NATNAEL SOLOMON
Addis Ababa
Summary
Results-driven Consumer Sales Territory Manager with over 7 years of progressive experience at TotalEnergies across Ethiopia and Kenya. Currently managing a strategic national account portfolio. Expert in credit risk mitigation, HSSE compliance, and data-driven sales strategy (SALSA, Power BI). Recognized for developing an OBC monitoring dashboard, adopted as a best practice across TotalEnergies affiliates in Africa.
Overview
8
8
years of professional experience
1
1
Certification
Work History
Consumer Sales Territory Manager
TotalEnergies Marketing Ethiopia S.C.
Addis Ababa
12.2021 - Current
- Manage a strategic portfolio of 26+ national accounts across government, industrial, construction, and diplomatic sectors, driving volume and margin performance in a highly regulated, credit-sensitive market.
- Pioneered USD payment agreement with a major industrial client, establishing a hard currency inflow mechanism to alleviate forex constraints
- Negotiated and secured a strategic cash deposit agreement with a key client as a financial guarantee, strengthening working capital security while preserving a trusted, long-term partnership.
- Ensure strict adherence to credit limits, payment terms, and invoicing accuracy; prepare price update documentation, and resolve discrepancies promptly to safeguard margins.
- Conduct regular technical visits to customer sites to support operations, verify fixed asset inventory, and deliver product knowledge training on fuels and lubricants.
- Prospect new clients and monitor market developments using SALSA CRM; submit daily activity logs, and consolidated monthly reports; actively participate in tender preparations.
- Track competitor pricing, promotions, and market share; provide actionable insights to protect and grow TotalEnergies’ position.
- Fully comply with TotalEnergies’ 12 Golden Rules and customer HSSE requirements; report near misses, and exercise Stop Work Authority when unsafe acts are observed.
- Collaborate with the Lubricants and Specialties teams to unlock cross-selling opportunities and improve profitability.
Business Support Officer
TotalEnergies Marketing Ethiopia S.C.
06.2020 - 12.2021
- Provided dedicated B2B business support for the fuels and lubricants portfolio, ensuring seamless administrative and analytical operations.
- Revamped margin analysis methodology to enable accurate profitability assessments and strategic pricing decisions.
- Produced comprehensive due diligence, credit risk, and performance reports to support customer segmentation and sales strategy.
- Consolidated daily and monthly sales reports from territory managers, and supported Management Business Reviews with data-driven insights.
On-Board Computer (OBC) Coordinator
TotalEnergies Marketing Ethiopia S.C.
08.2019 - 06.2020
- Designed and implemented a real-time OBC monitoring dashboard using Power BI, enabling proactive safety interventions; recognized as a best practice, and rolled out across TotalEnergies Africa.
- Led end-to-end OBC operations in compliance with corporate procedures; ensured 100% functionality of All-in-One devices, and grounded non-compliant trucks.
- Managed Driver Performance Score (DPS) system: identified high-risk drivers (
- Oversaw the SIM card lifecycle, service provider contracts, and monthly invoicing.
- Organized training for OBC administrators and drivers; supervised OBC and camera installations to enhance fleet safety.
Product Loss Analyst
TotalEnergies Marketing Ethiopia S.C.
08.2018 - 08.2019
- Conducted daily wet stock reconciliations for to identify gains/losses beyond tolerance.
- Investigated root causes of excessive losses—including leaks, spillages, contamination, and delivery errors—and escalated findings to HSE, Technical, and Logistics for remediation.
- Ensured accurate monthly stock declarations in SAP, maintained a 95%+ posting rate, and supported the Wetstock Working Committee with trend analysis.
- Conducted regular site visits to verify dealer reconciliations, and observe fuel deliveries.
Maintenance Engineer
TotalEnergies Marketing Ethiopia S.C.
08.2017 - 08.2018
- Managed maintenance activities across depots and service stations using Micro-maint, ensuring timely breakdown resolution.
- Supervised M&R contractors, verified work order closures, and evaluated response times against contractual KPIs.
- Reduced maintenance costs through nozzle optimization and equipment lifecycle analysis.
- Prepared technical specifications, cost estimates, and AutoCAD drawings for major maintenance works.
- Ensured full HSSE compliance during site visits, and enforced contractor adherence to the 12 Golden Rules.
Education
B.Sc. - Mechanical Engineering
Arba Minch University
06.2016
Skills
- Sales target achievement
- Margin optimization
- National account management
- Key client management
- Credit control
- Cash flow management
- Contract management
- Tender management
- SALSA CRM
- Power BI
- HSSE compliance
- Lubricants technical support
- Fuels Technical Support
- Market intelligence
- Competitor intelligence
- Fleet safety systems
- Cross-functional collaboration
- Stakeholder engagement
- Excel (advanced)
- SAP
- Micro-maint
- AutoCAD
- OBC/ADAS/DMS platforms
Certification
• TotalEnergies HSSE & 12 Golden Rules Certification
• Lubricants Product & Application Training
• Power BI & Advanced Excel for Business Intelligence
• Lubricants Product & Application Training
• Power BI & Advanced Excel for Business Intelligence
Languages
- English, Fluent
- Amharic, Native
References
upon request, Yoseph Zewgineh, Consumer Sales Manager, +251 911 53 43 47
Timeline
Consumer Sales Territory Manager
TotalEnergies Marketing Ethiopia S.C.
12.2021 - Current
Business Support Officer
TotalEnergies Marketing Ethiopia S.C.
06.2020 - 12.2021
On-Board Computer (OBC) Coordinator
TotalEnergies Marketing Ethiopia S.C.
08.2019 - 06.2020
Product Loss Analyst
TotalEnergies Marketing Ethiopia S.C.
08.2018 - 08.2019
Maintenance Engineer
TotalEnergies Marketing Ethiopia S.C.
08.2017 - 08.2018
B.Sc. - Mechanical Engineering
Arba Minch University