Job Description

Country

South Africa

Workplace location

JOHANNESBURG-BIERMANN AV(ZAF)

Employer company

TotalEnergies Marketing South Africa (Pty) Ltd

Domain

Finance, Procurement, Sales, Strategy Economics Business

Location

South Africa

Experience

Minimum 10 years

Candidate Profile

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Ideally as a New Energies Business Developer you will possess the following:

• Bachelor's Degree in Finance, Business Management, Engineering or equivalent
• Minimum 10 years' experience in the oil and gas industry with at least 4 years direct marketing and sales management (field operations) experience in the oil industry or a comparable industry interacting with customers
• Customer centric with a proven track record in business development
• Exposure to analysing and interpreting financial statements
• SAP experience relating sales operations, sales forecast and cross value chain margin analysis
• Experience with design and implementation of business development strategy
• Good sales management, commercial and negotiation skills
• Good analytical and critical thinking skills
• Good communication, presentation and conflict resolution skills
• New Energy Industry Sales/business development experience will be advantageous
• Good knowledge interpersonal skills
• Good knowledge TSA's Code of Conduct / Ethics and Policies and Procedures would be advantageous
• Good understanding of commercial contracts and related legal aspects.
• Capacity to work in demanding environments, patient, team player
• Ability to work independently with high efficiency under pressure to meet deadlines.
• Self-motivated by business development
• English as business language, French is an added advantage

Activities

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As a New Energies Business Developer you will be responsible for the following activities:

BUSINESS DEVELOPMENT

• Study economic developments and use market intelligence to compile sound business plans (supported by economic business modelling, alternate scenarios, validated business cases)
• Analyse the market and identify potential opportunities in energies (CNG/LNG/Biofuels, EV, PV, Hydrogen, xe2x80xa6.)
• Thoroughly understand the legislative framework and required licensing (NERSA, DMRE)
• Secure business license registration for new energies
• Evaluate synergies with current offers/customers and conduct negotiate with stakeholders/customers
• Determine the pricing policy for marketing and rollout of new energy products
• Propose and implement a marketing strategy and promote New Energies offer of Total
• Produce a catalogue of new energies suitable for market and segmented customers
• Prepare offer-definitions/term sheets, ensure prospection (B2B, B2C)
• Build a prospect and opportunities pipeline for all Energy solutions (product & services)
• Develop a cross functional project plan, communication and implementation plan
• Define yearly objectives per channel and monitor KPI's (volume, margin, CAPEX) and meet budget
• Develop the reporting framework, run performance indicators and in-depth profitability analysis.
• Optimize revenues during the contract duration with pricing update
• Manage customer portfolio, satisfy customer within predefined sales policy
• Effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for
• Manage the level of gross margin after variable expense (GMVE) per customer
• Conduct variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate
• Ensure continued improvement in the accuracy of sales forecasting
• Compile monthly business review and KPI's, including asset management

STRATEGY

• Participate in developing marketing penetration strategies and new business models
• Ensure all new energy business models are up to date and effectively managed.
• Map the New Energy landscape, identify risks and opportunities in the market environment

FINANCE

• Deliver on the budget commitments for business development
• Compile the post investment analysis for investments and projects
• Provide reports on the profitability of contracts, investments and projects against the base line assumptions
• Assist the Corporate Strategy & Planning Manager in compiling the budgets and evolution of long-term plans

competitor and market Intelligence:

• Create a network for business Intelligence with existing customers, prospects and suppliers
• Observe markets and track competitor behaviour, submit these findings in monthly market reporting
• Effectively manage the opportunities pipeline per region
• Create and administer a SALSA hosted prospects data-base

SALES / tenders / Contract Negotiations:

• Organize site visits with internal stakeholders (supply, transport, engineering HSEQ and logistics)
• Challenge and verifying feasibility costs and schedules with respective internal stakeholders to ensure accuracy in supply and installations project management and effective customer on boarding.
• Construct profitable tailor-made solutions for customers in line with TSA's capabilities
• Drive the internal validation process of offers as per Total's governance rules
• Negotiate, draft and close contracts in the interest of Total aligned to DOA and defined procedure

Comply with Group rules

• Respect and implement TOTAL's quality & safety standards and the code of conducts
• Integrate M&S culture through formalization of norms, safety policy, values, company procedures & internal processes
• Ensure that Purchasing policies and procedures are adhered to
• Ensure business rules for Asset Management are adhered to, the monthly AUC report is acted upon and the Asset survey is completed

Context & Environment

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In line with the Total Group strategy to include new energies offering given market potential for energy transition in South Africa. The company is evaluating the options to close this gap, in addition to our current business offering include new energies such as Natural Gas, Electric Vehicles, Photovoltic solutions, hydrogen, Biofuels etc. for vehicles, commercial and industrial customers. The major recent Natural Gas discoveries in Africa, demand for reliable energy supply, industrial growth supports the transition to a lower-carbon energy system.

The role of the NEBD is complex, in that it requires effective management of the relationship and contract with the customer in an environment where support from multiple stakeholders is critical for success. The incumbent will need to build strong relationships and work cross-functionally to achieve goals, maximize marketing benefits and profitability for the product suppliers, cross channel customers as well as TSA.

The knowledge and skills required to be successful range from Financial and business acumen, Marketing, Technical and People management/interpersonal skills. The NEBD must apply the P&L Approach, manage the Dealer/ Product Supplier relationship to determine financially viable new energy solutions within the agreed operating model.

TotalEnergies