Candidate Profile Academic Training and/or Years of Experience University higher educationHigh level of English (spoken and written). At least B2Experience in Commercial Management (At least 10 years)Experience in team management (at least 10 years)Knowledge of French an advantageMaster's Degree of Postgraduate studies (business administration, commercial, marketing...) an advantage Behavioural and Technical Skills: People Management and LeadershipOffice Package (Excel, Power Point expert level)Data analysisBusiness AnalysisCustomer Experience ManagementProduct ManagementNegotiationSales techniquesEnergy LegislationStrategic PlanningMultichannel StrategyMarket trends analysisPricing modelsBenchmarking Techniques Activities Define the sales strategy in the B2C segmentAnalysing the internal (products, technologies, capacities and resources, services) and external (environment, sector, market, competition) situationsDefining the segmentation, bid positioning and differentiation strategiesContributes to the definition of the B2C commercial BP (new contracts, churn, margins, purchase price, channel mix...) for approval by the B2C P&L DirectorConducts the implementation of the sales and commercial strategy of the B2C segmentManaging the maintenance and control of the customer portfolio and its marginDesigning the sales campaigns and defining their targetsDefine 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.Identifying market opportunitiesPrioritising the development of new B2C productsSetting the final pricing for the customerOverseeing the development of commercial actions using market knowledge regarding customers, competitors and products as per Total Group in Spain's strategic planEnsuring the market studies needed to develop the businessDefining the Customer Journey in the selling processOverseeing 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...) channelsSelecting suppliers (in the case of external channels)Defining targetsEnsuring the development of the strategy, approving the budget and guaranteeing the application of the operational and functional policies relating to his/her Unit/Establishing relevant criteria and/or control and organisation parametersDeciding on and establishing expenditure, investment and income forecasts, if applicableAnalysing opportunities and threatsDriving and guaranteeing coordination or harnessing synergies with other unitsRepresenting and defending the interests of TotalEnergies in Spain 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...).
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