Field Based Account Manager Power & Industry

Job Purpose:

• To grow Vivo Energy Guinea business in the highly competitive Power & Industry sectors which offer large opportunities
• To achieve through existing customers and prospects, sales targets including growth of volume and incremental margin
• To manage and develop long terms relationships with key power and industry customers at all levels of their organization, coordinating the activities and CRM with the Vivo Energy central team supporting these accounts
• To develop and monitor the Power & Industry pipelines
• Drive alignment between stakeholders to enforce better customer satisfaction.

Principal Accountabilities:

Commercial

1.Typically look after and manage accounts in Power and Industry sectors in order to achieve sales target (volume and margins)

2.Consistently Vivo Energy business with existing Power and Industry customers and develop profitable new business with identified prospects by defining a pipeline per sector

3.Plan and conduct sales negotiations with decision makers in Power & industry companies

4.Develop, update and implement accordingly on yearly basis, for each Power & Industry customer, the account plan and communicate to all the relevant stakeholders within Vivo Energy

5.Positively manage CRM directly and indirectly at all relevant customers level within the sales CRM framework

6.Monitor and analyze own sales performance data by large accounts, taking appropriate action

7.Ensure that all the Vivo Energy elements of the credit policy are implemented and managed

8.Collect payment timely

9.Understand monitor and keep track of fast changing customer needs and business environment to ensure the most appropriate services are provided to fulfil the customer needs

10.Monitor competitor activities in the Power and Industry sector and coordinate with the Vivo Energy technical advisor an appropriate CVP implementation plan

11.Coordinate with the Vivo Energy Marketing Department a marketing grid to be implemented on yearly basis for Power and Industry customers

12.Collect consumption forecasts from customers and communicate accurate data for IBP consolidation

13.Define a quarterly customers visit plan and share with your line manager the call reports

14.C4C usage: weekly update including call report, account plan, SPANCOP

15.Manage Power and Industry tenders.

16.Troubleshoot and problem solve, developing appropriate solutions.

Supply Chain

1.Provide accurate sales forecasts for Power & Industry accounts for effective S&OP process

2.Work with S&D to monitor stock level of lubricants for Power and Industry customers

HSSE

To deliver on HSSE plan, conduct safety walk-about, toolbox meetings, identify and report PI’s and TNT

Key Challenges:

• To develop and maintain contact with all relevant stakeholders with a view to tap marketing opportunities and engender and foster goodwill and promote image of Vivo Energy in the Power & Industry sectors
• Continue to develop the lubricants business profitably in the light of increased competitive pressures.
• Spend high share of his/her own time on the field and seek out new market information, opportunities and customers in the Power & Industry sectors.
• Develop relationships with different levels at customer organisation.
• Remote locations make logistics a challenge and shall require initiative and ingenuity to deliver complex CVPs

Requirements

Job Knowledge, Skills & Experience:

An appropriate Engineering qualification plus at least 5 years technical/commercial experience which must include selling / negotiating / business development and CRM (Customer Relationship Management) usage.

• Power & Industry sectors knowledge
• A sound understanding of marketing principles is required.
• Good exposure to fuels and lubricants supply operations and HSE in the industry environment.
• Operations experience, and good understanding of procedures relating to fuel operations.
• A proven track record in influencing ability, strong selling skills and definite analytical and problem solving capabilities.
• Must display strong people management and coaching skills.
• Strong attention to detail.
• Deep knowledge of Power sector, Products, CVPs (Customer Value Proposition).
• Competence Requirements Level
• Selling & Negotiation Mastery
• Customer Relationship Management Skill
• Customer Value Proposition Skill
• Market Awareness Skill
• Maximise Business Opportunities Skill
• Delivering Results Skill