Field Based Account Manager Construction & Industry

Vivo Energy

Vivo Energy hiring Field Based Account Manager Construction & Industry.

Job Purpose:

Reporting to the B2B Manager, the « Field Based Account Manager (Construction and Industry) » role is to maintain and develop existing customer relationship and to identify and win-win new business using Face to Face selling and negotiating skills to grow the business by increasing volume, margin, and overall profitability in line with group’s negotiated agreements, regional/country/sector strategies as well as business plans.

Principal Accountabilities:

  • Deal mainly but not exclusively with customers banded: Diamond, Gold & Copper on the CPT (Customer Productivity Tool)
  • Meet team and individual KPIs as set by the Commercial Manager.
  • Plan customer calls and visits to provide the appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationships.
  • Increase the value for existing Vivo customers through cross, range, and up selling.
  • Develop new opportunities with prospective customers from leads developed through various means including: market knowledge, market research, tele-prospecting, etc…
  • Understand the activity, business, and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers.
  • Plan, monitor and achieve individual and team sales targets (e.g. volume, margin, market share, CVP introduction, trade debtor target, sales effectiveness)
  • Develop, update, maintain, and communicate the Account Plan, Spancop, Call Plan, Call Report and Forecast.
  • For new and existing customers, define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan.
  • Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt.
  • Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract duration, investment to be deployed, payment terms and services).
  • Ensure all service providers carry out the agreed terms.
  • Be responsible and proactive in HSSE issues that affect the individual, the office/field environment and their customers.
  • Be accountable for own development plan to continuously improve competencies

Key Challenges:

  • Grow Vivo Energy shares and profitability in the two key B2B sectors of Industry and Construction. Build-upon the reputation and the quality of the Vivo Energy portfolio of products and services to ensure profitable growth in a challenging market.

Job Knowledge, Skills & Experience:

  • Degree standard with a minimum of 5 years sales experience in front line sales role
  • Able to demonstrate the required competencies at a recruitment/assessment center.
  • Good working knowledge of the customer’s operation and financials and awareness of specialist sources of information
  • Working knowledge of CRM tools and processes.

Competencies:

  • Selling and Negotiating : Skill
  • Delivers Results : Skill
  • Coaching and Development: Awareness
  • Working in and Building Teams: Knowledge
  • Customer Relationship Management : Skill
  • Market Awareness : Skill
  • Customer Value Proposition : Skill
  • Channel Management : Knowledge

Rédaction CV Emploi Dakar

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