Function:

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

Key Responsibilities:

Customer and Company profitability for defined area:

To prepare annual budgets and ensure sales budgets are achieved
To nurture, maintain and manage good customer business relationships for every channel of trade in the Commercial and Development department
To ensure continued improvement in the accuracy of sales forecasting
To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for
To manage the level of gross margin after variable expense per customer
To manage customer credit (resolve errors, perform reconciliation), and ensure customer service delivery
To conduct variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate
To profile, segment customers, and manage national key accounts in order to accelerate sales and profit growth
To compile monthly business review and KPI’s, including asset management
To effectively manage contracts, asset management and administration

Commercial Strategy for the area defined

To participate in developing of General Trade sales strategies and new business models and ensure all business models for the various channels of the Commercial division are up-to-date and effectively managed
To develop new business opportunities in the Commercial business segment i.e. Mining & Construction, Transport, Manufacturing, Civil and Infrastructure Construction, Government and Resellers.
To implement and execute promotions and marketing strategies / activities as directed to ensure marketing objectives are reached
To facilitate collection and reporting of market intelligence and competitor activities and pricing strategies

Investment projects for the area defined

To investigate and propose opportunities for new business development
To manage capital expenditure, commitments and liquidations in the B2B sales area

People:

To effectively manage employees through applying the company People management principles, and to develop, coach and mentor subordinates to promote a positive working environment which will attract and retain skilled staff and increase productivity

Health Safety Environment and Quality:

To ensure constant adherence and compliance to company HSSE and security standards, local by-laws, standards and legislation so as to minimize all risk pertaining to company assets and protection of life

Governance

To ensure effective risk management and internal control, including asset management.

Requirements:

Experience:

Skills:

Your privacy, your choice

B2B Key Accounts Manager