B2B Analyst - In-House Sales Representative

Function:

Responsible for the day-to-day management of business to business fuel (clean product and fuel oil) and lubricants, including sales growth and overall profitability of assigned clients. Manage accounts in accordance with overall company policies and improving commercial performance by increasing volume and maximizing profitability, finding new ways to improve sales, and meeting customer demand.  Actively generates leads and prospect new opportunities through pipeline management system.

Key Responsibilities:

1- Actively prospect new clients, do cold calling and identify new opportunities in relevant business segments for fuels and lubricants, lead the evaluation process, analysis of prospect and engaged VPMs for negotiations.  Lead the implementation of new business with internal stakeholders.

2- Complete volume, margin and KPIs analysis to reflect current business trends.  Assist B2B Manager in forecast process and maintain up-to-date industry trends and analysis by channel.

3- Support the business needs of rest of Commercial team and engage with Clients as necessary if VPM is unable to respond in a timely manner.  Assist in obtaining the necessary documentation for any Credit application or KYC of new and existing clients.

4- Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails

5- Take the lead in seeking and completing RFPs and Tenders and coordinate with internal stakeholders for submission

Requirements:

Experience:  

• CSC Representative, Pricing Analyst, Sales related experience.

Skills:   

• Communication: 
  • Internal:  Inform and explain in order to provide customer insights and segment trends.  In addition, to provide reasons that drive business results. 
  • External: Inform of Company requirements and receive information of client specifics.  Explain the business rationale of Company requests.  Influence client in order to secure buy-in of initiatives.

• Negotiation:  Can negotiate skillfully in tough situations with both internal and external groups, can settle differences with minimum noise, can win concessions without damaging relationships, can be both direct and forceful as well as diplomatic, gains trust quickly of other parties

• Problem Solving: Ability to analyze commercial risk in contract documents in accordance with parameters set by the business

Competencies:

• Creativity
  Comes up with a lot of new and unique ideas, easily makes connections among previously unrelated notions, tends to be seen as original and value-added in brainstorming settings
• Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers, gets 1st-hand customer information and uses it for improvements in products and services, acts with customers in mind, establishes and maintains effective relationships with customers and gains their trust and respect
• Drive for Results: Can be counted on to exceed goals successfully, is  very bottom-line oriented, steadfastly pushes self and other fore results
• Priority Setting: Spends his/her time and the time of others on what is important, can quickly sense what will help or hinder accomplishing a goal, eliminates roadblocks, creates focus