To strategically manage and grow a portfolio of key wholesale customers by developing long-term commercial partnerships, optimising profitability, mitigating supply and credit risks, and driving sustainable business growth aligned with Engen’s Supply & Wholesale strategy.
Baseline
Advantageous
STRATEGIC KEY ACCOUNT MANAGEMENT
• Own and manage strategic wholesale accounts with full commercial accountability (volume, margin, credit exposure, retention).
• Develop long-term account plans aligned to divisional strategy.
• Lead executive-level engagements with key customers.
• Proactively manage contract renewals, renegotiations and commercial terms.
• Identify portfolio optimisation opportunities (pricing, product mix, logistics efficiencies).
COMMERCIAL NEGOTIATION & CONTRACT GOVERNANCE
• Lead negotiation of Take-or-Pay (TOP) contracts.
• Structure commercial proposals aligned to margin and risk parameters.
• Ensure contractual compliance and enforce contractual protections.
• Partner with Legal and Finance to mitigate commercial and credit risks.
• Drive implementation of risk mitigation mechanisms (TOP, security, credit terms, volume commitments).
DEMAND FORECASTING, SUPPLY OPTIMISATION & RISK MANAGEMENT
• Oversee monthly and annual demand forecasts for key accounts.
• Align forecasts with Supply & Trading teams to mitigate supply disruption risk.
• Manage exposure related to under-lifting, over-lifting and volume volatility.
• Proactively identify supply risks and develop mitigation strategies.
• Support crisis response planning for major supply disruptions.
NEW BUSINESS & STRATEGIC PIPELINE DEVELOPMENT
• Identify and secure large-scale new wholesale opportunities.
• Develop cross-selling strategies across fuels, lubricants and related offerings.
• Conduct commercial feasibility assessments for new accounts.
• Build strategic pipeline aligned to long-term growth objectives.
• Contribute to strategic market positioning and competitor displacement initiatives.
FINANCIAL PERFORMANCE & MARGIN OPTIMISATION
• Accountable for achieving portfolio revenue and gross margin targets.
• Monitor pricing performance and ensure alignment with market movements.
• Analyse profitability at customer and product level.
• Collaborate with Finance on credit exposure, overdue management and risk assessments.
• Provide input into annual budgeting and forecasting processes.
MARKET INTELLIGENCE & STRATEGIC INSIGHTS
• Provide structured competitive intelligence reports.
• Analyse industry trends, regulatory changes and macro-economic risks impacting wholesale.
• Advise management on market positioning and pricing strategy.
• Support executive decision-making with data-driven commercial insights.
CAPABILITY DEVELOPMENT
• Share best practices in negotiation, forecasting and commercial structuring.
• Lead by example in commercial discipline and governance.
• Contribute to continuous improvement of sales processes and systems.
Job Advert Closing Date All job adverts close five days after date posted
Engen’s approved Employment Equity plans and targets will be considered as part of the recruitment process.
We welcome applications from people with disabilities. Let us know how we can accommodate you to participate in the recruitment process.
Important Information:
Engen is an African-based energy company focused on the marketing of petroleum, lubricants, functional fluids, chemicals and retail convenience services. With a history stretching back to 1897, and trading as Engen since 1993, Engen has grown its business from roots in South Africa by leveraging the expertise of employees to include manufacturing plants, distribution networks and retail service stations. With approximately 1 050 service stations in South Africa and hundreds of commercial customers, Engen is committed to providing impeccable customer service across a large footprint, always living up to its enduring brand promise ‘With us you are Number One’. Engen is a part of the Vivo Energy group.
