Selebalo Kitsa
Fourways
Summary
Motivated professional with a proven track record in driving innovation and achieving organisational goals. Demonstrated adaptability and commitment to continuous learning in fast-paced environments. Skilled in fostering collaboration within high-performing teams to enhance productivity and success. Proficient in managing commercial units with a focus on delivering measurable results.
Overview
2
2
Languages
22
22
years of professional experience
Work History
Revenue Growth Manager
Prax South Africa (Pty) Ltd
07.2024 - Current
- Developed targeted sales strategy and business plan for profitable molecule placement.
- Direct annual business planning for volumes and margin by customer and channel.
- Leverage customer insights and market intelligence to influence internal decision-making.
- Set pipeline standards using KPI targets for new customer conversion.
- Own sales and marketing toolkit delivery for structured new-client pitches.
- Conducted prospecting activities to identify potential clients for new business and lead client requirement discovery.
- Accountable for key account team retention outcomes and customer base stability.
- Establish performance scorecards and govern monthly reviews for commercial unit.
- Drive 3-monthly demand forecasting inputs with supply and S&OP alignment.
- Approve market assessments to determine optimal sales pricing for volumes.
- Conducted deal retrospectives and implemented remedial actions for unprofitable contracts.
- Lead contractual governance and enforce compliance for legal customer terms.
- Sponsor coaching and career development plans for direct reports.
- Represent the company across industry and trade forums to protect market relevance.
Sales Manager (Indirect Channel and Aviation)
Astron Energy (Pty) Ltd.
11.2022 - 04.2024
- Led and coached a high-performing sales team to exceed sales targets.
- Developed and executed strategic sales plans that expanded national market share.
- Identified and pursued new business opportunities across markets and channels, enhancing revenue streams.
- Built strong key client relationships and delivered tailored solutions.
- Analysed market trends, customer needs, and competitors to forecast sales accurately.
- Tracked sales results against targets, analysed data, and applied corrective actions.
- Developed and managed sales budgets to allocate resources and maximise ROI.
- Reviewed sales processes, tools, and techniques to improve efficiency and effectiveness.
- Collaborated with marketing and product development to align strategies, ensuring cohesive sales initiatives.
- Designed and delivered training programmes to improve product knowledge and selling skills.
- Conducted market research to spot trends, preferences, and competitive threats.
Sales Manager (Exports Channel - Lubricants)
Astron Energy (Pty) Ltd.
12.2019 - 10.2022
- Owned sales strategy for lubricants exports across SADC territories through distributor execution.
- Managed channel profit and loss performance across export territories, optimising trading activities.
- Set annual margin and volume targets, reviewed quarterly with territory distributors.
- Selected high-calibre distributors for territories, ensuring alignment with organisational objectives.
- Defined recommended product portfolios per export territory based on assessed fit.
- Directed creation of key account plans for allocated key accounts across territories.
- Coordinated cross-functional teams to deliver annual business plans and next steps.
- Partnered with Chevron on global projects and tenders, then implemented local strategies.
- Ensured compliance with licensing agreements with licensing and royalty agreements between Chevron and Astron Energy.
Sales Team Lead (Direct Channel - Lubricants)
Astron Energy (Pty) Ltd.
09.2018 - 11.2019
- Managed lubricants direct channel volume and margin targets through direct reports.
- Monitored financial margins and sales pipeline using SAP CRM tool to identify trends and adjust strategies.
- Tracked pipeline activity across focus sectors to align with growth priorities.
- Developed key account plans and contact matrices to optimise relationships with allocated accounts.
- Strengthened working links within teams and with fuels colleagues and support functions.
- Supported team compliance with organisational requirements and internal control standards.
Key Accounts Manager (Indirect Channel)
Shell Downstream | OIL & ENERGY
07.2017 - 08.2018
- Managed key accounts as profit centres, enhancing partnership and process-driven methods.
- Developed key account plans, reviewing them quarterly with stakeholders to ensure alignment and progress.
- Built strong stakeholder relationships through regular engagement and responsiveness.
- Cultivated relationships with head office through regular communication and consistent follow-up.
- Explored and established new customer avenues in collaboration with head office.
- Co-created customer and internal marketing plans with joint working sessions.
- Built cross-functional business linkages, positioning Shell as the preferred partner in the market.
Key Accounts Manager (Global Key Accounts)
Shell Downstream | OIL & ENERGY
12.2016 - 06.2017
- Managed key accounts in transport B2C, enhancing their profitability.
- Sold shell CVPs to key accounts, ensuring compliance with Shell HSSE rules.
- Developed new opportunities for global OEM customers across South Africa.
- Linked cross-functional teams to position Shell as preferred business partner.
- Coached field account managers to achieve targeted outcomes.
- Built strong relationships with head office stakeholders.
- Strengthened local and global stakeholder relationships through consistent engagement.
- Supported marketing team delivery of agreed marketing plans for OEMs.
Business Development Manager
Shell Downstream | OIL & ENERGY
04.2013 - 11.2016
- Developed, updated, and implemented Key Account Plans with relevant stakeholders.
- Implemented and monitored global key account strategies in South Africa.
- Engaged with senior-level management at key accounts within agreed timeframes.
- Identified, analysed, and pursued prospects in OEM, FWS, fleets, buses, and coach sectors.
- Collaborated with cross-functional teams to secure new business and enhance cross-selling of existing services.
- Analysed changing customer needs and business environments to inform strategic decisions.
- Planned, monitored, and achieved individual sales targets.
