Technical Sales Manager - Commercial, Lubricants

Job description / Role

WTS Energy is looking to find Technical Sales Manager - Lubricants, for a leading Middle Eastern Refining Company.

Job Purpose:
Under the supervision of Lubricants Manager Commercial, the job holder is responsible for managing, acquiring, developing new and existing business in the private and Government sector in the whole of U.A.E. in order to ensure the growth aspirations and objectives of the business are achieved/met.

Principal accountabilities:
A. Achieve set sales levels of Lubricants through regular/ planned visits to existing and prospect customers.
With the intent to increase number of inquiries and convert them into business, the job holder is required to contact/visit leading companies in Industrial, Marine, Government and Distributor segments in the UAE.
Plan regular customer visits to acquire new ones, maintain & follow-up with existing ones; hence build long term relationship.
Handle various commercial customers throughout UAE covering all of the seven Emirates. Also, coordinate with GCC shareholders distributors/ agents for direct overseas deliveries, mainly to local Marine customers.
Determine the customers needs and work out ways to satisfy these needs through the profitable sale of branded lubricants.
Increase business profitability through Sales Volume and related Contribution Margin by marketing and promoting new products to develop existing accounts as well as new accounts (Customers).
Ensure customers are satisfied with the product performance, packaging, technical support, sales & financial feedback, delivery and other related services.
Maintain professional customer relationships to increase customers satisfaction levels.
Prepare individual customer sales target plan by segments to meet set annual budget.
Extract and monitor monthly performance results that compares YTD performance versus plan. Review these results with department manager during monthly performance meetings.
Coordinate with Commercial and Retail units to determine joint sales opportunities (Lubricants with fuel and/or asphalt).
Coordinate with internal Supply and Operations (CSS), third party Warehousing & Distribution Agent. Local Distributors (Reseller). Also, coordinate with shareholder Distributors/Agents (in GCC) to ensure customer requirements for products delivery are met.
Prepare Debit Note advices to F&A for the supplies made outside the UAE.
Prepare miscellaneous and invoicing price difference related Debit Notes or Credit Notes to F&A.

B. Provide technical support
Conduct field visits to customers, taking into consideration safety aspects, in order to inspect and provide technical support, recommend right lubricants and problem solving.
Develop product knowledge and suggest alternate products, as required.
Handle broad range of lubricating products of oils and greases, for many applications with a variety of grades in each brand.
Organize technical training in coordination with shareholder at site or in group for customers.

C. Perform marketing activities and utilize required tools
Utilize required communication skills.
Efficient application of Time & Territory Management.
Organize promotional & social events.

D. Perform office administrative work
As part of A-Z sales activities, manage office work including Oracle system updates (such as opening new accounts and updating related details & records in term of pricing, sales, and credit terms).

E. Recommend selling prices
Prepare business proposals/offers for inquiries received by offering appropriate branded lubricant products and prices.
Obtain information from customers on required product/package, estimated consumption, delivery point, competitors prices (if possible and where applicable and submit recommendations).
Prepare price study (Margin Analysis) for approval of Lubricants Manager Commercial.
Review and monitor regularly customer selling prices in order to insure consistency and competitiveness of prices across various business segments, and maintain consistency in pricing to meet budget requirements.

F. Prepare project survey (MAPS) on proposed investments.
Meet customers and discuss their requirements; inspect sites, determine required equipment, obtain Cost Exhibit from Engineering & Construction (E&C) department for the equipment to be supplied on loan basis, calculate payout period / rate of return to justify the investment and submit recommendation to Lubricants Manager Commercial.
Conduct Lubes Survey/s in co-ordination with the Technical Department for existing and prospect accounts.
Ensure that the loaned equipment is kept in good serviceable condition and to attend to customer complaints promptly through Maintenance Dept.
Conduct annual inventory of loaned equipment to customers.
Aim to reduce average investment amount for Lube Dispensing Equipment installed at customers sites.

G. Recommend customer credit limits for approval by credit review hierarchy

H. Collect monthly outstanding from customers
Receive invoices from CSS Department, verify and ensure timely delivery to customers.
Monitor customer outstanding amounts to ensure that these are in line with the approved credit terms.
Follow-up with customers to collect outstanding and overdue payments.
Coordinate with collection officer/driver to collect payment, verify amount received against actual outstanding and advise invoice details to Accounts Department.

I. Prepare and achieve annual sales and contribution margin budget for each business segments
Prepare individual customer monthly sales and contribution margin budget by month for business year, in liaison with Lubricant Manager Commercial.
Monitor performance and report against budget on a monthly basis.

J. Collect oil for testing
Arrange to receive or collect oil samples from customers for testing (as and when required), check if the samples are properly labelled with customers name, equipments being used, lubricants grade, kms/ hours the lubricants was in use.
Coordinate to forward used oil samples to the laboratory, monitor and communicate test results with customers.
Attend to customer queries on In-Service Oil Monitoring Reports (ISOM).

K. Prepare sales call reports on customer visits
Maintain up to date customer files within central office filling system.

Requirements

- Professional education in mechanical or chemical engineering or relevant science, a business/marketing degree would be of benefit
- Valid UAE light vehicle-driving license
- Very good knowledge of spoken and written English and Arabic
- PC literate - knowledge of MS Office software - Excel, Word, PowerPoint
- 3-5 years' business to business selling experience - preferably in the lubricants market but not essential
- Selling skills
- Market and competitive research
- Time and territory management
- Account management
- Relationship management
- Negotiation skills
- Lubricants product knowledge
- Financial management
- Customer focus

About the Company

WTS Energy is the leading Consultant/Manpower Supply company to the International Oil, Gas an Energy industry. We supply Consultants to the Projects and Operations of our Clients. We also perform Outsourcing Services like Project Recruitment Campaigns and Workforce Management in Oil and Gas regions around the world.

We operate globally with offices in 12 countries, supplying the International Oil, Gas and Energy industry with professional personnel.

We offer hands-on support to our consultants in every region in which they work. We provide the best people to Upstream, Midstream and Downstream projects and operations. We serve our Clients and Consultants based on trust, high ethical standards and consistent quality of service.