Purpose of the role:
Is to grow key account sales performance across the Lubricants and Fuels portfolio. Own and coordinate key client relationships in the B2B Commercial area of PUMA ENERGY, ensuring delivery of key clients’ volume, margin and budget objectives, and building long-term partnerships that support the Company’s Lubricants & Fuels growth strategy.
Key Responsibilities:
- Prospect and qualify new key accounts for Lubricants and Fuels, driving lead generation through a structured opportunity pipeline (e.g. SPANCOP: Suspect, Prospect, Approach, Negotiate, Contract, Order, Payment) and disciplined use of CRM, to grow the customer base while maximising customer satisfaction and company profitability.
- Manage a portfolio of existing key accounts to deliver volume, margin, cost and EBITDA targets across Bulk Fuels and Lubricants (Puma Lubricants product line and local specialties), in line with local and Global B2B Plans.
- Negotiate and manage customer contracts, account receivables, debit control and price/discount execution, and lead investment deals, acting as the internal interface with Supply & Logistics, Customer Service Centre, Finance, Marketing and Legal.
- Build effective relationships with local market stakeholders (government, industry bodies, trade associations) to develop new business opportunities, and monitor and map competitor activity, pricing and market share within the sales territory.
- Develop and execute account-specific commercial and pricing plans for Lubricants and Fuels, balancing volume growth, margin protection and customer retention in line with Company strategy.
- Monitor market intelligence and demand forecasts, support new product launches and technical/quality initiatives, and ensure all account activity complies with HSSE, credit and Company policy standards.
Requirements:
Experience:
- Bachelor’s degree in Business, Commercial, Marketing, Chemical/Mechanical Engineering or a related field
- Specialization or certification in Lubricants, Fuels or Energy commercial/technical sales is an asset
- Minimum five years of B2B sales experience, ideally in Lubricants, Fuels or related energy/industrial products
- Proven track record of managing key accounts and delivering sales, margin and EBITDA targets
Skills:
- Bilingual: local market language and English.
- Working knowledge of Lubricants and Fuels products, specifications and pricing structures.
- Microsoft Office Suite applications and CRM/sales pipeline tools.
- Valid driver’s licence, with willingness to travel regularly for customer visits.
Competencies:
- Ability to generate sales growth and protect profitability across the account portfolio;
- Strong analytical and strategic thinking, with the ability to interpret market and pricing data;
- Strong negotiation, presentation and communication skills.
- Team work attitude and behavior; resilience and adaptability in a competitive, fast-moving commercial environment.
