Job Purpose:
Deliver the expected Volume, profitability, and Debt results in the assigned portfolio, maintain and develop strong customer relationships, whilst at same time adopting defend and growth strategies.

Principal Accountabilities:
Sales / Customer
Manage customer portfolio to achieve business KPI’s: Volume, Margin, Debt, and Customer Service.
Maintain sales portfolio, monitor growth and performance. Use available sales tools to drive business growth with quality and accurate account plans for all key customers.
Proactively identify and maximise emerging opportunities in the market and recruit new customers to grow business size.
Build rapport & maintain good customer relationship with all customers
Market monitoring and Intelligence – Maintain database of the market size, competitors and market shares. Provide regular market intelligence such as pricing, new customers, competitor activities etc.
Comply with standard offer book as per the customer promise initiatives.
Defend business from competition by renewing all major customer contracts.
Manage Credit in-line with the company credit policy and manual of authorities. Collect Debt in line with agreed trading terms and complete customer Credit appraisals as they fall due.
Ensure all invoices and statements are delivered timely to customers. Highlight and resolve invoice disputes with customers.
Implement company policies and procedures, and ensure relevant controls are in place.
Carry out regular equipment audits at customer sites and advise / take timely remedial action. Liaise with Engineering where necessary on equipment installations, maintenance and other technical requirements.
LPG Distributor Management
Manage LPG distributors in line with VE procedures, diligently applying the required tools e.g. business plans, capability assessment, D-Spancop etc.
Implement appropriate LPG Route-to-Market to increase effectiveness / sales / penetration
Marketing
Brand Promotion: Grow market share in assigned Sales territory. Assist in planning and executing customer events, marketing propositions & promotions in the area, with support from Marketing.
Promote the use of alternative payments methods (Pre-payments) for small volume customers and Resellers
Supply Chain
Provide accurate sales forecasts for effective S&OP process.
Work with distribution to ensure smooth product delivery to customers.
HSSE / Technical
Train customers and other stakeholders on product knowledge and HSSE.
Address / Resolve any technical needs that customers may have.
Deliver assigned HSSE plan items, including: site audits, toolbox and other HSSE meeting participation, PI identification and reporting, TnT engagement, Defensive Driving Compliance, Fitness to Drive, VEK safety rules / driving standards etc.

Key Challenges:
Competition: especially from new and rapidly expanding/increasing non-traditional companies. Rampant dumping of product into assets (tanks) owned by other companies.
Customer demands: successfully positioning the value of premium priced products in the face of customer demands for higher discounts, driven by cost reduction needs in CRT sector
Credit Management: trading within terms in face of cash flow management needs of customers.
Continuously strive to exceed customer’s expectations in delivery of service while optimising use of company resources.
Working and delivering results with minimal supervision, as the role is field based.
Job Knowledge, Skills & Experience

Qualifications and experience:
University Graduate in business or engineering related fields
Demonstrated ability to work and deliver results independently with minimal supervision is critical.
Sales experience with proven success in customer account/relationship management, sales, negotiation, debt management and business analysis.
Business/Financial and commercial acumen, including debt management
Results driven, good team player, with ability to provide solutions that are creative and innovative
Proven track record in implementing Marketing initiatives
Management of key accounts
Market/Competitive Analysis
HSS

Requirements
Sales Competence Required Level
Selling & Negotiating: SKILL
Customer Relationship Management: SKILL
Market Awareness: SKILL
Customer Value Propositions: SKILL
Distributor Management (if required) SKILL
Maximise Business Potential: SKILL
Lead Self and Others SKILL
Leadership Competence Required Level
Maximise Business Potential: SKILL
Lead Self and Others SKILL
Deliver Results SKILL

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