ABOUT THE COMPANY Our client is an established South African supplier and distributor of petroleum products, serving commercial, industrial, agricultural and reseller customers. The business is growing and needs a hands-on Commercial Manager who will hunt for new business, look after existing clients and drive a sales team of about ten representatives to deliver results. PURPOSE OF THE ROLE The Commercial Manager leads the sales function from the front. The role combines personally winning new accounts and growing existing customers with managing a team of 10+ sales representatives against clear targets. It needs someone with a genuine hustle mentality who is also operationally strong and disciplined on admin, so that every quote, contract, order and report is accurate and on time. KEY RESPONSIBILITIES New business development • Personally prospect, cold call and visit potential customers to open new accounts in sectors such as mining, agriculture, transport, construction and resellers. • Build and manage a strong sales pipeline, converting leads into contracted volume. • Track market and competitor activity and act on new opportunities quickly. Existing clients & key accounts • Look after existing clients through regular visits and contact, making sure service and deliveries meet their needs. • Grow volume and share of business with existing accounts and secure contract renewals. • Resolve customer queries and complaints quickly, working with operations, logistics and finance. Sales team leadership • Lead, motivate and manage a team of approximately 10+ sales representatives. • Set targets, call plans and activity standards; run weekly pipeline and performance reviews. • Coach reps in the field, address under-performance and support recruitment of new reps. Pricing & margins • Set and manage customer pricing within delegated authority, taking Basic Fuel Price movements and monthly price adjustments into account. • Monitor margins by product, customer and rep, and act on margin erosion. Operations & supply coordination • Work closely with depots, logistics and procurement so that stock, deliveries and capacity match customer demand. • Plan ahead for supply shortages or price volatility and keep customers informed. Administration, reporting & compliance • Keep quotes, customer applications, contracts and CRM records accurate and up to date. • Work with finance on credit applications, credit limits and debtor follow-ups. • Report weekly and monthly on sales volumes, margins, pipeline, team performance and debtors. • Ensure sales activity complies with petroleum licensing and regulatory requirements. Requirements MINIMUM REQUIREMENTS • Matric; a degree or diploma in Commerce, Business Management, Sales & Marketing or a related field. • Minimum 8 years’ sales or commercial experience in petroleum products, fuel, lubricants or the energy sector, including at least 3 years managing a sales team. • A proven track record of hustling for new business and growing customer volumes. • Operationally strong, with excellent administration and follow-through. • Must understand and communicate in both English and Afrikaans. • Working knowledge of South African fuel pricing (Basic Fuel Price, regulated and unregulated products). • Strong MS Excel skills; experience with a CRM or ERP system. • Valid driver’s licence, own reliable vehicle and willingness to travel extensively to customers. • Clear criminal record; appointment subject to criminal and credit checks. ADVANTAGEOUS • An established network of mining, transport, agricultural or reseller fuel customers. • Experience in LPG, lubricants or bulk fuel distribution. • Experience managing a sales team of 10 or more representatives. • Postgraduate business qualification. KEY COMPETENCIES • Hustle mentality: self-driven, hungry and relentless in finding and closing business. • Leads from the front and sets the pace for the sales team. • Operationally strong and highly organised; gets the admin done without being chased. • Builds lasting relationships and looks after existing clients. • Commercially sharp; understands margins and acts on the numbers. • Integrity and sound judgement in pricing, credit and customer decisions.
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