Field Based Account Manager – LPG at Vivo Energy

Requirements

MAIN ACCOUNTABILITIES & WHAT YOU’LL BE DOING

Sales & Customers:

• Manage customer portfolio to achieve business KPI’s: Volume, Margin, Debt, Growth, 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
• Maximize on emerging opportunities in the market and recruit new customers to grow business size.
• Use available tools to grow Bulk LPG customers and penetration in the market.
• Develop Business plans with the distributor, and review regularly to ensure implementation.
• Build rapport & maintain good customer relationship with all customers.
• Market Intelligence and monitoring: Maintain database of the size of the market, the various 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 tank installations, revalidation and other technical requirements.

Marketing & Supply Chain:

• Grow market share in assigned Sales territory. Assist in the planning and implementation of any LPG customer events earmarked for the particular financial.
• Promote the use of alternative payments methods (Pre-payments) for small volume customers and Resellers.
• Provide accurate sales forecasts for effective S&OP process.
• Work with distribution to ensure smooth product delivery to customers.

KEY & EXCITING NEW CHALLENGERS

• Competition: especially from new and rapidly expanding/increasing non-traditional LPG marketing companies. Rampant dumping of product into assets (tanks) owned by other companies.
• Customer demands: e.g. for more and more discounts, driven by cost reduction needs in most sectors e.g. manufacturing / hotels etc.
• 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 optimizing use of company resources.
• Working and delivering results with minimal supervision, as the role is field based.

JOB KNOWLEDGE, SKILLS & EXPERIENCE

Essential:

• NQF Level 7 (Bachelor’s Degree in Business/ Marketing/ Engineering)
• 3+ Years in Sales & Marketing
• Engineering background is strongly preferred for this role
• Business/Financial and commercial acumen, including debt management
• Proven track record in implementing Marketing initiatives
• Management of Key Accounts

Competencies;

• Demonstrated ability to work and deliver results independently with minimal supervision is critical.
• Sales experience with proven negotiation skills and sales technique
• Results driven, good team player, with ability to provide solutions that are creative and innovative
• Market Awareness
• Customer Relationship Management