Job Description

Key Account Manager – South

Company: Wafi Energy Pakistan Limited

Function: B2B Fuels

Location: Karachi (South: Sindh & Balochistan)

Reports to: Fleet Solutions Manager

Role Purpose

Own a portfolio of high-volume direct B2B fuel accounts. Protect and grow volume and margin through account planning, value-based selling and disciplined negotiation, while executing pricing, credit and contract terms within approved frameworks.

The role covers larger and more complex accounts than a standard account manager role, and requires Skill-level key account management and customer value proposition capability.

Key Accountabilities

1. Selling & Negotiating (Skill)

• Runs the full sales cycle independently: visit preparation, call planning, closing and debriefing, with actions logged and communicated to relevant stakeholders.
• Uses the sales pipeline to prioritise effort and feed volume forecasts.
• Sells on value before price by uncovering the customer's cost drivers, real willingness to pay and cost of inaction.
• Prepares for negotiations with clear objectives, alternatives and a walk-away point; closes agreements that hold margin while maintaining the relationship.
• Identifies cross-sell and up-sell opportunities across Fleet Card, lubricants and supply channel options.

1. Key Account Management (Direct) (Skill)

• Builds and maintains a written account plan for each key account covering volume, share of wallet, decision-makers, risks and growth levers.
• Maps the customer's decision-making unit and builds contacts beyond transport and procurement, up to finance and senior management.
• Reviews account performance periodically and coordinates with supply, finance and retail to deliver on plans.
• Develops relationships from transactional supplier to partner of choice, anticipating and managing relationship issues before they escalate.
• Keeps account plans, visits and opportunities current.

1. Applying Customer Value Proposition (Skill)

• Tailors offers across Wafi supply channels (Fleet Card and Direct Supply) to each customer's operation.
• Translates product and service features into quantified economic value for the customer.
• Positions against competitor offers on reliability, product quality, credit, card controls and reporting, not discount alone.
• Coordinates with supply chain to confirm feasibility and availability before committing to customers.

1. Channel Management (Knowledge)

• Understands retailer and customer economics.
• Identifies channel conflicts early and escalates them.

1. Commercial Acumen, Value Chain and Pricing (Knowledge)

• Understands the price build-up, margin, cost-to-serve and credit cost behind each deal.
• Follows pricing policy and discount authority, implements price changes, and escalates deviations with a clear business case.
• Tracks and reports competitor pricing and activity in the territory.

1. Contract Management (Knowledge)

• Understands the key terms and risks in customer agreements.
• Supports contract execution and monitors compliance on volume commitments, payment terms and credit limits.

1. Customer Experience (Knowledge)

• Follows order-to-cash processes (pricing, ordering, billing, card set-up) and resolves service issues promptly.
• Captures customer feedback and acts on it.

1. Retail Site Operations and Digital (Knowledge)

• Understands site-level operations sufficiently to resolve supply and service issues at customer-serving sites.
• Uses digital tools and data for customer management and reporting.

Key Performance Indicators

• Portfolio volume vs target (ML/month)
• Unit margin (PKR/litre) vs target
• Share of wallet on top accounts
• New volume won
• Overdue receivables and adherence to DSO Days.
• Account retention
• Account plan coverage (% of key accounts with a live plan)
• Pipeline Management
• Data quality and timeliness

Qualifications and Experience

• Bachelor's degree; MBA preferred.
• 5–7 years in B2B sales or key account management, ideally in fuels, lubricants, LPG or industrial B2B.
• Track record managing large, complex accounts in logistics, mining, construction, power or manufacturing.
• Strong negotiation and value-selling ability.
• Working understanding of margins, pricing and credit risk.
• Strong Excel and Powerpoint skills; CRM experience.
• Fluent Urdu and English.
• Willing to travel across Sindh and Balochistan.