Key Account Specialist

**Contexte et environnement***:

- 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.

**Activités***:

- An incumbent of this role would 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 organizations
- Good sales management, negotiation and conflict resolution skills; good analytical and presentation skillsGood knowledge and understanding of business and legal basics
- Computer literacy is a requirement (Harmony System (SAP), and SALSA

The jobholder is accountable for enhancing the performance and improving the presence of Total in the Transport and Food channels of trade by providing sound financial and operational solutions tailored to the needs of customers so as to ensure sustainable increase in the market share and optimal profitability for TSA.

The jobholder is responsible for controlling the GT marketing activities of Total in defined sales and achieve optimal sales and sustainable profitability, while adhering to all Total norms and HSEQ standards.

The Key Accounts Specialist is the point of contact for the customer and handles the distribution of the brand/products or set of brands/products within assigned outlets. The sales representative is responsible for building and maintaining strong professional relationships with clients, ensuring visibility, achievement of sales targets and delivery of high-quality customer service to the existing and potential clients. He/ she is also responsible for collection of receivables and is the key source of information for movement of goods/brand and as one of the responsibilities is to bring back market feedback. In their endeavor to excellence, the fundamental values all our employees must possess are Commitment, Integrity, Agility, Empathy and Flexibility

**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 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 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 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?

? Part