Key Accounts Manager - Visayas

Job Purpose :

The B2B Key Account Manager develops, manages and further grow the Branded Bulk LPG in Visayas. 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 in 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 accounts and professional haulers 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 account manager.
• Prepares monthly Contact Plan, runs it, and feedback weekly to the Line Manager.
• Coach key accounts staff in managing and growing their business.
• 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

Key Activities

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