Address
Form of workMain Purpose:
To maintain and grow the Bitumen sales portfolio for Australia through proactive and professional account management and the delivery of integrated offers to targeted customer accounts.
Work with internal and external business partners to ensure coordinated delivery of agreed objectives and value delivery for both the customer and Puma Energy.
Support and assist in the management, service delivery and growth of the existing bitumen sales portfolio for commercial business regions through proactive and professional account management, prospecting and CRM management.
Knowledge Skills and Abilities, Key Responsibilities:
KEY RESPONSIBILITIES
Sales
Develop budgets in line with Puma Energy process and timelines
Complete reporting as required
Deliver the budget
Achieve P&L results, commercial margin and EBITDA
Work closely with the Internal partners to prospect customers and support the lead generation process through an opportunity pipeline management approach of customer acquisition (e.g. Sales Pipeline, Contracts, Orders, and Payment) and CRM (Customer Relationship Management), which drive customer satisfaction, and company profitability.
Manage a sales portfolio to deliver Bitumen volume, margin, cost and EBITDA targets. Ensure delivery of agreed customer performance targets and ensure both customer and Puma Energy commitments are delivered in a timely and cost-efficient manner.
Develop application solutions for asphalt and construction industries. Place Puma Energy as the market leader in bitumen technology.
Provide quotations to new and existing customers as required plus manage and negotiate new and existing contracts to ensure contractual compliance.
Ensure that processes required for the quality management system are established, implemented and maintained, including reporting on performance and potential improvements.
Build effective relationships with internal and external stakeholders, including local market stakeholders and key decision makers (government, industry, class associations) to develop business opportunities and monitor and map competitors’ movement in the sales area.
Review current processes and policies to ensure they are relevant and support the Commercial team
WHS Systems and Compliance
Oversee action relevant to incident reports and assist in accident investigation
Permitting, Hazard Identification and Job Safety Analysis
Compliance Auditing (internal & external)
Team Membership
Share knowledge to grow capability and competence while fostering proactive teamwork with other groups.
Understand and participate in SAPS requirements;
Manage own performance and mentor other team members;
Celebrate success within the team;
Contribute to the development of a positive culture
REQUIREMENTS
Qualification
Tertiary education in a business or management related qualification
Year 12 Certificate
Current driver's license is essential
Experience
Proven Management and sales skills driving change to achieve high levels of business performance
Comprehensive knowledge of bitumen market an advantage
Knowledge of petroleum industry and products an advantage
Knowledge of dangerous goods legislation (desirable)
Training in the control handling and storage of dangerous goods (desirable)
Knowledge and proficiency in CRM and MS Office products
Road construction or supply of construction materials (an advantage)
3 years proven sales experience (at a minimum)
Well-developed desktop skills in Microsoft Office Suite applications.
Ability to work autonomously with a high level of organisational and time management skills.
Ability to meet deadlines, complete projects and manage multiple tasks within a continuously changing business environment.
Strong written and oral negotiation, presentation and communication skills.
Well-developed interpersonal and communication skills (influencing, negotiation and conflict resolution).
High level of organisational and time management skills.
Strong strategic planning and financial management skills
Cold calling ability
Focus on Customer Service
Analytical and data driven decision making ability
Budget setting, planning and delivery
Self-motivated, confident and capable of engaging at all levels of a customer’s business.
Ability to generate Sales and Profits.
Ability to identify value enhancing opportunities.
Team work attitude and behaviour.
Confident in autonomous judgment and able to exercise authority remotely.
Able to think laterally and solve problems.
Able to manage changing priorities in a dynamic environment without compromising safety.
Sufficient commercial acumen to balance sales growth, customer service, credit risk and cost management objectives.
Participate and lead the development of the strategic implementation of the sales and operational Plans.
Resilience
Self confidence
Ability to deal with pressure in a dynamic and busy, ever changing work environment
Driving for results/raising the bar
Ability to be on call 24/7 and to travel nationally for role coverage if required
Key Relationships and Department Overview:
KEY RELATIONSHIPS
Internal: Sales & Commercial Team; Credit and Finance Teams, Terminal/Operations Teams, HSE and IT.
External: Customers (existing and targeted), Suppliers/Contractors, Site Managers, Business Groups, Networks and Community.
