VIVO Energy recrute 01 Commercial Account Manager
The Commercial Account Manager should maintain and develop existing customer relationship and to identify and win new business using Face to Face selling and negotiating skills to grow the business by increasing volume and margin in line with group negotiated agreements, regional/country/sector strategies and business plans.
This challenging position has a full bottom-line responsibility (including accountability for all HSSE matters)
Requirements
- Meet team and individual KPIs as set by the Commercial Manager.
- Plan customer calls and visits to provide the appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationships.
- Increase the value for existing Vivo energy customers through cross, range and up selling.
- Develop new opportunities with prospective customers independently and from leads developed through Tele-Prospecting.
- Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.
- Plan, monitor and achieve individual and team sales targets (e.g. margin, growth, named customer CVP, and trade debtor target).
- Develop, update, maintain, and communicate the Account Plan, Spancop, Call Plan, Call Report and Forecast.
- For new and existing customers, define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan.
- Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt.
- Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services).
- Ensure all service providers carry out the agreed terms.
- Be accountable for own development plan to continuously improve competencies.
- Be responsible for the Group Marine Products P&L for your customers and be proactive in understanding your customers business including their P&L.
- Understand the Local Fuels Supply Chain issues, acting as focal point for structural issues relating to:
. the cost-of-product (including cost of acquisition from third parties)
. the transportation costs (primary and secondary)
. competitor positioning/market information
. underlying supply and demand issues. - Maintain and actively develop and implement the Group Marine Products’ HSE-MS for marine activities, ensuring that the Group’s high standards of HSE are applied throughout the area without exception.
- Be responsible and proactive in HSSE issues that affect the individual, the office/field environment and their customers.
Key Challenges
- Nurture and develop a healthy portfolio of local and international customers
- Acquire new distributors for Shell Lubricants in Export countries
- Maintain profitable business on a weekly basis
Job Knowledge, Skills & Experience
- Degree standard with a minimum of 2-5 years sales experience in front line sales role
- Good working knowledge of the customer’s operation and financials and awareness of specialist sources of information
- Working knowledge of Commercial Relationship Management tools and processes
Closing Date: 20 December 2022.
If you are interested in this position, please send your detailed e-mail application: CV and cover letter.
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