National Sales Manager Indirect

Astron Energy is one of the leading suppliers of petroleum products in South Africa through its vast network of approximately 850 Caltex-branded service stations. Astron Energy will continue to manage the Caltex brand for a period of up to six years under licence from Chevron USA. Astron Energy owns and operates the countrys third-largest crude oil refinery, with a capacity of 100,000 barrels a day. The refinery, located in Milnerton, Cape Town, produces petrol, diesel, jet fuel, LPG, bitumen gas and other speciality products. Job Details: Manage the implementation and execution of agreed sales & marketing programs for the local South African and export (SADC based) Lubricants Distributor Network. Execute the sales process focusing on new business volume and profit growth whilst actively defending base business. Develop distributor business plans using sales process in collaboration with distributors and have action plans to achieve overall business plans. Monitor sales volumes and margin monthly and update actions plans to achieve targets. Build relationship with distributors and work together to identify and solve business requirements and challenges. Collaboratively work with other Business units to achieve Indirect Channel Profit and Loss. Design and deliver plans against Astron Energy's strategic objectives, Zero harm, Customer Focus, Valued Employees, Win-win partnership and Attractive investor destination. Lead and actively demonstrate Astron Energy's values of Safety, Results focused, Integrity & Courage, People centric as well Collaboration & Synergy. Responsible for managing the Automotive aftermarket segment as well as the Retail Forecourts across the region. Financial Planning and Implementation: Define & deploy volume & margin sales growth strategies for the indirect channel in totality. Manage volume growth for the channel, development of sales and marketing penetration strategies. Identify levers and enablers to support business ambition for growth. Manage Capex and Opex Pursue opportunities for cost reduction for P&L improvements, Develop and deploy tactics for profit margin maximization. Act as a strategic advisor to all appropriate stakeholders within the business & sales teams Lead and manage business reviews per customer. Effectively manage contracts and administration. Business Development: Develop new business and design market development activities Manage multiple geographies and offer advice to distributors Identify strategic distributor partners and convince them on lifetime value of partnering with Astron Energy. Develop unique solutions based on a detailed needs analysis of distributors in conjunction with internal support stakeholders Develop compelling Distributor Value Propositions and present them as solutions to their business needs Maintain a strong sales pipeline and generate strong leads for the business unit. Engage in continued research and detailed analysis to understand and anticipate future distributor needs as well as to provide new perspectives and insights. People Management & Development Conduct weekly team reviews to manage, track and provide feedback on key sales activities (leading indicators) to ensure sales account executives meet agreed upon performance goals Support and assist sales account managers with distributor engagements when required Drive ongoing development by promoting continuous learning and research into business and industry trends as well as Astron Energy products and solutions Build a high-performance sales team based on staffing needs using scientific and objective recruitment practices Provide and support comprehensive onboarding of new sales team members Identify and forecast training needs and learning gaps in sales team Lead own personal development and seek regular feedback from peers to drive self-improvement. Professional Qualification and Certifications: Commercial Degree or equivalent Work Experience: 5-10 years of experience with a demonstrable track record and skills/experience in Sales and Marketing Knowledge and skills: Indirect Channel Partner Management New Business Development Communication Skills Demonstrate self-mastery. Presentation Skills Business Writing Skills Knowledge of SADC markets an advantage Conflict resolution Negotiation skills Sales analysis and analytical skills Sales management Market Research, turning insights into business decisions Leadership and people management Working knowledge of SAP and Microsoft Office(Word, Excel, PowerPoint etc.)