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.
Customer and Company profitability for defined area:
Commercial Strategy for the area defined:
Investment projects for the area defined:
People:
Health Safety Environment and Quality:
Governance:
Experience:
Skills:
Competencies:
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.