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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