Candidate Profile

·          Generate orders and prices for management approval, liaise with loading terminal personnel in Western Kenya and obtain confirmation of loadings accordingly.

·          Key personnel in updating stock demand forecasts in Lynks and prospecting volume for monthly and quarterly planning to facilitate fast product sourcing.

·          Reconcile and compute transit losses and anomalies to be debited on transporters account.

·          Contract follow up and updates on demand forecasts and expected volumes for the month.

·          Lead the effort to ensure that TotalEnergies delivers on its commitment to its B2B Clients and the clients deliver on their commitments in return. That is, manage the relationship between TotalEnergies and  other oil Marketing companies withing the country.

·          Closely monitoring key accounts to ensure that we don’t lose them to competition.

·          Constantly Managing the sales outstanding to ensure that the company saves on interest cost expenses.

·          Monitor and carry out price surveys across the market to get the best competitive prices for management decision.

·          Suggest competitive price for management approval follow up on loading orders follow through   on transporters, clearing agents from western Kenya to ensure timely delivery timelines are met.

·          Initiate clients visit and engage in marketing activities  to win tenders and orders to satisfy clients.

·          Participate in weekly supply lo meetings to project expected vessels and monitor Platts to communicate timely prices for clients.

·          Onboard new clients to enhance market penetration and enhance revenues for the section and General Trade department.

·          Track and monitor local and international petroleum prices and deliver according to the clients Value propositions.

·          Appointed on the pricing committee that oversees initiation and negotiations of opportunities and approved prices for available products.

·          Monthly Target Gross Margin Variable Expense (GMVE): $200,000

·          Monthly Target Volume: 7,500M3

·          Granted credit risk: Daily Sales Outstanding (DSO) 7days.

·          Account reconciliation

·          Uphold TotalEnergies core value of Safety

·          Payment follow up

·          Ensuring customer retention and growth in terms of volume and Gross Margin Variable Expense (GMVE).

·          Adhoc Fuel and Lubricants Price changes for clients.

·          Liaise with the Commercial Sales Representatives (CSE) for price surveys for White products with view of establishing, analyzing, presenting our price position by product /Customer visa vie the competition.

·          Weekly Margin – Price analysis by product vs Budget.

·          General price administration related to execution of the General Trade strategy.

·          Liaise with Sales Administration team to ensure that the prices communicated are the prices in the system for all products.

·          Prepare pre and post campaign economic studies of operational marketing

·          Maintain a competitor analysis network and supporting information system to enable price modeling.

·          Continuously analyze and interpret segment dynamics.

·          Weekly and Monthly reporting on the performance of the department (Globally- By segment and by staff versus the

·          respective objectives Key performance indicators, Gross Margin Variable Expense, Daily sales outstanding and Client relations management (KPIs: Volumes, GMVE, DSO, CRM KPIs) Preparation and Organization of the weekly/Monthly

·          performance review meetings for the General Trade Department.

·          Follow up of the Implementation of actions out of performance reviews

·          Liaise with Business to Business (B2B) Managers to prepare the contribution accounts of each customer,

·          Liaise with the B2B Managers to prepare profitability analyses  for General Trade projects (including consignment sites)

·          Liaise with the CSE’s to carryout weekly and monthly forecasting for fuel.

·          Weekly and Monthly card sales reporting and analysis.

·          TotalEnergies performance excellence coordinator and SALSA (sales force ) B2B key user.

·          Reconcile and compute transit losses and anomalies to be debited on transporters account.

·          Attend Retail HSEQ training by HSEQ office.

·          Carry out the EVARISK assessment for every station twice a year, develop action plan report and share them with engineering and HSEQ to fix the invariants March /Sep 2020. Ownership of HSEQ in my portfolio – Report invariants, incidents, downgraded situations.

·          Zero HSEQ accidents: product adulteration, contamination with water. Injury free 2020.

·          Conduct monthly Safety meetings at each station with emphasis on the golden rules of the month. Minutes to be filed

·          Monthly HSEQ performance analysis & reporting for my portfolio.

·          Take ownership and accountability of all company assets in my portfolio – 2 Asset inventory reports per year: check and record every equipment at the station. Record the Quantity, Serial Number, status first

·          Implement systematic P & L analysis for the portfolio  (at least 1 projected per year per station).

·          Ensure that station contribution accounts are consolidated and analyzed on a monthly basis.

