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.

Knowledge Skills and Abilities, 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.

January 23, 2025

Commercial, Marketing degree.
Specialization Marketing Courses.
Minimum three years of experience in similar position.

Skills:

Bilingual: Local market language (French, Spanish, Portuguese) and English.
Microsoft Office Suite applications.
Competencies:

Ability to generate Sales and Profits.
Strong negotiation, presentation and communication skills.
Team work attitude and behavior.
Key Relationships and Department Overview:

Internal – Local: Business Support/Finance/Operations/Fellow B2B team members. Regional Head of B2B & Lubricants business.

External – Wholesale Customers & Consumers of Petroleum Products; in different channels of the Economy namely, Transportation, Manufacturing, Construction, Agriculture & Forestry, Public Admin, Food & Beverages, Tourism, Hotel & Restaurants, and Others. Regulatory Authorities and Marketing Agencies.

Apply for this job: https://encurtador.com.br/JQzIx

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