Job offer: Key Account Manager - Lubricants at Puma

Main Purpose:

To drive and lead the development of the Lubricants business of Puma and exceed volume and margin targets, whilst assisting the fuels KAM’s to also sell lubricants to their customers. Support the development of the Puma Lubricants brand and reputation in the market.

Knowledge Skills and Abilities, Key Responsibilities:

Key Responsibilities:

Client and business management which includes:

• Creating and implementing the strategy for the lubricants business
• Create a business plan for all customer categories
• Set sales targets for each customer category, and track performance overtime
• Marketing plan establishment and implementation
• Regular reviews of sales and business plan progress.

Commercial work

• Manage current direct customers
• Solicit potential customers
• Manage sales pipeline and list of prospects
• Collect market intelligence (competitors’ actions, volumes, products evolution…)
• Identify required technical support and potential technical projects to be run
• Facilitate training to forecourt staff, customers, and distributors

Monthly reporting on

• Performance: Sales (including gains and losses), margins, losses
• Offers submitted / Sales initiatives
• List of customers visited
• Evolution of prospects list
• Evolution of lubes/fuel ratio

Lubricants P&L

• Understand sales/volume
• Understand margins and evolutions
• Control of costs

Supply chain:

• Stock control & management
• Ordering and forecasting
• Follow-up of import processes and local logistics

Requirements:

Qualifications:

• Current driver’s license is essential.

Experience:

• Minimum 5 – 7 years of experience in a Lubricants Commercial sales and Lubricants technical knowledge

Skills:

• An accomplished self-motivator and leader to be able to work with no supervision
• Self-motivated and capable of engaging at all levels of a customer’s and the Puma Energy business
• Exceptional customer management skills, building long term trust and relationships
• Demonstrated technical and engineering skills and a track record of their application in the B2B market
• Well-developed desktop skills in Microsoft Office Suite applications
• Strong written and oral negotiation, presentation and communication skills.
• High level of organisational and time management skills
• Ability to meet deadlines, complete projects and manage multiple tasks within a continuously changing business environment

Competencies

• Ability to tailor specific solutions and recommendations to different customers
• Ability to interpret detailed information from a wide range of different sources and make recommendation to address problems or make improvements
• High level of analytical skills and leadership skills
• Able to deal with pressure in a dynamic and busy work environment.

Key Relationships and Department Overview:

Internal:

• Operations Team
• Sales Team
• Regional Lubricants Team
• Marketing Team

External:

• Existing and potential customers