Senior Sales Manager - New Business

JOB PURPOSE

Initiate ADNOC lubricant business in new countries through support system provided by the UAE government such as Embassies, consulates, UAE government companies having investments outside of the UAE and establishing contacts with foreign embassies in the UAE and its commercial attaches. Plan and manage sales activities of lubricants for the assigned region and product portfolio, within the global sales segment to ensure that an efficient and effective sales service is provided, and that sales and profit targets are met whilst maintaining outstanding customer relatio nship through effective communication and collaboration to boost sales and promote ADNOC Distribution image and reputation.

KEY ACCOUNTABILITIES

Sales Strategy Contribution

• Together with the Department Manager International Sales and Vice President of Lubricants formulatean effective sales strategy and realistic objectives through contacts established in the respectivecountries through UAE government arms and submit to the VP/ Department Manager for discussionand directions.

Market Analytics

• Plan, and coordinate methods of gaining market insights and data from various sources, ensuring thatenough information is obtained from the limited sources available.
• Conduct feasibility studies carried to analyse the market for new products, using information receivedfrom the agents. Section heads about current and future customer requirements.

Sales Operations

• Identify new markets within the assigned region and conduct a feasibility study for ADNOC LubricantsBusiness. Identify prospective companies capable of representing ADNOC in the market and conducta study in line with the ADNOC distributor evaluation criteria.
• Achieve Sales and Margin Budgets for the territory as assigned by the Management.
• Prepares and maintains export price schedule for each distributor in assigned area. Obtainssupervisors’ approval of recommended prices. Makes Sales Orders (Proforma Invoice) and actions inconverting them to orders.
• Carry out the promotion of the company’s lubricant products in order to increase sales whereverpossible, using the sales strategy and by analysing information such as past and current trends.
• Reach out and advice customers to maintain personal contact with all major customers in order toprovide the very best service and to deal with any problems promptly.
• Arrange for regular market visits in order to conduct customer meets, seminars, workshops, distributorsales staff training and key account management.
• Surveys, verifies, and maintains competitive information on price, credit terms, sales volume and marketshare, competitive marketing activity etc. and reports the same to supervisor.
• Assists in setting sales targets and developing the business plan for distributors and customers inassigned area
• Meet with agents and distributors periodically 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 anddistributors in order to gauge the performance of the Company and products.
• Represent the function at seminars and exhibitions, to ensure that attendees’ questions can beanswered, and any potential business opportunities followed up.

Marketing

• Together with Department Manager International Sales, Sr. Manager Lubricants Marketing andDistributors, develop marketing plans for the territory for each operating market including all marketingactivities for both retail and commercial segment.
• Implement marketing plans for the territory. Specifically, utilising market knowledge to recommendproduct range, distribution channels of trade, consumer and trade pricing levels and sales promotionactivity.

Business Development

• Develop new business through new customers in existing markets.
• Develop new business from new market segment by introducing segment specific products andservices.
• 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 plan to assure achievement of optimumcash flow and revenues.
• Review reports on customers’ payment performances received from Finance, and initiates action whereappropriate to ensure that all debts are resolved as quickly as possible and takes any action necessaryto minimise the amounts outstanding.
• Carry out the opening of credit accounts for new customers following a thorough investigation into theircredit worthiness, to eliminate the possibility of future payment problems.
• Recommend and control the monthly approved quantity for each credit customer to ensure that salesstay within the limits of each Bank Guarantee.
• Obtain information on new customers applying for credit facilities, visits, and reports customersinformation 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.

• Co-ordinate the process of dealing with customer’s technical and commercial complaints by liaisingwith the Plant in order to discuss the nature of each complaint and identify ways on how to resolve itand how to avoid any future similar complaints. Ensures that the Department deals with complaintspromptly 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 andexternal entities such as consultants, local, international and government authorities etc. with higheststandards of business ethics, whilst promptly attending to all critical issues in-order to ensure theservices required by the organization are delivered in the most effective manner.

QUALIFICATIONS, EXPERIENCE, KNOWLEDGE & SKILLS

Minimum Qualification

• Bachelor’s Degree in Engineering preferable
• Bachelor’s Degree in Sales/ Marketing/ Business Administration or equivalent.
• UAE National preferable

Minimum Experience & Knowledge & Skills

• 8 to 10 years of experience in Lubricant Sales operations, of which at least 3 years in a managerialrole, preferably in the Lubricant Sector. Excellent communication skills with Government 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
• operational management experience.
• 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 andregulations
• Knowledge of financial management