Job Description

HSE performance in line with Corporate requirements
To manage the business in the selected channels to achieve the forecasted volumes and bottom line results of the P&L such as Margins after variable costs and EBITDA.
To support the implementation of the Global Business and Strategic Accounts models as requested by the Commercial Manager ;
To implement Marketing Programs as directed in the one year Marketing Plan and one year Sales Plan for the affiliate, with proper emphasis on compliance with established pricing architecture
To drive business growth with quality and accurate account plans for all customers in the portfolio.
Develop, update, maintain, and communicate customer Account Plan
Ensure customers satisfaction in terms of Lubes recommendations and follow up their activities to adjust our offers and services.
To use the Pipeline management Tool SPANCOP ( Suspect, Prospect, Approach, Negotiate, Order, Payment ) and through Sales Tools to convert the prospects/customers.
To build good report & maintain good customer relationship with all key customers.
To understand the industry, business and customers’ needs, provide sound information and advice on products and services, selling and negotiating win-win solutions for both the business and the customers.
To defend business from competition by requesting and/or renewing all major customer contracts ;
To comply with global credit policy and manage trade debtors effectively through good debt management and promoting customers adopting new payment trends, including electronic fund transfers.
To engender and foster goodwill both within and outside the company.
To implement policies and procedures and ensure that the relevant controls are in place.
Implement value-added services provided to customers and highlights the differentiation of Puma Energy offer in the Market place.
Analyze customers equipment needs and recommend appropriate actions
Increase the value for existing customers through cross, range and up selling.
To train, coach and provide functional support to Sales Representatives, Customers and Resellers for optimum field force efficiency and strong Puma Energy image build-up in the marketplace.
To assist customers in locating most efficient and accurate answers to their technical inquiries ;
To work with dedicated Used Oil Labs to ensure Lubes condition monitoring, Testimonials programs, cost reducing projects for customers and proper data reporting & analysis by lab ;
Constant monitoring of technological breakthroughs in order to maintain Puma Energy offer up to date (products, services).
To ensure an effective Customers Demand Management in order to feed Logistics with accurate data for the Supply & Production activity
To define and share to the Commercial Manager the tasks planned on a weekly and monthly basis ;
Maintain close and constant communication with the Operations/Logistics/Finances/Customers Service & all other departments required ;
Report results achieved vs forecast on a weekly and monthly basis through the flash reports and monthly reports.

Key Responsibilities

To drive business growth with quality and accurate account plans for all customers in the portfolio.
To build good report & maintain good customer relationship with all key customers.
Understand the industry, business and customers’ needs, provide sound information and advice on products and services, selling and negotiating win-win solutions for both the business and the customers
To comply with global credit policy and manage trade debtors effectively through good debt management and promoting customers adopting new payment trends, including electronic fund transfers.
To defend business from competition by renewing all major customer contracts

Requirements
Work Experience:

Marketing, Sales and Commercial
Education
Master of Business Administration (MBA)
Skills
Applied sales management, negotiation and conflict resolution skills, Business Acumen, Client relationship management, Good communication skills and attention to detail, Negotiation Skills

Languages
English, French