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
Competencies:
Selling and Negotiation – Knowledge
Customer Relationship Management – Knowledge
Market Awareness – Knowledge
Customer Value Proposition – Knowledge
Distributor / Channel Management – Knowledge
Business Potential – Knowledge
Lead Self and Others – Knowledge
Deliver Results – Knowledge
Interested qualified candidates should apply not later than 4th April 2025.
Only shortlisted candidates will be contacted.
- Vivo Energy does not charge any fees for any Recruitment Process
