1. Job purpose:
Develop new businesses from new countries. Plan and manage sales activities of lubricants for the assigned region and product portfolio, within the global sales segment in order to ensure that an efficient and effective sales service is provided, and that sales and profit targets are met whilst maintaining outstanding customer relationship through effective communication and collaboration to boost sales and promote ADNOC Distribution image and reputation.
2. Key accountabilities:
Job specific accountabilities
Sales strategy contribution
Together with the Department Manager International Sales, formulate an effective sales strategy and realistic objectives through analysing insights and market forecasts and submit to the VP / Department Manager for discussion and directions.
Market analytics
Plan and coordinate methods of gaining market insights and data from various sources, ensuring that enough information is obtained from the limited sources available.
Conduct feasibility studies carried out to analyse the market for new products, using information received from the agents and section heads about current and future customer requirements.
Sales operations
Identify new markets within the assigned region and conduct a feasibility study for ADNOC Lubricants Business. Identify prospective companies capable of representing ADNOC in the market and conduct a study in line with the ADNOC distributor evaluation criteria.
Achieve sales and margin budgets for the territory as assigned by the management.
Prepare and maintain export price schedule for each distributor in assigned area. Obtain supervisors' approval of recommended prices. Make sales orders (Proforma Invoice) and take actions in converting them to orders.
Carry out the promotion of the company's lubricant products in order to increase sales wherever possible, using the sales strategy and by analysing information such as past and current trends.
Reach out and advise customers to maintain personal contact with all major customers in order to provide the very best service and to deal with any problems promptly.
Arrange for regular visits to market to conduct customer meets, seminars, workshops, market visits, distributor sales staff training and key account management.
Survey, verify, and maintain competitive information on price, credit terms, sales volume and market share, competitive marketing activity etc., and report the same to supervisor.
Assist in setting sales targets and developing the business plan for distributors and customers in assigned area.
Meet with agents and distributors periodically in order to discuss customer feedback about the products used, and to resolve any related issues they may have aimed to nurture a good relationship with agents and distributors in order to gauge the performance of the company and products.
Represent the function at seminars and exhibitions, to ensure that attendees' questions can be answered, and any potential business opportunities followed up.
Marketing
Together with Department Manager International Sales, Senior Manager Marketing Lubricants and Distributors, develop marketing plans for the territory for each operating market including all marketing activities for both retail and commercial segment.
Implement marketing plans for the territory. Specifically, utilising market knowledge to recommend product range, distribution channels of trade, consumer and trade pricing levels and sales promotion activity.
Business development
Develop new business through new customers in existing markets.
Develop new business from new market segment by introducing segment specific products and services.
Develop new business through business initiation in new countries.
Investigate potential marketing opportunities for ADNOC lubricant business development.
Credit and collection
Ensure timely collection of outstanding debts, in line with the overall plan to assure achievement of optimum cash flow and revenues.
Review reports on customers' payment performances received from Finance, and initiate action where appropriate to ensure that all debts are resolved as quickly as possible and take any action necessary to minimise the amounts outstanding.
Carry out the opening of credit accounts for new customers following a thorough investigation into their credit worthiness, to eliminate the possibility of future payment problems.
Recommend and control the monthly approved quantity for each credit customer to ensure that sales stay within the limits of each bank guarantee.
Obtain information on new customers applying for credit facilities, visit and report customers information such as customers business activity, business address, bank names and address, customer's expected monthly demands, etc.
Customer service
Keep customers abreast with the status of their booked orders.
Be responsive to customer demands especially for customers who are from different time zones.
Respond to customer's communication within reasonable time.
Coordinate the process of dealing with customer's technical and commercial complaints by liaising with the plant in order to discuss the nature of each complaint and identify ways on how to resolve it and how to avoid any future similar complaints. Ensure that the department deals with complaints promptly and efficiently, within set procedures, and that good customer relations are maintained.
Relationship management
Develop and maintain effective business relationships with all relevant internal departments and external entities such as consultants, local, international and government authorities etc. with highest standards of business ethics, whilst promptly attending to all critical issues in order to ensure the services required by the organization are delivered in the most effective manner.
3. Generic accountabilities:
Management
Plan and supervise the activities of the personnel and resources of the team to achieve the department objectives in an efficient and cost-conscious manner while ensuring implementation of approved operational plans for the section in line with department objectives.
Develop the knowledge, competencies and innovative spirit in the team and support the establishment of personal development plans (PDPs).
Budgets and operational plans
Compile and provide input for preparation of the department budgets and regularly monitor expenditure against approved the team budget levels.
Investigate, highlight and reconcile any significant variances to ensure effective performance and cost control.
Policies, systems, processes & procedures
Lead the implementation of approved team policies, processes, systems, standards, procedures and internal controls in order to support execution of the department work programs in line with company and international standards.
Performance management
Implement the company performance management system for individuals within the team in accordance with company approved guidelines and continuously monitor the achievement of the team KPIs related to the approved annual performance management contract and the balanced score card.
Organisation structure and development
Review, develop and recommend the appropriate organisation structure for the team that will best utilise human capital while proactively incorporating sustainability into the ongoing work practices to meet the business objectives.
Innovation and continuous improvement
Encourage innovation, enhance employee motivation and support initiatives for implementation of change management to continuously improve operations and services.
Propose improvements in internal processes against best practices in pursuit of greater efficiency in line with ISO standards in order to define intelligent solutions for issues confronting the team.
Health, safety, environment (HSE) and sustainability
Support the institution of an HSE culture and ensure compliance with relevant HSE policies, procedures, systems & controls and applicable legislation and sustainability guidelines across the team in line with international standards, best practices and ADNOC code of practices.
Ensure adequate HSE training and induction for all team employees to meet HSE standards.
Management reports
Prepare all the MIS and progress reports to provide accurate and timely reports and necessary information to company management to effectively manage the business.
4. Communications & working relationships:
Internal
Finance
Commercial
Section heads
Plants
External
Customers
Agents
Distributors
Banks
5. Qualifications, experience, knowledge & skills:
Minimum qualification
Bachelor's degree in engineering preferable
Bachelor's degree in sales, marketing, business administration or equivalent.
Minimum experience, knowledge & skills
10 years of experience in lubricant sales operations, of which at least 3 years in a managerial role, preferably in the lubricant sector.
Deep understanding of lubricant business.
Operational management experience.
Proven track record of initiation of lubricant business in international countries.
Demonstration of improving international lubricant distributor business.
Deep knowledge of business workflows, operations processes and systems.
Experience of developing strategic plans for lubricant industry.
Innovative and conceptual thinking.
Knowledge of ADNOC Distribution's business objectives, operations and of the regional laws and regulations.
Knowledge of financial management.
Professional certifications
N/A.
