General Trade Manager at TotalEnergies
Country
Tanzania
City
DAR ES SALAAM
Workplace location
DAR ES SALAAM-HAILE SELASSIE RD(TZA)
Employer company
TotalEnergies Marketing Tanzania Limited
Domain
Sales
Type of contract
Regular position
Experience
Minimum 10 years
Recommended:
Context & Environment
GT Market in Tanzania remains very competitive at both consumer and reseller levels.
(Consumers are striving for dedicated service, products and onsite
services of High quality, continuous improvement programs on one hand
and EWURA discounted price levels on the other., Major Consumers have
maintained long term relationships with suppliers. A growing reseller
market dominated by independents.,
Strong presence on Construction, Beverages, Cement and Sugar.
There is still reluctance by major consumers to submit cover/guarantee for trade debts.
Implementation of GT Managers duties calls for direct liaison with all
other departments such as Finance (orders/ confirmation of funds
receipt), Operations (Loading, transport, equipment installation and
maintenance), Network (Cards) and Specialities (majority of client
prefer one supply contract for both fuel and lubricants), HR
(Recruitment, training).
Activities
Develop and implement a GT organizational structure based on sectoral
segmentation. Leader and coordinator of the GT organization in
preparation of annual, monthly and weekly action plans that are geared
to attain the BU 2020.
Buildup, and implement a client retention, prospection and penetration
action plan for GT (consumers and resellers) through protection of
existing clients in our strong segments (Beverages, Cement, Sugar,
Forestry and Energy) and identification of potential for penetration in
fast developing segments, (Mining, Construction, Manufacturing, Oil
& Gas and Telecommunication)
Leader and coordinator of GT team in procurement of tenders (both local
and regional), preparation of proposals, post tender and contract
negotiation
Supervise the execution of TOTAL client contractual obligations in
tandem with other company departments (equipment installation, credit
management, maintenance of equipment, efficient logistics, and after
sales service)
Constantly monitor performance on sales volume, margin and risk levels
of business so as to identify improvement levers in order to attain BU
2020
Enforce generation of sales volume, and implementation of controls
(price, margin and credit) by use of tools (daily volume and margin
reporting, resellers price meetings, credit limit reviews, waivers, and
credit control meetings)
Developing the concept of Systematic Risk and Rewards analysis across the team throughout the life of a client contract.
Generate key line business reporting and indicators (i.e. use of SALSA
amongst the team, prospection, Sales & Account contributions).
Develop and implement a GT client centricity approach to enable better
understanding of customer interests and positions so as to enhance
customer satisfaction.
Prepare and participate at major client business review meetings (held on quarterly basis).
Recruitment and Development of assistants/collaborators as required (+ EIA). Both on the job and Group training programs
Direct follow up on collection of key accounts (with emphasis on 10
major clients on both fuel and Resellers). Liaison with legal department
and follow up on legal proceedings when matter related to GT
Ensure the good implementation and respect of all GT procedures
Develop the Total attitude among the team – Implementation of Variable compensation scheme for the GT staff.
Read Also:
Contribute to the success of a Service Level Agreement (SLA) with other
departments (Logistics, Equipment maintenance, Customer service) in
order to maximize customer satisfaction as final result.
Implement the use of new tools including Where is my truck, deployment
of mobile tanks, Excellium, Consignment management, and Fuel management
systems
Coordinate actions required to address client complaints including
pushing for detailed investigations into the cause of the complaints.
Participate in scheduled management committee meetings and ensure implementation of directives issued by the mancom.
Participate in Company crisis management cell and other relevant matters related to HSEQ.
Candidate Profile
Degree or Masters, in Engineering /Marketing/Economics with at least 10 years of experience and 3 years in management
Proactive with strong analytical, team leadership and negotiation skills
Good personality and ambitious to achieve best possible results.
Good and sound knowledge of corporate sales (General Trade)
Excellent computer skills.
Possess a clean driving license
Additional Information
TotalEnergies values diversity, promotes individual growth and offers equal opportunity careers.
General Trade Executive at TotalEnergies
Country
Tanzania
City
DAR ES SALAAM
Workplace location
DAR ES SALAAM-HAILE SELASSIE RD(TZA)
Employer company
TotalEnergies Marketing Tanzania Limited
Domain
Sales
Type of contract
Fixed term position
Experience
Minimum 3 years
Context & Environment
– Competition: 50 Oil companies authorized to market oil products
– Understanding client needs: Clients with big product demand give tough tender conditions e.g. Mining, Cement, Energy
– Understanding our Strength and weakness points: Tough logistics of supply to serve Lake region, Mbeya and Kigoma; Control on fuel short deliveries on situations whereby transport of the fuel is handled by TOTALENERGIES contracted transporter and the distances covered are big.
– Preventive mechanism is required when huge credit facility is necessary without a cover (security deposit or bank guarantee)
Activities
PLANNING
– Implements the affiliate marketing strategy.
– Participates in the development of affiliate marketing plans on General Trade on the basis of GT in the box master plan, key account arrangement to obtain optimal volumes, margins and collections.
– Monitors, follows up and reports on the consumer prospection activity
– Develops the reseller business (PRISM), operating on cash basis, collection by own transport or in case of credit covered strictly by bank guarantee.
