B2B Sales Trainee

Job Purpose

To support the B2B Sales function in achieving its commercial objectives through effective customer management, business development, portfolio management, and sales execution.

The B2B Sales Trainee will be progressively exposed to the full B2B sales cycle from prospecting and customer engagement through to commercial negotiation, contract management, portfolio development, and performance monitoring.

The role is intended to develop the trainee's commercial acumen, sales capabilities, customer management skills and understanding of the energy business with increasing responsibility throughout the assignment.

B2B Sales & Business Development

• Support the B2B Sales Manager in achieving volume, revenue, and margin objectives.
• Manage an assigned portfolio of customers and prospects with progressive ownership of sales targets.
• Develop customer relationships through calls, Teams meetings to identify needs and growth opportunities.
• Prospect for new business and maintain an effective sales pipeline.
• Prepare quotations, tenders, commercial proposals, and presentations as required.
• Follow up on opportunities to drive conversion, retention, cross-selling, and upselling.
• Develop an understanding of customer industries, business models, and energy requirements.

Sales Productivity & CRM

• Ensure effective use of the C4C platform, maintaining a usage/data update rate of >85%.
• Keep customer interactions, opportunities and follow-ups accurately updated in C4C platform.
• Submit weekly call plans and call reports.
• Review prospects monthly to maintain an accurate and realistic pipeline.
• Use sales tools and data to prioritize opportunities and improve sales effectiveness.

Portfolio & Margin Management

• Manage the assigned portfolio to maximize volume and margin while optimizing cost to serve.
• Monitor customer purchasing trends and identify growth, retention, and margin improvement opportunities.
• Identify underperforming customers and support appropriate action plans.

Commercial Negotiation & Pricing

• Participate in customer negotiations under the guidance of the B2B Sales Manager.
• Obtain prior alignment with the Line Manager on the negotiation mandate and commercial parameters.
• Ensure proposals comply with VEML's pricing strategy, approval limits, and profitability objectives.
• Support preparation of required documentation for project appraisal and other approvals.
• Ensure all commercial commitments remain within the approved mandate.

Contract Management

• Ensure customers have valid and signed contracts.
• Monitor contract expiry dates and proactively support renewals.
• Identify opportunities to improve volume, margin, and commercial terms during renewals.
• Maintain accurate customer and contractual records.

Market & Competitor Intelligence

• Gather and share relevant market and competitor intelligence.
• Monitor competitor pricing, commercial practices, and market developments.
• Use market intelligence to identify business opportunities and commercial risks.

S&OP & Cross-Functional Collaboration

• Participate in the B2B S&OP process and support sales forecasting.
• Monitor actual versus forecast volumes and highlight key variances.
• Work closely with Engineering, Finance & CSC to meet customer requirements.
• Coordinate internally to resolve customer issues and ensure continuity of supply and service.

Customer Service & Complaints

• Maintain a strong customer-centric approach.
• Ensure 100% of customer complaints are registered with CSC and followed up to resolution.
• Escalate critical or unresolved issues to the B2B Sales Manager.
• Identify recurring issues and support service improvement initiatives.

Stakeholder Management

• Demonstrate strong teamwork, ownership, and accountability.
• Build effective relationships with internal and external stakeholders.
• Communicate professionally and respectfully at all times.
• Take initiative to identify and address business issues and opportunities.
• Actively participate in team meetings, customer reviews, and commercial discussions.
• Follow up on outstanding receivables and ensure timely collection of on time payments.

Compliance, Governance & Risk

• Comply with VEML policies, procedures, Code of Conduct, and values.
• Conduct all commercial activities with integrity and transparency.
• Ensure 100% KYC compliance before signing applicable agreements.
• Maintain confidentiality of customer and company information.

Job Knowledge, Skills & Experience and Profile

1. Holds a Bachelor’s Degree in Chemical, Mechanical, Mechatronics or a related Engineering field.

2. Basic understanding of the oil and gas industry.

3. Strong problem solving and analytical skills

4. Good communication and teamwork abilities

Computer proficiency and willingness to learn specialized software.