Field Based Account Manager at Vivo Energy

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