Job Purpose
The Field Sales Manager is expected to profitably sell fuels, lubricants and LPG to customers in segments under responsibility while working closely with other Vivo Energy business units (Finance, Customer Service, Engineering, Contractors etc.) to deliver the promised Customer Value Proposition as per the agreed terms.
Principal Accountabilities
Sales Focus Role
- Sell the whole VEML product range including fuels, LPG and lubricants to customers. Prepare contracts and follow up till signature.
- Achieve volumes and profitability targets as set by Line Manager.
- Maintain existing customers by enhancing customer loyalty and value creation. To visit Platinum customers twice monthly, Gold once monthly and Silver customers every two months.
- Keep abreast of market developments and grab new opportunities by developing innovative CVPs to win new customers
- Maintain high standards of HSSE at customer premises. Carry out toolbox meetings and HSSE audits as per audit plan.
- Carry out training programs and safety dissemination campaigns with support of external stakeholders.
- To coordinate Samp;OP exercise for LPG B2B and B2C lines of business by monitoring VEML stock levels and align same with sales.
- To carry out margin analysis on a monthly basis.
- Debtor Management: enforce credit terms and ensure prompt recovery of debtors.
- Make use of financial reports to track customer profitability and conduct sales analyses.
- To make full use of Sales First tools and deliver targets with discipline and appropriate behavior.
Technical Focus role
- To provide an efficient, professional technical support service for Fuels and Lubricants with a view to maximizing margins.
- Provide general fuels and lubricants monitoring service to customers as guided by the businesses.
- Pro-actively identify opportunities / facilities for new products and assist with field trials in conjunction with product and market specialists as required.
- contribute to the development, the implementation and the effective delivery of fuels and lubricants competitive CVPs within the country.
- Work together with classes of service like Distribution and HSSE to ensure that Shell HSSE standards are met and adhered to from the customer recruitment stage to product usage by customer.
Requirements
Job Knowledge, Skills amp; Experience
- Bachelor’s degree, preferably in Engineering.
- 2-3 years of experience in Sales/Engineering
- Good team player and result oriented
- Innovation and Creativity
- Selling and Negotiation skills
- Customer Management
- Financial acumen/Debt Management
- Market/Competitive Analysis
- Demonstrated success in building and maintaining technical or commercial relationships with profitable customers across a range of market sectors would be an advantage.
- Proficiency in English and French languages.