Key Accounts Manager – Lubricants & Fuels

About the role

The Key Accounts Manager will drive growth of key account sales across Puma Energy’s lubricants and fuels portfolio. You will own and coordinate B2B client relationships, ensuring volume, margin and budget targets are met while building long‑term partnerships that support the company’s growth strategy.

Key responsibilities

• Prospect and qualify new key accounts, managing the opportunity pipeline (SPANCOP) and using CRM to expand the customer base.
• Manage an existing portfolio of key accounts to achieve volume, margin, cost and EBITDA targets for bulk fuels and lubricants.
• Negotiate contracts, control receivables, execute pricing and discounts, and lead investment deals while liaising with Supply & Logistics, Finance, Marketing and Legal.
• Build relationships with government bodies, industry associations and trade groups to uncover new business opportunities and monitor competitor activity.
• Develop and implement account‑specific commercial and pricing plans that balance growth, margin protection and customer retention.
• Provide market intelligence, support new product launches and ensure compliance with HSSE, credit and company policies.

Required profile

• Bachelor’s degree in Business, Commercial, Marketing, Chemical/Mechanical Engineering or a related field.
• Minimum five years of B2B sales experience, preferably in lubricants, fuels or related energy/industrial products.
• Proven track record of managing key accounts and delivering sales, margin and EBITDA targets.
• Bilingual in the local market language and English.
• Strong analytical, strategic thinking and negotiation skills.
• Team‑oriented attitude with resilience in a fast‑moving commercial environment.

Required skills

• Microsoft Office Suite applications.
• CRM and sales‑pipeline management tools.
• Valid driver’s licence with willingness to travel regularly.
• Working knowledge of lubricants and fuels products, specifications and pricing structures.