Account Manager - South

Wafi Energy Pakistan Limited is seeking a Key Account Manager for the South region, covering Sindh and Balochistan, based in Karachi. This role involves managing a portfolio of high-volume direct B2B fuel accounts, focusing on protecting and growing volume and margin through strategic account planning, value-based selling, and disciplined negotiation. The position requires handling larger and more complex accounts than a typical account manager role, demanding advanced key account management skills and the ability to deliver strong customer value propositions. Reporting to the Fleet Solutions Manager, the successful candidate will play a critical role in driving business growth while ensuring compliance with pricing, credit, and contract terms.

Key Responsibilities

- Manage the full sales cycle independently, including visit preparation, call planning, closing, and follow-up, ensuring all actions are logged and communicated to relevant stakeholders.
- Prioritize sales efforts using the sales pipeline and provide accurate volume forecasts.
- Employ value-based selling techniques by understanding customer cost drivers, willingness to pay, and the cost of inaction.
- Prepare for negotiations with clear objectives and alternatives, closing deals that maintain margin and strengthen customer relationships.
- Identify opportunities for cross-selling and up-selling across Fleet Card, lubricants, and supply channels.
- Develop and maintain detailed written account plans for each key account, covering volume targets, share of wallet, decision-makers, risks, and growth opportunities.
- Map the customer’s decision-making units, building relationships beyond transport and procurement to include finance and senior management.
- Regularly review account performance and coordinate with supply, finance, and retail teams to deliver on plans.
- Transition relationships from transactional supplier to trusted partner by proactively managing potential issues.
- Customize offers across Wafi’s supply channels to align with each customer’s operational needs.
- Translate product and service features into clear economic value for customers, positioning Wafi’s offerings against competitors based on reliability, quality, credit terms, and reporting capabilities.
- Collaborate with supply chain teams to ensure feasibility and availability before committing to customers.
- Monitor channel economics, identify and escalate conflicts early.
- Understand pricing structures, margins, cost-to-serve, and credit costs; implement pricing policies and escalate deviations with sound business cases.
- Track competitor pricing and market activity within the territory.
- Support contract management by understanding key terms, monitoring compliance with volume commitments, payment terms, and credit limits.
- Oversee order-to-cash processes, promptly resolving service issues and acting on customer feedback.
- Understand retail site operations to address supply and service challenges effectively.
- Utilize digital tools and data for customer management and reporting.

Required Qualifications

- Bachelor’s degree is mandatory; MBA is preferred.
- 5 to 7 years of experience in B2B sales or key account management, preferably within fuels, lubricants, LPG, or industrial B2B sectors.
- Proven track record managing large, complex accounts in industries such as logistics, mining, construction, power, or manufacturing.
- Strong negotiation skills and expertise in value-based selling.
- Solid understanding of margins, pricing strategies, and credit risk management.
- Proficiency in Microsoft Excel and PowerPoint; experience with CRM systems.
- Fluency in both Urdu and English.
- Willingness to travel extensively across Sindh and Balochistan.

This position offers an opportunity to work with a leading energy company, managing key accounts that are critical to the company’s growth and market presence. The role demands a strategic thinker with excellent commercial acumen and relationship-building skills, capable of driving business success in a competitive environment.