Context & Environment

TotalEnergies (PGE Spain) has 2.6 million B2C customers contracts, 30,000 B2B customer contracts, a power plant with two gas combined cycle units, and is the 4th gas and power supplier in Spain.

Operating within a high volume-low margin activity where key areas of the positions responsibility are critical to profitability. Fast moving and highly competitive environment with complex products and services required to meet market demand. Sophisticated contractual positions and volatile markets demand controlled risk taking within given parameters.

External Relations: Sales channels, partners, other external suppliers (consultants, service companies...) companies of the sector (other retailers), companies from other sector (retail, banking, telecommunications...).

Activities

• Define the sales strategy in the B2C segment
  1. Analysing the internal (products, technologies, capacities and resources, services) and external (environment, sector, market, competition) situations
  2. Defining the segmentation, bid positioning and differentiation strategies
  3. Contributes to the definition of the B2C commercial BP (new contracts, churn, margins, purchase price, channel mix...) for approval by the B2C P&L Director
• Conducts the implementation of the sales and commercial strategy of the B2C segment
  1. Managing the maintenance and control of the customer portfolio and its margin
  2. Designing the sales campaigns and defining their targets
• Define with the Pricing & Analytics Manager (characteristics of the product, price/margin and promotions), the implementation and commercial launch of new products in the B2C segment.
  1. Identifying market opportunities
  2. Prioritising the development of new B2C products
  3. Setting the final pricing for the customer
• Overseeing the development of commercial actions using market knowledge regarding customers, competitors and products as per Total Group in Spain's strategic plan
  1. Ensuring the market studies needed to develop the business
  2. Defining the Customer Journey in the selling process
• Overseeing the pinpointing and realisation of partnership opportunities with other companies from different sectors (retail, telecommunications, energy, etc.)
• Overseeing the sales management strategy in inbound (CAC and Commercial Offices) and outbound (digital, in-person, telemarketing, leads...) channels
  1. Selecting suppliers (in the case of external channels)
  2. Defining targets
• Ensuring the development of the strategy, approving the budget and guaranteeing the application of the operational and functional policies relating to his/her Unit/
  1. Establishing relevant criteria and/or control and organisation parameters
  2. Deciding on and establishing expenditure, investment and income forecasts, if applicable
  3. Analysing opportunities and threats
  4. Driving and guaranteeing coordination or harnessing synergies with other units
  5. Representing and defending the interests of TotalEnergies in Spain

Candidate Profile

Academic Training and/or Years of Experience

• University higher education
• High level of English (spoken and written). At least B2
• Experience in Commercial Management (At least 10 years)
• Experience in team management (at least 10 years)
• Knowledge of French an advantage
• Master's Degree of Postgraduate studies (business administration, commercial, marketing...) an advantage

Behavioural and Technical Skills:

• People Management and Leadership
• Office Package ( Excel, Power Point expert level)
• Data analysis
• Business Analysis
• Customer Experience Management
• Product Management
• Negotiation
• Sales techniques
• Energy Legislation
• Strategic Planning
• Multichannel Strategy
• Market trends analysis
• Pricing models
• Benchmarking Techniques

Additional Information

TotalEnergies values diversity, promotes individual growth and offers equal opportunity careers.

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