Field Based Account Manager - ICAM at Vivo Energy

MAIN ACCOUNTABILITIES & WHAT YOU'LL BE DOING

The role holder is accountable to:

• Deliver both financial (margin/ cost/ Ebitda) and non-financial (volume) business targets through a disciplined and effective implementation of functional plans.
• Provide input in developing Lubricants business plans and strategies in the allocated region, aligned with VE’s Lubricants vision, strategy and direction, to grow business / market share/ deliver T&R; and implement the same on the ground.
• Use available / defined tools to manage customer / distributor portfolio and deliver results.
• Propose and make changes necessary in the Lubricants Route-to-Market structure to increase effectiveness / sales / penetration covering all priority channels (Both existing and emerging/new channels)
• Provide accurate sales forecasts for effective S&OP process
• Implement appropriate Lubricants marketing propositions & promotions, with support from Marketing.
• Manage the business in compliance with VE HSSE requirements, policies and guidelines. This includes conducting regular distributor audits.

KEY & EXCITING NEW CHALLENGERS

• Embrace both customer and Vivo Energy Kenya Ltd requirements for greater understanding between all parties and improved business performance via training and marketing.
• Develop strong working relationships with Distributors & customers at all levels, to sell-in and Sell Out and implement the agreed business strategy and lubes partnerships programs.
• Identify and pursue all opportunities to trade up and cross-sell at all levels.
• Creating greater profit opportunities for the distributor and Vivo Energy Kenya and thus creating a barrier to entry for the competition.
• Develop business plans for all distributors with clear targets and objectives that will allow Vivo Energy Kenya Ltd and distributor maximize business opportunities in the market.
• Plan and execute sales and negotiation tactics.

Job Knowledge, Skills & Experience:

Essential

• NQF Level 7 (Bachelor's in Business/ Marketing/ Engineering)
• 3 Years+ experience in Sales & Marketing
• Previous hands-on Sales experience in FMCG channel/distributor management, Selling & Negotiation, Implementing marketing initiatives and customer relationship management
• Good problem solving and communication skills

Competencies:

• Market Awareness
• Customer Value Proposition
• Maximize Business Potential
• Lead yourself & others
• CRM