B Automotive sales volume and GMVC budgets through the development of the pipeline and through support for the sales team
- Analyze performance vs budget. Report and take corrective action where required.
- Effectively manage pricing, rebates and discount levels and ensure all costing associated with customers are accounted for
- Solutions and Services
- O Project manage the implementation of strategic B2B OEM Projects and new solutions developed for key Automotive OEM and Transport customers
- O Build a catalogue of Automotive OEM and Transport segment solutions, and offers
- Participate in the design and implementation of innovative solutions jointly with the Technical, Marketing and cross divisional teams
- Actively promote and prospect customers for renewable energies and work with TMSA renewables team to facilitate business development discussions
- HSEQ
- Adhere to HSEQ standards
- Governance
- Ensure effective risk management, internal controls and asset management.

**Context and environment**
- Challenge is to achieve an effective balance between marketing benefits and profitability for both customers and TMSA
- 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 to choose suppliers
- Develop markets/segments where TMSA is not traditionally strong
- Proactively manage the potential channel conflict between direct and indirect business
- Other internal and external constraints which make this job challenging are an uncertain regulatory environment, Enterprise Development/Localisation demands from Customer, changing Customer priorities, a general skills shortage and high subsequent turnover; BBBEE compliance for people management
- Requirement to build long term partnerships with key TMSA office stakeholders to ensure the implementation of Group strategies and Business Development initiatives
- Cross functional relationship and joint responsibility with other departments
- Appropriate degree/diploma in sales / business management or administration.
- 4-5 years marketing and sales management experience in the oil or other industries.
- Previous demonstrated experience in managing large OEM/Motor Group accounts at Head office level will be advantageous
- Exposure to analysing and interpreting financial statements / results either in studies or work experience
- Interacting with customers, and dealers
- Good sales management, negotiation and conflict resolution skills; good analytical and presentation skills
- Good knowledge and understanding of business and legal basics
- OEM and General Trade industry lubricants experience advantageous

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