Sales Account Manager - Industrial & Commercial (Central - KL

SPECIAL CHALLENGES

Secure new accounts in a highly competitive market environment and to achieve an optimum balance between sales and margins for these entities. (New to industry).

Manage customers and provide effective and reliable technical and sales support to customers to gain their confidence in using NGC Energy product, build good relationship in order to securing long term customers’ loyalty

Ensure that the customers are paying on time and per credit terms. Reconcile the customers’ accounts to ensure that their accounts are up-to-date and avoid blocked orders. Any default account, he/she must trigger relevant department (Finance, CSC and others) for STOP Gas/ suspend trading.

Monitor market development on bulk and packed LPG related and relevant competitors’ activities to compile competitors’ data and carry out SWOT analysis

Disseminate HSSE information to customers and ensure customers fully understand and comply with local HSSE guidelines and policies.

Proactively build good relationship with the relevant government authorities to facilitate solving business matters linked with these authorities. He/She must hands-on with KPDNHEP e-bless portal to assist customers who have doubt

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PRINCIPAL ACCOUNTABILITIES

To monitor and manage own overall performance - Volume, Pricing, Margin, HSSE, Credit and project management, ensuring contribution to sales targets.

Tracking of CAPEX Investment sites to ensure the customer account is giving positive margin and committed volume contribution. For packed product, he/she must keep all records and tracking of all existing and new ELA (Equipment on Loan) documents

To prospect & recruit new direct industrial and commercial customers by ensuring consistent deliveries of CVPs – contributing to the team’s volume, market share and financial targets. Necessary financial evaluation is required to be conducted to ensure sensitivities are being considered, to ensure healthy return for CAPEX or investment.

Maintain & defend existing customers from conversion by competitors, also to compile and maintain a detailed customer database.

Analyze the competitive positioning of industrial and commercial market and inform the supervisor or other managers (Domestic Sales, Operations) of competitors’ activities and strategies and where appropriate, gather relevant information for purpose of carrying out SWOT analysis.

Evaluate credit worthiness of customers and manage credits to ensure that customers are paying on time and according to the credit terms. This will help to achieve sales’ credit performance.

Provide effective and reliable “front-end” technical and engineering services/supports to gain customers’ confidence in using NGC Energy products and to enhance the relationship with the customers. In this context, it is required for the incumbent to liaise with government authorities such as JKKP, EC, Bomba, MDTCA etc. He/She is required to work closely with the engineering team and the contractor to provide necessary services to ensure safe and efficient operations of the customer, in using NGC Energy products, and meeting customer’s deadline.

To conduct regular checks on preventive maintenance program for all LPG installation and work closely with the maintenance contractors to ensure all LPG facilities are in good working conditions.

Keep abreast with LPG related developments and identify new LPG business opportunities and where appropriate, gather relevant data and assist the supervisor to identify/evaluate realistic options for these business cases and for future implementation.

To participate in HSSE activities, ensuring customers and contractors appreciate the importance of LPG safety and compliance to Standards by conducting LPG training courses

To monitor budget as per allocation and always strive to operate in a cost effective manner.

To regularly monitor, update and submitting necessary management tools/reports, e.g. Nomination report, Sales 1st report, customer cards, SPANCOP, contact plan management and other monthly report.

Sales 1st Report

Practice and promote Company HSSE policies, standards at all times.

EXPERIENCE & QUALIFICATION

Recognized tertiary qualification In Engineering or any Sales experience and at least 3 years relevant commercial/marketing experience. Good understanding of LPG business or any other relevant industrial gasses preferred.

Strong ability to understand, analyze and deliver financial results.

Able to prepare, analysis, etc Weekly, Monthly Report timely

Sound knowledge of sales related skill sets – Selling and Negotiating, Customer Relationship Management, Market Awareness etc.

Good organization skills, multi project management knowledge.

Microsoft Suite Office skills (Word, Excel, Power Point) at intermediate level.

Ability to communicate effectively at all levels, both internally & externally essential. Good command of spoken English & Bahasa Malaysia.

Ability to write/speak in other languages is a plus