Job Purpose:
The B2B Key Account Manager develops, manages and further grows the Branded Bulk LPG in Mindanao. Delivers both volume and margin targets through effective key account management, Direct business model expansion, and more importantly, maximizing the business opportunities through the FUEL CONVERSION strategy. Be the face of Isla LPG or Solane in delivering the business targets and key initiatives according to the CITA culture and Sales First principles. Responsible for ensuring 100% account retention through LIVE contracts, business expansion, and development as well as timely resolution of customer concerns and requirements.
Principal Accountabilities:
- Is responsible for the development of key B2B accounts assigned, in compliance with sales and finance policy and all legal and technical standards.
- Implements ILC policies, channel transformation initiatives, and key accounts strategies.
- Implements and executes business reviews and business plans with key accounts customers.
- Manages and monitors volume performance daily and feedback to the Line Manager.
- Prepares monthly Contact Plan, runs it, and feedback weekly to the Line Manager.
- Ensures recovery of customer overdue.
- Implements actions proposed by the business and /or by the Line Manager and reports timely about the results of these actions.
- Monitors commercial installation after contract signature (verifies compliance with safety regulations and tightness tests for installations).
- Plan, monitor, and achieve individual and team sales targets.
- Develop, update, maintain and communicate the customer strategy for customers within portfolio, record all customer interaction and plan / allocate tasks to meet customer needs.
- Be responsible and proactive on HSSE issues that affect the individual, the office environment and their customers.
- Be accountable for own development plan to continuously improve competencies (knowledge / skill / behavior).
- Define and execute the overall business plan (including call plan) for all customers in portfolio.
- Monitors competitor activities and implements strategies to counter them.
- Ensure all service providers carry out the agreed terms.
- Actively use available systems optimally and keep customer contacts up to date and / or actively ensure accuracy where others perform these tasks.
- Provide backup within the sales force when required.
- Ensures all customer contracts are updated and enforced. Responsible for development of team members’ individual competencies.
Behavioral Responsibilities
- Provide consistently high-quality customer service in a busy, results-focused environment.
- Proactively keep the customer informed throughout the call management process.
- Suggest ideas and improvements to contribute to the ongoing enhancement of the efficiency and effectiveness of the team and other functions.
- Meet the individual KPIs prescribed for this job and actively support the team’s efforts to meet the team KPIs.
- Embed LAT behaviors, Sales First, and Enterprise First approached in doing things.
Key Activities
- Ensure that all interactions with key accounts customers are properly captured and communicated to other service providers using appropriate systems.
- Provide guidance and consultancy advise to existing business partners.
- Work with other teams and third parties (e.g. indicators, technical assistant) when necessary to provide an efficient and cost-effective service to the customer and to deliver CVP.
- Contribute to a knowledge-sharing and learning culture within Sales to develop Sales and Marketing expertise.
- Keep a record of prospective call-in customers via SPANCOP.
Key Challenges:
Achieving market share leadership in each zone.
Increasing volume in each zone despite increasing prices well-above break-even levels to ensure an attractive and sustainable business for Isla LPG.
Implementing significant business changes within short timeline and under extreme competitive pressure.
Improving controls, processes, and ways of working for the sales team.
Influencing behavior and cost management of operations team (in each Filling Plants) without direct supervision authority.
Developing a high-performance Key Accounts’ Sales Team - agile and with external-focused culture.
Managing business MIS and business data critical for business analysis.
Qualifications:
Minimum 2 years experience in the direct sales segment strongly preferred.
High personal effectiveness, able to command respect without direct authority.
Ability to work independently with minimum supervision and support.
Demonstrated Enterprise First mindset and actions (looking beyond department “silo” and contributing to business unit / ILC bottom line)