SUMMARY:
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POSITION INFO:
Job Description:
The Commercial Sales Consultant will be responsible for achieving planned sales, profitability, cost targets to budgets and Commercial Key Accounts. In addition, they will be responsible for the canvassing of new Commercial Business within acceptable profitability criteria, credit control and management to minimise the company’s exposure to financial Risk. They will be required to ensure that Commercial Fuels standard of health, safety and environment are maintained. This role includes extensive travelling throughout the Eastern Cape/designated area with demanding schedules
Experience and Qualifications:
- Matric
- Sales and Marketing Diploma
- Fuel Industry knowledge advantageous
- Valid Driver’s license
- Extensive experience in sales and especially cold calling
- Excellent negotiation skills
- English/ Xhosa
Responsibilities:
Responsible for achieving planned sales of area, profitability and cost targets to budgets.
- Preparation of sales, Capex and Opex budgets, and develop plans to attain these targets.
- Drive awareness of Commercial Fuels in the Commercial Fuels Industry.
- Forecasting annual, quarterly and monthly sales goals
- Market Segmentation, analysis and penetration
- Coordinating all aspects of the deal execution process, including negotiations and finalization of all project and financing agreements
- Identify new market opportunities to promote into & exploit
- Understand & convey the company value offerings to the market
- Maintain a pipeline of all opportunities & tracking their progress. Convey to Management with targets & timelines
- Existing Business - Maintenance of Commercial Key accounts
- Understand the customer and its needs; including the dynamics and processes, the value chain and business drivers, their ambitions and initiatives, and areas where the company can help them succeed.
- Develop detailed account plans for all Key Accounts
- Assure that Key accounts service levels are maintained in line with Agreements.
- Develop collaborative relationships with Key decision makers within Key Accounts at Operational level.
- Conduct regular performance reviews with Key Account Strategic staff
- Escalate issues timeously.
- Monitor all orders and work collaboratively with internal stakeholders to assure that order and delivery service levels are maximised.
- Review Customer wet-stocks and investigate and remediate any deviations or variations daily.
- Make recommendations on Equipment replacement where required based on asset maintenance analysis.
- Assist with Customer collections in line with Insurer requirements and take remedial action as required.
- Act as Customers primary Problem solver
Potential Business - Canvassing of Commercial Key accounts
- Develop a Pipeline of potential customers in line with commercial targeted Customer profiles.
- Canvass these Customers and secure Customers to procure from the company.
- Propose and Negotiate Rebates, considering Equipment and Credit requirements within designated parameters per company policies.
- Ensure that Potential Customers are on-boarded per the New Customer process.
- Develop account Management plan.
- Building Collaborative relations
- Work with Internal partners to optimise all internal processes.
- Company Ambassador – Represent the company at social responsibility events
- To coordinate input from all role-players and compile tender documents according to specified requirements and arrange for pricing and tender sign-off
- Conduct a comprehensive risk evaluation for the client
Key Accountabilities:
- Responsible for achieving planned sales of area, profitability and cost targets to budgets
- Existing Business – Maintenance of Key Accounts
- Potential Business – Canvassing of Commercial Key Accounts
KPI's:
- Attain budgeted Sales Volume targets (Base business)
- Attain new business volume targets. (New business)
- Attain Profitability targets for new sites
- Monthly meeting to present Pipeline report and monthly report
- Ensure business proposal are clear, concise and deal with all elements: structural, legal and financial.
- Communicate proposals clearly and effectively to potential potential clients.
- Ensure timely feedback to potential and existing clients.
- Negotiate in good faith and honestly with potential and existing
- Manage stakeholder expectations effectively.
- Achieve 100% of Commercial New Volume targets as per business plan. An addendum will be produced each year
Key Skills/ Competencies:
- Professionalism
- Ability to work un-supervised
- Negotiation skills
- Analytical and problem-solving skills
- Conflict resolution skills
- Organisational, time and stress management skills
- Deadline driven
- Honesty
- Reliability
- Excellent communication and relationship building skills
- Customer service excellence
- High work ethic
- Training skills
- Motivational personality
- Computer Packages/Systems: Excel, Word, PowerPoint and e-mails
- Customer account management
- Knowledge of HES legislation
- Observant with attention to detail
- Problem identification
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