Field Sales Manager

Job Title

Responsible for profitably selling fuels, lubricants, and LPG to assigned customer segments, ensuring delivery of CVPs in line with agreed terms. Collaborates with internal teams to meet Shell HSSE standards throughout the customer lifecycle. Provides professional technical support to maximize margins and contributes to the development, implementation, and effective delivery of fuels and lubricants competitive CVPs within the country.

Sales Focus Role

To achieve volumes and profitability targets as set by Line Manager.

Sell the whole VEML product range including fuels, LPG and lubricants to customers. Prepare contracts and follow up till signature.

Maintain existing customers by enhancing customer loyalty and value creation. To visit Platinum customers twice monthly, Gold once monthly and Silver customers every two months.

Keep abreast of market developments and grab new opportunities by developing innovative CVPs to win new customers.

Adapt/develop CVP's for building competitive advantage in order to protect existing businesses and secure new ones.

Maintain high standards of HSSE at customer premises. Carry out toolbox meetings and HSSE audits as per audit plan.

Carry out training programs and safety dissemination campaigns with support of external stakeholders.

To coordinate S&OP exercise for LPG B2B and B2C lines of business by monitoring VEML stock levels and align same with sales.

To carry out margin analysis for all B2B and B2C customers by product and report to Commercial Manager on a monthly basis.

To propose Opex or Capex investments for approval by the Line Manager and ensure that the volumes and margins earmarked from such investments are achieved.

Debtor Management: enforce credit terms and ensure prompt recovery of debtors.

To make use of financial reports to track customer profitability and conduct sales analyses.

To make full use of Sales First tools (SPANCOP, C4C, Call Plan and Call Report) and deliver targets with discipline and appropriate behaviour.

Technical Focus Role

Give advice on general fuels and lubricants matters. Investigate, manage and resolve specific lubricants and/or fuels related problems.

Provide general fuels and lubricants monitoring service to customers as guided by the businesses.

Pro-actively identify opportunities/facilities for new products and assist with field trials in conjunction with product and market specialists as required. Develop DVRs and ensure that they are acknowledged and signed by customers.

Participate in product training programmes as and when required.

Adapt/develop CVP's for building competitive advantage in order to protect existing businesses and secure new ones.

Key Challenges

Reduce overall debt to < 5% year on year.

Create and enhance relationships with key customers.

Defend current position in the market with new entrant coming in.

Convert prospects into customers given the increased level of competition.

Find innovative solutions to assist Shell in differentiating itself from competitors.

To apply own expertise in identifying opportunities that could benefit the Fuels/Lubricants as well as other businesses and to work as an integrated member of the sales and marketing teams.