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Main Purpose
To achieve set financial objectives; sales volume, margin, capital and operating expenses, day sales outstanding, return on assets under management.
To engage with customers; qualify sales opportunity, manage opportunity pursuit, conduct account and territory planning, select and manage national key accounts.
To manage sales operations; forecast sales, facilitate sales process, organise sales collateral and tools, manage CRM, manage compensation design, enforce legal compliance.
To manage the sales function; sales budget, internal sales communication, develop coverage strategy, reduce sales channel conflict.
To partner with marketing and business development; segment customers, partner on lead sourcing, develop value propositions and commercial messages, create sales collateral.
To manage sales talent; build sales climate, source sales talent, facilitate on-boarding of new talent, develop training, support coaching outcomes.
Knowledge Skills and Abilities, Key Responsibilities
Customer and Company profitability for defined area:
- To prepare annual budgets and ensure sales budgets are achieved.
- To nurture, maintain and manage good customer business relationships for every channel of trade in the Commercial and Development department.
- To ensure continued improvement in the accuracy of sales forecasting.
- To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for.
- To manage the level of gross margin after variable expense per customer.
- To manage customer 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 profile, segment customers, and manage national key accounts in order to accelerate sales and profit growth.
- To compile monthly business review and KPI’s, including asset management.
- To effectively manage contracts, asset management and administration.
Commercial Strategy for the area defined:
- To participate in developing of General Trade sales strategies and new business models and ensure all business models for the various channels of the Commercial division are up-to-date and effectively managed.
- To develop new business opportunities in the Commercial business segment i.e. Mining & Construction, Transport, Manufacturing, Civil and Infrastructure Construction, Government and Resellers.
- To implement and execute promotions and marketing strategies/ activities as directed to ensure marketing objectives are reached.
- To facilitate collection and reporting of market intelligence and competitor activities and pricing strategies.
Investment projects for the area defined:
- To investigate and propose opportunities for new business development.
- To manage capital expenditure, commitments and liquidations in the B2B sales area.
People:
- To effectively manage employees through applying the company People management principles, and to develop, coach and mentor subordinates to promote a positive working environment which will attract and retain skilled staff and increase productivity.
Health Safety Environment and Quality:
- To ensure constant adherence and compliance to company HSSE and security standards, local by-laws, standards and legislation so as to minimize all risk pertaining to company assets and protection of life.
Governance:
- To ensure effective risk management and internal control, including asset management.
Requirements
Experience:
- Commercial, Marketing degree.
- Specialization Marketing Courses.
- Minimum three years of experience in similar position.
Skills:
- Bilingual: Local market language (French, Spanish, Portuguese) and English.
- Microsoft Office Suite applications.
Competencies:
- Ability to generate Sales and Profits.
- Strong negotiation, presentation and communication skills.
- Team work attitude and behavior.
Key Relationships and Department Overview:
Internal – Local: Business Support/Finance/Operations/Fellow B2B team members. Regional Head of B2B & Lubricants business.
External – Wholesale Customers & Consumers of Petroleum Products; in different channels of the Economy namely, Transportation, Manufacturing, Construction, Agriculture & Forestry, Public Admin, Food & Beverages, Tourism, Hotel & Restaurants, and Others. Regulatory Authorities and Marketing Agencies.
Apply for this job: https://trafigura.wd3.myworkdayjobs.com/en-US/Puma_Energy_Careers/job/Maputo-Mozambique/B2B-Manager_R-013725?source=linkedin
- Expiration date: January 23, 2025
- Location: Maputo