Background information about the job or company (e.g., role context, company overview)

Vivo Energy is the Shell licensee in 16 countries in Africa. We are proud to offer our customers the very best of Shell’s high quality products and services - including supply reliability, technical expertise and unmatched customer service - in the countries where we operate. In doing so, we have in place industry-leading health and safety standards, an...

Responsibilities or duties

Sales & Customers:

• Manage customer portfolio to achieve business KPI’s: Volume, Margin, Debt, Growth, 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
• Maximize on emerging opportunities in the market and recruit new customers to grow business size.
• Use available tools to grow Bulk LPG customers and penetration in the market.
• Develop Business plans with the distributor, and review regularly to ensure implementation.
• Build rapport & maintain good customer relationship with all customers.
• Market Intelligence and monitoring: Maintain database of the size of the market, the various 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 tank installations, revalidation and other technical requirements.

Marketing & Supply Chain:

• Grow market share in assigned Sales territory. Assist in the planning and implementation of any LPG customer events earmarked for the particular financial.
• Promote the use of alternative payments methods (Pre-payments) for small volume customers and Resellers.
• Provide accurate sales forecasts for effective S&OP process.
• Work with distribution to ensure smooth product delivery to customers.

KEY & EXCITING NEW CHALLENGERS

• Competition: especially from new and rapidly expanding/increasing non-traditional LPG marketing companies. Rampant dumping of product into assets (tanks) owned by other companies.
• Customer demands: e.g. for more and more discounts, driven by cost reduction needs in most sectors e.g. manufacturing / hotels etc.
• 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 optimizing use of company resources.
• Working and delivering results with minimal supervision, as the role is field based.

Qualifications or requirements (e.g., education, skills)

Essential:

• NQF Level 7 (Bachelor's Degree in Business/ Marketing/ Engineering)
• 3+ Years in Sales & Marketing
• Engineering background is strongly preferred for this role
• Business/Financial and commercial acumen, including debt management
• Proven track record in implementing Marketing initiatives
• Management of Key Accounts

Competencies;

• Demonstrated ability to work and deliver results independently with minimal supervision is critical.
• Sales experience with proven negotiation skills and sales technique
• Results driven, good team player, with ability to provide solutions that are creative and innovative
• Market Awareness
• Customer Relationship Management

• Manage customer portfolio to achieve business KPI’s: Volume, Margin, Debt, Growth, 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
• Maximize on emerging opportunities in the market and recruit new customers to grow business size.
• Use available tools to grow Bulk LPG customers and penetration in the market.
• Develop Business plans with the distributor, and review regularly to ensure implementation.
• Build rapport & maintain good customer relationship with all customers.
• Market Intelligence and monitoring: Maintain database of the size of the market, the various 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 tank installations, revalidation and other technical requirements.
• Grow market share in assigned Sales territory. Assist in the planning and implementation of any LPG customer events earmarked for the particular financial.
• Promote the use of alternative payments methods (Pre-payments) for small volume customers and Resellers.
• Provide accurate sales forecasts for effective S&OP process.
• Work with distribution to ensure smooth product delivery to customers.

• Demonstrated ability to work and deliver results independently with minimal supervision is critical.
• Sales experience with proven negotiation skills and sales technique
• Results driven, good team player, with ability to provide solutions that are creative and innovative
• Market Awareness
• Customer Relationship Management

• NQF Level 7 (Bachelor's Degree in Business/ Marketing/ Engineering)
• 3+ Years in Sales & Marketing
• Engineering background is strongly preferred for this role
• Business/Financial and commercial acumen, including debt management
• Proven track record in implementing Marketing initiatives
• Management of Key Accounts