Job Purpose:
To deliver the expected Volumes, profitability, and Debt results in LPG, maintain and develop strong customer relationships, whilst at same time adopting both defend and growth strategies.
The FBAM is responsible to lead packed & Bulk LPG sales in the assigned region, mostly in highly competitive and rapidly evolving markets.
Packed LPG is sold on B2C model through appointed distributors. Therefore, FBAM should deploy effective Distributor Management / Route-to-Market tools and build/maintaining relationships with stakeholders to grow customer base, volumes, and Afrigas penetration.
Bulk LPG is sold to B2B customers. Therefore, FBAM is expected to deliver on Volume, Margins, Debt, Growth, and Customer Service.
Principal Accountabilities:
Deliver both financial (margin/cost/Ebitda) and non-financial (volume/debt/business growth) LPG business targets through a disciplined and effective implementation of functional plans.
Provide input in developing LPG business plans and strategies in the region, aligned with VE’s LPG vision, strategy and direction, to grow business / market share/ deliver T&R; and implement the same on the ground.
Develop Business plans with the distributor, and review regularly to ensure implementation
Use available / defined tools to manage customer / distributor portfolio and deliver results.
Propose and make changes necessary in the LPG Route-to-Market structure to increase effectiveness / sales / penetration.
Implement actions to deliver improved metal management, increase cylinder turns, reduce loss of metal to grey market, and control cylinder revalidation costs.
Provide accurate sales forecasts for effective S&OP process
Support the LPG Sales Manager on working with Government and Industry to promote high standards, good practices and a level playing field through the development and enforcement of a robust regulatory framework for LPG.
Build rapport & maintain good customer relationships with all customers.
Market Intelligence and monitoring: Maintain database of the size of the market, the various competitors and market shares. Provide regular market intelligence such as pricing, new customers, competitor activities etc.
Use available tools to grow Bulk LPG customers and penetration in the market
Maximize emerging opportunities in the market and recruit new customers to grow business size
Comply with standard offer book as per the customer promise initiatives.
Defend business from competition by renewing all major customer contracts.
Manage Credit in line with the company credit policy and manual of authorities. Collect Debt in line with agreed trading terms and complete customer Credit appraisals as they fall due.
Ensure all invoices and statements are delivered timely to customers. Highlight and resolve invoice disputes with customers.
Implement appropriate LPG marketing propositions & promotions, with support from Marketing.
Conduct and support technical training for LPG distributors, their staff, and customers (including POS’s).
Implement company policies and procedures, and ensure relevant controls are in place.
Carry out regular equipment audits at customer sites and advise / take timely remedial action. Liaise with Engineering where necessary on tank installations, revalidation and other technical requirements.
Manage the business in compliance with VE LPG HSSE requirements, policies and guidelines. This includes conducting regular distributor / POS audits. Marketing
Brand Promotion: Grow market share in assigned Sales territory. Assist in the planning and implementation of any LPG customer events earmarked for the particular financial.
Promote the use of alternative payments methods (Pre-payments) for small volume customers and Resellers.
HSSE / Technical
Deliver assigned HSSE plan items, including: site audits, toolbox and other HSSE meeting participation, PI identification and reporting, TnT engagement, Defensive Driving Compliance, Fitness to Drive, VEK safety rules / driving standards etc.
Requirements
Job Knowledge, Skillis & Experience:
Bachelor’s degree with at least 5 years work experience in Sales & Marketing field.
Previous hands-on experience in FMCG channel/distributor management, selling & negotiation, marketing strategy, customer relationship management, and managing a team is necessary.
Good problem solving and communication skills.
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jobs.workable.com