·          Zero losses on the network by Young dealers and cash dealers.

·          Reconcile and file dealer account statements on a monthly basis. These should be signed and acknowledged by the dealers.

·          Ensure all stations have signed and Valid marketing licence agreements ( MLAs.)

·          Ensure all entries on dealer accounts are passed monthly.

·          Regularly review credit limits and Working capital requirements WCR for dealers and take corrective action.

·          Coordinated with TotalEnergies Lubricant sales engineer, commercial manager, and Business Development executives’ customers to understand needs and provide excellent service.

·          Did point of sale survey for across the country, designed a route to market strategy and suggested the best way to have Lubricants and Liquified Petroleum Gas across all regions.

·          Report all coordinates for the POS across the country using the DMS application.

·          Design a route to market that will see smooth operations in distribution of Liquified Petroleum gas LPG and lubricants across all Point of sale.

·          Assign Business development executives in the regions.

·          Create zones and regions and assign distributors to the zoned regions.

·          Manage 12 Business development executives in the different zones across the country.

·          Prepare weekly monthly and quarterly reports and ensure we have achieved versus target.

·          Achieve 300Tons of Lubricants across the portfolio.

·          Encourage Product mix of Lubricants and create mini promotions to speed up buying process.

·          Liaise with the commercial manager and the specialties manager to have Market Impact teams in the different regions across the country.

·          Prospected for potential new clients and turned them into increased avenues of business.

·          Developed negotiating strategies and positions by examining risks and potentials as well as estimating partners’ needs and goals.

·          Worked closely with SVP and GM to develop customer acquisition strategies to obtain maximum sales volume and profitability.

·          Developed and oversaw marketing functions to identify key marketing strategies for successful new customer acquisition and sales growth.

·          Enhanced organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.

·          Grow Retail sales volume for Fuels & Lubricants.

·          Expand Retail network by increasing number of stations & geographical spread by

Acquisition of new retail stations – conducting all necessary due diligence.

·          Champion & supervise reconstruction & rehabilitation of existing retail stations.

·          Enhance Mogas brand equity – branding & image improvement of all stations.

·          Develop budgets & plans for retail department. Recruitment, training & supervision of all retail department staff Product and service diversification at all retail stations.

·          Coordinate station supplies ensuring that there are no stock outs.

·          Reduce on company run stations and recruit cash dealers.

·          Provides leadership to the assigned region, overseeing retail activities and stores.

·          Reviews and analyzes regional sales, operational records and reports; uses data to project sales, determine profitability and targets, and to identify potential new clients.

·          Collaborates with store managers to develop sales goals for each location, monitors progress toward those goals, and develops strategies to attract and retain customers.

·          Develops marketing programs and promotions to increase sales and/or introduce new products and services.

·          Identifies opportunities for improvement in the store region; designs and implements training, strategies, policies, goals, and other resources to maximize productivity and morale.

·          Schedules and directs regular sales meetings and events to share information, set and revise goals, and increase morale.

·          Collaborates with executive leadership to develop territories, sales quotas, and strategies.

·          Prepares and implements district-wide budget; monitors and approves expenses.

·          Maintains knowledge of market, competition, and best practices and trends in sales techniques and strategies.

·          Ensuring the sales and market share targets are met.

·          Allocating resources for maximum return. Ensuring Resident Account Developers align with OCCD Van Salesmen to achieve delivery targets. Manage and ensure OCCD truck utilization is 100%.

·          Ensuring Weekly Team reviews Vs performance.

·          Ensuring Cooler scanning and Verification to the agreed standards.

·          Manage Outlet execution as per RED, PICOS and CSS, standards.

·          Manage Retail recommended Prices in defined territory. Training and coaching team on new Products and Changes.

·          Always ensuring outlet master files are kept up to date. Ensuring teams share trade execution activities.

·          Coach and lead the team on Trade/Outlet Execution and on guide the team on learning pathway.

·          Plan and implement strategies for Outlet Development both horizontally and vertically.

·          Ensuring compliance to Quality Standards and Manage Trade Replacements. Implementing, reporting, and executing promotional plans and compliance.

·          Attend frequent trade visits to customer stores with relevant regional personnel. Understand pack margin and pack role per customer to optimize revenue growth.

·          Supervise and monitor merchandizing trends as set by the group to achieve a picture of success in the trade.