– Monitors the level of orders executed per key account customer every 10 days relative to expected monthly targets
– Intervenes with customers to establish cause of variationsORGANIZINGTransmission of prices to clients)
– Undertakes corrective action on wrong pricing on invoice, issues on shorthanded products
– Collects tender documents, identifies tender requirements (bid security)
– Participates in preparation of bids and contracts. A contract to be in place for any new business.
– Updates all existing contracts and participates in contract renewal process including negotiations.
– Undertakes daily market price surveys on reseller market
– Generates profitability analysis Ex Ante and determines credit limits per customer. A customer with multiple accounts to be considered in totality.
– Periodic review of Commercial Term forms (credit ceiling, credit days)
– Coordinates account reconciliations with client (in liaison with credit controller, Customer service)
Read Also:
– Prepares equipment movement form for equipment installations, and removals. Review of supply and demand of equipment to suit GT Client portfolio. Equipment includes stationery and mobile tanks, transfer and dispensing pumps.
COORDINATING
– After sale service (assist tax exempt clients on documentation, handle card sales ex stations,
– Coordinates and follows up collections from clients in liaison with Customer service /Credit Control sections
– Attends business review meetings with key account clients on quarterly basis to address queries, complaints or dissatisfaction
– Implement new projects including Consignment management, Fuel management system, and Excellus
– Active use of GT Toolbox as recommended by GT Africa division
– Undertake training for GT Client staff on proper product handling and quality Control
CONTROL
– Attends in-house credit control meetings and undertakes review of limits on quarterly basis.
– Daily checking of Margin and Aged balance reports and Prepares reminders to Clients on payments
– Follows up the endorsement of contracts for those clients who have not yet signed/need for review
– Maintains proper filing system on client and other business documents
– Carries out risk assessments on clients in key account list and reports a minimum of 12 near misses per annum
– Liaise with operations on technical queries and concerns
– Actively prospect new customers
– Ensure proximity and visits to existing customers
– Active participation in variable compensation scheme (performance measured on volumes, margins, collections realized, and prospects converted)
– Active participation in SALSA, with a minimum of 20 reports per month. Entry into SALSA on daily basis and proper registration of visits made on existing clientele, and on prospects, and opportunities created.
Candidate Profile
– Degree in Engineering /Marketing/Economics with at least 3 years’ experience
– Proactive with strong analytical, team leadership and negotiation skills
– Good personality and ambitious to achieve best possible results.
– Good and sound knowledge of corporate sales (General Trade)
– Excellent computer skills.
– Possess a clean driving license
Additional Information
TotalEnergies values diversity, promotes individual growth and offers equal opportunity careers.
Fuel Card Executive - Graduate Trainee at TotalEnergies
- country
- Tanzania
- City
- DAR ES SALAAM
- Workplace location
- DAR ES SALAAM-HAILE SELASSIE RD(TZA)
- Employer company
- TotalEnergies Marketing Tanzania Limited
- Domain
- Sales
- Type of contract
- Regular position
- Experience
- Not applicable
Context & Environment
-
- First Card that uses an automatic polling system in Tanzania
- Have to rely on telecommunication companies’ performance for polling
Activities
-
- HSSE: Respect of the Golden rules and all the HSE rules and standards of TotalEnergies by all the staff, contractors, customers…
- Manage a customer portfolio consisting of Prepaid and Postpaid clients.
- Sales executive charged with ensuring allocated targets for portfolio growth and KPI for prospection, lead development and new account opening KPI’s are met. Follow-up on collections in relation to monthly DSO targets.
- Maintain SALSA KPI’s for customer visitation, opportunities/ prospects, and action plans.
- Implement New Ambition goals by transitioning existing customers to service package offers. Present package offers to new customers utilizing lead development strategies and BOOSTER Tool for lead generation.
- Utilize TOMCARD/ Tom Invoicing, SAP and TEMC+, Cross Border Project to effect CRM requirements
- Implement auditors’ recommendations as given by TotalEnergies Africa.
- Liaise/Train Territory managers and station managers in relation to EPT machine handling.
- Confirm Accounts balances of post-paid client by submitting a letter quarterly; and making sure we receive a signed and stamp letter from the client that prove the balance confirmation.
- Work on reconciliation of fuel cards accounts assigned when need arises
- Prepare for credit control meetings and Implement decisions made by Credit Control Committee; monthly
- Follow up of invoicing process and deliver invoices on before 10th and 22nd of every month.
- Introducing Fuel Card System to new client/ Extranet Training
- Report Fuel Card System technical problems which are not within our expertise to technical team via Applicam (TOMCARD) and TEMSI (TEMC=) by creating and following up on ticket items.
- Contract Management of all existing clients within assigned portfolio to ensure timely renewal and retention of customers.
- Submit Tenders, RFP & RFQ’s as and when advertised by procuring entities based on requirements outlined.
-
- Integrity
- University degree in business or marketing/Administration
- Knowledgeable in MS Office package
- Communication skills essential
- Customer service skills
- Business contacts
- Sales/ Negotiation skills
Additional Information
-
TotalEnergies values diversity, promotes individual growth and offers equal opportunity careers.