Background

Government, Corporate, and Other Commercial is responsible for driving structured business development across institutional, government, corporate, and large commercial customer segments for fuels and lubricants. The role focuses on targeted penetration strategies, onboarding customers, reactivating dormant accounts, and ensuring full compliance with credit, contracting, and KYC requirements. It enables sustainable commercial growth by executing pricing processes, conducting market intelligence surveys, analysing competitor activity, and managing key customer relationships. The position requires strong analytical ability, deep sector understanding, commercial discipline, and the ability to influence decision-makers in complex corporate and government environments.

Key Deliverables

• Drive growth in the Government, Corporate, and Commercial segments through structured market penetration strategies, targeted customer engagement, and alignment with sector priorities.
• Conduct daily market surveys and weekly competitor reviews to generate actionable insights that strengthen pricing decisions, sales planning, and customer value proposition delivery.
• Manage all KYC, contracting, and credit compliance requirements by ensuring documentation accuracy, timely renewals, and adherence to internal governance processes.
• Onboard New-to-Vivo (NTV) customers and reactivate dormant accounts through structured lead follow-up, commercial negotiations, and coordinated onboarding processes.
• Process order approvals and execute weekly pricing strategy tasks in full alignment with commercial controls and authorized approval levels.
• Develop and maintain strong SPANCOP pipeline discipline, ensuring high-quality opportunity progression and accurate updates for business planning.

Expected Output

• Drive business share growth across targeted industries by strengthening relationships, deepening account penetration, and promoting cross-category opportunities.
• Lead sector-specific penetration programs focused on high-value institutions such as government agencies, parastatals, large corporate entities, and NGOs.
• Collaborate with Supply, Operations, and HSSE to ensure seamless service delivery, product availability, and compliance for high-value and high-risk accounts.
• Expanded customer base across government, corporate, and commercial sectors.
• Strengthened credit compliance, timely contract renewals, and improved risk management.
• Accurate pricing execution, forecasting, and reporting to support business planning.
• Increased market share, segment penetration, and contribution from strategic sectors.
• Higher retention of key strategic accounts supported by improved service delivery.
• Growth in high-margin and priority market segments through targeted selling actions

Qualifications

• Bachelor’s degree in business, Marketing, Sales, or a related field.
• Certification in enterprise selling, key account management, or complex selling is an advantage.

Experience

• Minimum 5 years’ experience in sales or business development within corporate, B2B, or commercial environments.
• Experience working with government entities and large corporate institutions is strongly preferred.

Competencies

• Strong sales acumen and stakeholder-management capability.
• Ability to interpret and apply market intelligence and competitor insights.
• Excellent communication, presentation, and negotiation skills.
• Understanding of corporate procurement cycles and decision-making structures.
• Ability to influence senior decision-makers within large institutions.
• Strong bid, tender preparation, and contracting process capability.
• Structured pipeline management and CRM proficiency.
• Strong problem-solving and commercial analysis skills.

Working Environment

A highly field-based role involving frequent visits to government offices, corporate headquarters, commercial yards, warehouses, and industrial sites. The role operates across diverse environments and requires strict adherence to HSSE guidelines and compliance requirements during all field activities and customer interactions.

• Drive growth in the Government, Corporate, and Commercial segments through structured market penetration strategies, targeted customer engagement, and alignment with sector priorities.
• Conduct daily market surveys and weekly competitor reviews to generate actionable insights that strengthen pricing decisions, sales planning, and customer value proposition delivery.
• Manage all KYC, contracting, and credit compliance requirements by ensuring documentation accuracy, timely renewals, and adherence to internal governance processes.
• Onboard New-to-Vivo (NTV) customers and reactivate dormant accounts through structured lead follow-up, commercial negotiations, and coordinated onboarding processes.
• Process order approvals and execute weekly pricing strategy tasks in full alignment with commercial controls and authorized approval levels.
• Develop and maintain strong SPANCOP pipeline discipline, ensuring high-quality opportunity progression and accurate updates for business planning.
• Drive business share growth across targeted industries by strengthening relationships, deepening account penetration, and promoting cross-category opportunities.
• Lead sector-specific penetration programs focused on high-value institutions such as government agencies, parastatals, large corporate entities, and NGOs.
• Collaborate with Supply, Operations, and HSSE to ensure seamless service delivery, product availability, and compliance for high-value and high-risk accounts.

• Strong sales acumen and stakeholder-management capability.
• Ability to interpret and apply market intelligence and competitor insights.
• Excellent communication, presentation, and negotiation skills.
• Understanding of corporate procurement cycles and decision-making structures.
• Ability to influence senior decision-makers within large institutions.
• Strong bid, tender preparation, and contracting process capability.
• Structured pipeline management and CRM proficiency.
• Strong problem-solving and commercial analysis skills.

• Bachelor’s degree in business, Marketing, Sales, or a related field.
• Certification in enterprise selling, key account management, or complex selling is an advantage.