Key Accounts Manager - Lubricants & Fuels

About the role

Trafigura is looking for a Key Accounts Manager in Kitwe to grow key account sales performance across its Lubricants and Fuels portfolio. The role owns and coordinates key client relationships in the B2B Commercial area of PUMA ENERGY, delivering key clients' volume, margin and budget objectives and building long-term partnerships that support the company's Lubricants and Fuels growth strategy.

Key responsibilities

• Prospect and qualify new key accounts using a structured opportunity pipeline (SPANCOP) and disciplined use of CRM, growing the customer base while maximising satisfaction and profitability.
• Manage a portfolio of existing key accounts to deliver volume, margin, cost and EBITDA targets for Bulk Fuels and Lubricants, in line with local and Global B2B Plans.
• Negotiate and manage customer contracts, account receivables, debit control and price/discount execution, and lead investment deals, acting as the interface with Supply & Logistics, Customer Service, Finance, Marketing and Legal.
• Build relationships with local market stakeholders (government, industry bodies, trade associations) and monitor competitors' activity, pricing and market share.
• Develop and execute account-specific commercial and pricing plans, balance volume growth, margin protection and customer retention, and support new product launches and technical/quality initiatives.
• Ensure account activity complies with HSSE, credit and company policy standards.

Required profile

• Bachelor's degree in Business, Commercial, Marketing, Chemical/Mechanical Engineering or a related field.
• Specialisation or certification in Lubricants, Fuels or Energy commercial/technical sales is an asset.
• Minimum five years of B2B sales experience, ideally in Lubricants, Fuels or related energy/industrial products.
• Proven track record of managing key accounts and delivering sales, margin and EBITDA targets.
• Bilingual: local market language and English.
• Valid driver's licence and willingness to travel regularly for customer visits.

Required skills

• Working knowledge of Lubricants and Fuels products, specifications and pricing structures.
• Microsoft Office Suite and CRM/sales pipeline tools.
• Analytical and strategic thinking, strong negotiation, presentation and communication skills.