Reseller Key Accounts Manager

Reseller sales management:

• To meet B2B- Resellers monthly and annual sales and financial budget targets.
• To give input on annual budgeting process and to nurture, maintain and manage good customer and stakeholder relations.
• To develop robust term and spot supply agreements for the Resellers.
• To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for.
• To manage the levels of gross margin after variable expense (GMVE) per customer.
• To grow and achieve the 80 / 20 Cash to Terms objective in the specific Reseller portfolio.
• To manage customers’ credit (resolve errors, perform reconciliation), and ensure customer service delivery.
• To conduct variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate.
• To ensure continued improvement in the accuracy of sales forecasting.
• To effectively forecast both long, medium and short term sales forecasts with Supply.
• To compile monthly business review and KPI’s.
• To effectively manage contracts before expiry date and ensure contract governance / compliance.
• To ensure that all contractual obligations are honored by both TotalEnergies and the customer.
• To consistently monitor competitor behavior and work on proposals that ensures that TotalEnergies is relevant and competitive.
• To negotiate and ensure alignment with Supply regarding Resellers forecast and demand.
• To work closely with Back office in ensuring efficient execution of contract pricing and management of customers.
• To meet the Customer Relationship Management Tool-SALSA KPI with all the sales activities.
• To align cross-functionally with Logistics, Finance and Supply in ensuring customer centricity.
• To represent the Resellers at all key forums that impacts the Resellers business.
• To be able to write Business proposals for management review / approval.
• To be able to operate with the necessary agility and speed required in the Resellers business.

Reseller strategy:

• To participate in developing sales and marketing penetration strategies, new business models and the upkeep thereof to ensure effective and efficient management thereof.
• To continue to optimize Natref production, e.g. evacuation of ULP93, HFO and LCO.
• To consistently work with supply in terms of supply chain optimization.
• To ensure that all new business leads are recorded, actioned and implemented.
• To collect and record market intelligence, competitor activities, pricing strategies, etc

HSEQ:
• To report near-misses as determined and directed by HSEQ.
• To ensure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and legislation To effectively manage and minimise HSE risk within area of responsibility by ensuring :
• Compliance with all HSE Policies, rules, guideline and legal requirements
• Promotion of safe working environment and positively contributing to the company HSE KPIs and risk reduction strategies
• That HSE competency requirements are identified & enforced within area of responsibility