VIVO Energy recrute pour ce poste (05 janvier 2023)

Vivo Energy Côte d’Ivoire is looking for an Indirect Channel Account Manager ( Lubricants Department)

Job Purpose:

• Manage the supplies, sales and marketing operations of the lubricants business and ensure profitability
• Implement the regional and group lubes strategy in South and East Zones.

Principal Accountabilities:

• Manage the B2C lubes business in the area to achieve bottom line results of the P&L such as Gross Margin, C3, Costs and volumes
• Be the Key Account Manager of Gold/Platinum customers
• Put in place suitable business controls frameworks to minimize risks to the business
• Increase Market Share and brand awareness.
• Increase the value of the account portfolio by generating additional C3 from existing accounts
• Convert prospects into active business.
• Ensure alignment of plans with the regional management of Key Accounts
• Ensure effective communication of these plans to all relevant stakeholders within the account
• Review and implement relevant value and brand led marketing initiatives in line with our CVPs
• Ensure prices, credit terms and limits are within guidelines held under the Manual of Authorities, whilst maximizing on sales and margin opportunities
• Ensure any contracts developed are signed off by the appropriate level of authority and that they are designed in line with Vivo Energy’s policy
• Have an in-depth knowledge of the key competitors in the Line of Business. Through an understanding of their strengths and weaknesses be able to exploit opportunities and respond to threats.
• Effectively use Sales 1st, Price Management, S&OP and Customer Promise processes and tools, to ensure Vivo Energy is providing the required level of service to Key Accounts.
• Develop and maintain Relationships with key decisions makers internally and externally
• Coordinate marketing initiatives & promote Lubricants brands through B2C channels with the objective of achieving the sales, margin and market share objectives defined for the segment within the prescribed time limits
• Reply to technical enquiries related to lubricants in B2C
• Define and implement proper channel structure to ensure CVP delivery to the end-customer and to optimize secondary distribution.
• Responsible of inventory and compliance control at points of sale.
• Responsible of the collection and update of accurate data about Distributors and POS,
• Manages/analyzes/monitors profitability of channel partners (including debit/credit issues)
• Develops and coordinates the reseller network, in accordance with the local Marketing plan.
• By means of periodic visits, maintains excellent relations with key active resellers and organizes channel activities in accordance with the local sales policy and the Marketing Plan.
• Negotiates with channel partners for the sale of lubricants, for the implementation of local communication actions, for point-of-sale events and for all actions that could increase sales and consignments.
• Controls supply quality, optimizes and monitors inventories and implements corrective actions.
• Active participation in the Sales & Operations Planning exercise for Lubricants
• Monitors competitor actions and reports information about field activities, prices, supply, products, promotions, merchandising and usages.
• Applies product referencing conditions in hypermarkets, shops etc. (Major Retailers) and negotiates implementation of actions aimed at increasing market share and value distribution (events, challenges, promotions, trade marketing, inventories, etc.).
• Be responsible and proactive in managing HSSE issues that affect the individual, the office/field environment, and customers
• Manage the used oil collection process for all B2C partners.

Key Challenges:

• Develop and maintain contact with all relevant stakeholders in VIVO Energy Côte d’Ivoire with a view to tap marketing opportunities and engender and foster goodwill and promote image of the company

• Continue to develop the lubricants business profitably in the light of increased competitive pressures.

• This is a sales job with a strategic Value to company: spend high share of his/her own time on the field and seek out new market information, opportunities, and customers/distributors.

• Ensure internal alignment between Sales, Marketing and S&D team and developing fit for purpose implementation programs & solutions.

• Develop Relationships with different levels at customer organization

• New channel development (IWS, OCC, Hyper market…)

• Management and development of the FWS sector (Light Vehicles and Trucks)

• Project development of : Road to market review, Spare part shops, Channel overview, Golden Store & Loyalty Program, Branding, Value proposition.