Vivo Energy (VE) distributes and markets Shell and Engen branded fuels and lubricants to retail and commercial customers in Africa. We currently operate in 28 countries (Operating Units – OUs) across North, West, East and Southern Africa where we have a network of over 4500 service stations and growing. We also export lubricants to other African countries.
This role can be performed from any one of our OUs (Operating Units).
Job Purpose:
- To Lead and coordinate Pan African & Regional Key Accounts in Construction and CRT sectors
- Identify attractive/accessible Key Accounts in the regions for Priority approach
- Drive priority business development through CRM build up
- To build, develop and manage KA customers in these sectors in line with the Customer Value Proposition and with Cross selling coordination
Principal Accountabilities:
- Typically look after and manage accounts in Construction and CRT sectors in order to achieve sales targets.
- Consistently Grow VE business with existing Construction and CRT customers and develop profitable new business with identified prospects
- Plan and conduct sales negotiations with decision makers in CRT and Construction KA companies
- Develop, update and implement accordingly, on a yearly basis, for each Construction and CRT key accounts, the Account Plan covering products, services packages, contracts, prices, credit, marketing activities and communicate the Account Plan to all departments involved in service delivery to these key accounts.
- Positively manage CRM directly and indirectly at all relevant customer levels within the Sales CRM framework.
- Monitor and analyze own sales performances, taking appropriate action
- Understand and keep track of fast-changing customer needs and business environments to ensure the most appropriate services are provided to fulfil the customer’s needs
- Have an in-depth knowledge of the key competitors in these sectors and understand their strengths and weaknesses thereby exploiting opportunities arising from these
- Maintain a good understanding of business and technical developments within the Construction and CRT sectors and ensure adapting the yearly roadmap to address sectors’ expectations
- Contribute to the development of Construction and CRT Customer Value Propositions (CVP) and marketing initiatives
- Promote the usage and use of CRM tool, C4C platform
- Drive alignment between colleagues and stakeholder’s cross functions, coordinating the activities with supply & Credit & Marketing and with central Team members to overcome barriers to growth and address issues.
- Actively support the corporate position on health, safety, sustainable development, diversity and General Business Principles and the Code of Ethics
- Work closely with different Shell Global Key Account teams on Key Account opportunities & OEM portfolio to develop in Africa and look for cross business opportunities
Key Challenges:
- Commercial Relationship Management and negotiation
- Portfolio build up and key account approach through several stakeholders’ management
- ·Self-committing, balancing own learning from others internally (Technical Network, Expert Circles, senior product Specialists, EC tools i.e.) and giving technical support externally.
- Having the ability to distil complex information and to communicate clearly and concisely to others
- Managing relationships with key customers and their stakeholders (Platinum/Gold).
- Delivers results – accountability. Clear results orientation and capacity to manage self-performance
- Competence in problem solving, good decision-making skills and ability to find solutions to day-to-day issues
- Demonstrates interpersonal sensitivity and communication (written and verbal) skills
- Translate the partnership with Key Accounts and Global OEMs into effective competitive local advantage
- Building strong relationships with OU sales staff in order to influence and coordinate the KA efficiently
Requirements
Job Knowledge, Skills & Experience.
- Marketing, Commercial or Lubes & fuels professional, with at least 5 years’ experience of sales and account management to multiple end user businesses or franchisees.
- Strong Commercial exposure with sound lubricants & Fuels market experience. Track record of successfully developing /delivering and communicating added value initiatives
- Good front-line ability, to engage with key accounts in different region in Africa.
- Excellent project management and thought leadership skills; strong collaboration/teamwork skills; a problem-solver with a results-orientation
- Proven capability to translate strategic vision into operational execution
- Proven record of delivery in sales at regional account level in a B2B/B2C environment (including OEM) will be an advantage
- Good understanding in the use of sales tools and processes
- Experience of developing and implementing marketing strategies
- Experience of developing and implementing pricing strategies
- Excellent interpersonal skills
- Commercial instinct and strong customer orientation
- Experience of and ability to manage relationship at high level within large regional companies
- Demonstrated experience developing and negotiating multi-year sales agreements
