Job Details

Main Purpose:

Based in Kitwe and directly reporting to the Lubricants Manager – Zambia. The Key Accounts Manager will have the responsibility and accountability for all the Lubricants business, sales and credit management, to innovate solutions to product applications for customers’ operations, including and product rationalization, rolling out of value adding technical services to the Lubricants Customers across the Country in the Mining segment. The Key Account Manager will also be responsible and expected to resolve health safety and environmental issues pertaining to product application and disposal

Knowledge Skills and Abilities, Key Responsibilities:

NATURE AND SCOPE OF ACTIVITY

The Key Account Manager – Mining will ensure and be responsible for the lubricants business in the Mining segment in the entire Country Zambia. The candidate will ensure optimum planned sales volume are attained, correct customer pricing, customer relationship, profitability and growth of the business in the sector is achieved.

MAIN DUTIES

• Implement, uphold and sustain high Safety Standards in the portfolio operations and in line with Puma Healthy, Safety, Security and Environment (HSSE) Policy & ensure compliance by way of undertaken regular audits across the B2B Mining segments
• Regular visits and inspection of customer mine sites and ensure they adhere to Puma Energy HSE, Quality and Operation Excellence standards
• Be involved and able to produce sales budgets, opex and capex budget as required and ensure the execution of the budget for the segment
• Manage and supervise the execution of capex project in your segment in liaison with the Engineering department

• Ensure that the fuels business achieves potential sales volumes in the region, correct pricing, profitability and business growth in the segment.
• On boarding and prospecting of new customers in the segment to achieve business growth for the company
• Ensure implementation and continuity of the lubricants strategy / business model.
• Manage key accounts directly and provide all technical support. Undertake where viable value adding programmes to ensure that the business achieves competitiveness with customers outside price & progress chosen accounts towards partnership relationships.
• Manage the lubricants supply chain and interface with critical stakeholders.
• Understand the market and competitor positioning in the Zambian market and keep updated records of market size specifically to the B2B Non-Mining segment
• Come up with a plan and deliver the said plan including income, cash flow, and other financial and non-financial targets. The Key Accounts Manager will own the P&L for the Mining segment and ensure that the budgeted sales volumes, gross profits and the EBIDTA is delivered for the segment
• Reconcile customer accounts where necessary and ensure customers receives account statements regularly
• Ensure all customers have supply agreement or sales contracts and actively manage the contracts as expected
• Credit management and timely collections of credit sales from customers. The incumbent to ensure that Credit KPIs of < 5% per month is attained t as set by the company without major deviations
• The candidate should be able to produce business reports as and when required by the company

EDUCATION AND TRAINING

• Preferably University Degree in  Engineering, Technical or Commercial field from reputable University
• Three years of working in the Mines or of sales and marketing experience with demonstrated achievements of success in fuel and lubricants or petroleum products.
• A strong lubricants technical background is essential
• A proven track record in the Petroleum industry especially in the field of Total Fluid Management
• High level of analytical, negotiation, communication, interpersonal and entrepreneurial skills.
• Computer literacy in business applications and an out of the box positive thinker and operator.
• In-depth Knowledge of Customer Relationship Management Systems (CRM)
• Self-driven; ability to work independently and ability to make wise decisions on the spot.

Key Relationships and Department Overview:

Internal contacts

• Business Support
• Finance Function – Payments, Audit, Salaries, General Ledger
• Mumbai Pricing team
• Credit Team
• KYC Team
• Maintenance Engineer
• Operations Manager
• HSSE Manager
• TFM Managers
• Other Business Managers

External contacts

• Customers
• Contractors
• Transporter
• Regulatory Agencies