- Forecasted new business and adjusted forecasts for any lost business.
- Leveraged in-depth knowledge of key competitors to identify opportunities and inform strategy.
- Ensured delivery of Technical Training to prospects and key accounts as agreed.
- Utilised sales management tools like Sales CRM and Salesforce to record account activities.
- Oversaw capital expenditure processes to ensure efficient allocation of resources.
Field Based Account Manager
Shell Downstream | OIL & ENERGY
06.2007 - 03.2013
- Planned, visited, and managed customers in assigned territory.
- Prospected customers in FWS, fleets, buses, and coach sectors.
- Resolved customer queries, enhancing satisfaction and retention.
- Secured necessary approvals from stakeholders for projects. and monitored investments with customers.
- Ensured correct credit limits per customer.
- Conducted HSSE audits of Shell-owned assets at customer sites, ensuring compliance with safety standards.
Office Based Account Manager
Shell Downstream | OIL & ENERGY
09.2005 - 05.2007
- Managed nationwide customer engagement over the phone, enhancing relationship building and service delivery.
- Resolved customer queries to improve satisfaction and loyalty.
- Clarified customer requirements through on-site engagement, fostering stronger relationships.
- Facilitated the approval process to ensure compliance with regulations. and monitored investments with customers.
- Ensured timely payments according to agreed terms.
- Ensured correct credit limits per customer.
- Prospected fuels customers in the Agriculture sector.
- Assisted customers and prospects with obtaining trading licences.
Customer Services Representative
MTN | SA
01.2005 - 08.2005
- Responded promptly and courteously to customer queries, resolving issues to their satisfaction.
- Ensured personalised attention for each customer, effectively meeting their needs to foster loyalty.
- Demonstrated thorough knowledge of company products and services, offering informed recommendations to customers.
- Collaborated with team members to handle complex customer issues and ensure seamless service delivery.
- Handled confidential customer information with utmost care and discretion, adhering to strict confidentiality policies.
- Implemented procedures to safeguard customer data, ensuring compliance with privacy regulations.
- Acted as a liaison between customers and other departments, facilitating smooth resolution of issues.
Education
Certificate - Astron Energy UCT Leadership Programme
University of Cape Town
01-2019
Certificate - Maths for Access
University of the Witwatersrand
01-2014
Matric -
Mariasdal Boys High School
Tweespruit, FS01-1993
Skills
- SAP CRM expertise
- Microsoft Office proficiency
- Negotiation and selling
- Results delivery
- Customer management
- Market development
- Stakeholder management
- Strategic leadership
- Team collaboration
- Team development
- Value creation
- Problem solving
- Communication skills
- Relationship building
Languages
English
Proficient
C2
Afrikaans
Advanced
C1
Custom
- Conflict Management and Resolution - Shell Downstream South Africa
- Sales Mastery 1 & 2 - Shell Downstream South Africa
- Selling and Negotiating - Shell Downstream South Africa
- Value Selling - Shell Downstream South Africa
- NOESIS Technical Training - Shell Downstream South Africa
- NOESIS On-The-Job Accreditation 1 & 2 - Shell Downstream South Africa
- Delivering Indirect Channel Excellence - Shell Downstream South Africa
- Sales Management Coaching - Sales Guru (2019)
- Sales Manager Pro Programme - Think Sales Global (2020)
- Coaching Pro for Sales Managers Programme - Think Sales Global (2020)
- Sales Management Programme - Think Sales Global (2020)
- GIBS Online Strategic Leadership - Gordon Institute of Business Science (2021)
Accomplishments
- Established Business Development Management for the Transport lubricants sector in Shell.
- Recognised by Shell Global Team for being 1st cluster to achieve 100% conversion from other lubricants to BMW branded lubricants.
- Improved customer margins by more than 50% by reviewing customer's portfolio.
- Established Exports channel responsible for SADC markets in Astron Energy.
- Increased coverage, penetration and throughput within SADC markets by appointing additional quality Distributors.
- 1st Distributor to deliver more than 4,000kl of lubricants in Africa.
- Increased unit profits by ~200% through reviewing customer portfolio.
- Created and developed critical pricing review policies to consistently exceed margin targets and ensuring compliance to legal agreements.
- Established Sales organisation from scratch at Prax.
Timeline
Revenue Growth Manager
Prax South Africa (Pty) Ltd
07.2024 - Current
Sales Manager (Indirect Channel and Aviation)
Astron Energy (Pty) Ltd.
11.2022 - 04.2024
Sales Manager (Exports Channel - Lubricants)
Astron Energy (Pty) Ltd.
12.2019 - 10.2022
Sales Team Lead (Direct Channel - Lubricants)
Astron Energy (Pty) Ltd.
09.2018 - 11.2019
Key Accounts Manager (Indirect Channel)
Shell Downstream | OIL & ENERGY
07.2017 - 08.2018
Key Accounts Manager (Global Key Accounts)
Shell Downstream | OIL & ENERGY
12.2016 - 06.2017
Business Development Manager
Shell Downstream | OIL & ENERGY
04.2013 - 11.2016
Field Based Account Manager
Shell Downstream | OIL & ENERGY
06.2007 - 03.2013
Office Based Account Manager
Shell Downstream | OIL & ENERGY
09.2005 - 05.2007
Customer Services Representative
MTN | SA
01.2005 - 08.2005
Certificate - Astron Energy UCT Leadership Programme
University of Cape Town
Certificate - Maths for Access
University of the Witwatersrand
Matric -
Mariasdal Boys High School