TotalEnergies - Key Account Manager - B2B Segement - LPG Business

Description:
Job Summary:
We are seeking an experienced Key Account Manager (5-8 years experience, Business Management degree mandatory) to drive B2B sales and contract management within the LPG/Propane fuel market. The ideal candidate will be responsible for end-to-end sales, including lead generation, developing feasible technical proposals, and negotiating long-term supply agreements (minimum 5 years). Key responsibilities also include managing commercial aspects (SPOT sales, price negotiation, outstanding payments within 12 days), conducting mandatory safety audits at customer sites, and providing strategic market intelligence on competitors and regulatory changes.
Key Responsibilities and Technical Deliverables:
Strategic Sales and Contract Acquisition:
- Generating leads that could utilize LPG/Propane as a fuel source, actively working with other fuel users and converting them to LPG/Propane.
- Developing a feasible technical and commercial proposal for prospective customers to facilitate conversion.
- Focus on securing New Industrial contracts with minimum volume contract period of 5 years.
- Manage and grow the Total Contracted volume: Total volume max of 8000 MT/annum from max of 15 customers.

- Negotiate terms and sign long term supply agreements for BOOM Sales and 450 KG Sales.
Commercial Management and Customer Relations:
- Negotiating prices on a monthly basis with the customers who buy on a SPOT basis (selling B2B material to bottlers/customers on a SPOT basis).
- Ensure timely Collection of outstanding payments within average collection period of 12 days.
- Conduct Routine visits to existing contracted customers as well as spot customers to develop better relations, ensuring a customer-driven mindset.
- Provide strategic reports on competitor activities and changes in regulatory environment that could affect the LPG business.
- Ensure the timely Collection of any mandatory forms.
Safety, Compliance, and Technical Oversight:
- Visit LPG yards of contracted customers where TOTAL has provided the equipment.
- Ensure that the equipment is being used in a safe manner, aligning with industry standards.
- Conduct Safety Audit & training mock drill in the customer locations for all BOOM customers as a mandatory compliance measure.
- Leverage Adequate technical knowledge of B2B business to understand customer infrastructure and fuel conversion challenges.
Mandatory Skills & Qualifications:
- Experience: 5-8 years of experience in B2B sales & marketing.
- Education: Graduate/Postgraduate with a qualification in Business Management.
- Domain: Experience in B2B sales with expertise in LPG/Propane fuel business (highly desired).
- Technical: Adequate technical knowledge of B2B business relevant to fuel usage.
- Commercial: Proven ability to manage complex long-term contract negotiation and execute Outstanding payments collection within tight deadlines.
Preferred Skills:
- Demonstrated success in converting users from rival fuel sources.
- Working knowledge of safety standards (e.g., PESO compliance) for LPG storage and usage.
- Experience managing sales cycles with high-value, long-term contracts (5+ years).
- Proficiency in using CRM systems for sales pipeline management and reporting.