Senior Sales Manager - CIS

JOB PURPOSE:

Develop new business from new countries whilst planning and managing sales activities of lubricants for theassigned region and product portfolio, within the global sales segment in order to ensure that an efficient andeffective sales service is provided, and that sales and profit targets are met whilst maintaining outstandingcustomer relationship through effective communication and collaboration to boost sales and promote ADNOCDistribution image and reputation.

KEY ACCOUNTABILITIES:

Sales Strategy Contribution

u2022 Together with the Department Manager International Sales, formulate an effective sales strategy andrealistic objectives through analysing insights and market forecasts and submit to the VP/ DepartmentManager for discussion and directions.

Market Analytics

u2022 Plan, and coordinate methods of gaining market insights and data from various sources, ensuring thatenough information is obtained from the limited sources available.
u2022 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

u2022 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.
u2022 Achieve Sales and Margin Budgets for the territory as assigned by the Management.
u2022 Prepares and maintains export price schedule for each distributor in assigned area. Obtainssupervisorsu2019 approval of recommended prices. Makes Sales Orders (Proforma Invoice) and actions inconverting them to orders.
u2022 Carry out the promotion of the companyu2019s lubricant products in order to increase sales whereverpossible, using the sales strategy and by analysing information such as past and current trends.

u2022 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.
u2022 Arrange for regular visits to Market to conduct Customer Meets , Seminars , Workshops , MarketVisit , Distributor Sales Staff Training and Key Account Management.
u2022 Surveys, verifies, and maintains competitive information on price, credit terms, sales volume and marketshare, competitive marketing activity etc. and reports the same to supervisor.
u2022 Assists in setting sales targets and developing the business plan for distributors and customers inassigned area
u2022 Meet with agents and distributors periodically in order to discuss customer feedback about the productsused, and to resolve any related issues they may have aimed to nurture a good relationship with agentsand distributors in order to gauge the performance of the Company and products.
u2022 Represent the function at seminars and exhibitions, to ensure that attendeesu2019 questions can beanswered, and any potential business opportunities followed up.

Marketing

u2022 Together with Department Manager International Sales, Senior Marketing Manager Lubricants andDistributors, develop Marketing Plans for the territory for each operating Market including all Marketingactivities for both Retail and Commercial Segment.
u2022 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

u2022 Develop new business through new customers in existing markets.
u2022 Develop new business from new Market Segment by introducing Segment specific products andservices.
u2022 Develop new business through Business Initiation in new countries.
u2022 Investigate potential marketing opportunities for ADNOC lubricant business development.

Credit and Collection

u2022 Ensure timely collection of outstanding debts, in line with the overall plan to assure achievement ofoptimum cash flow and revenues.
u2022 Review reports on customersu2019 payment performances received from Finance, and initiates action whereappropriate to ensure that all debts are resolved as quickly as possible and takes any action necessary
to minimise the amounts outstanding.
u2022 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.
u2022 Recommend and control the monthly approved quantity for each credit customer to ensure that salesstay within the limits of each Bank Guarantee.
u2022 Obtain information on new customers applying for credit facilities, visits and reports customersinformation such as customers business activity, business address, bank names and address,customeru2019s expected monthly demands, etc.

Customer Service

u2022 Keep customers abreast with the status of their booked orders.
u2022 Be responsive to customer demands especially for customers who are from different time zones.
u2022 Respond to customeru2019s communication within reasonable time.
u2022 Co-ordinate the process of dealing with customeru2019s 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

u2022 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

u2022 Bacheloru2019s degree in Engineering preferable
u2022 Bacheloru2019s Degree in Sales/ Marketing/ Business Administration or equivalent.

Minimum Experience & Knowledge & Skills

u2022 10 years of experience in Lubricant Sales operations, of which at least 3 years in a managerial role,preferably in the Lubricant Sector
u2022 Deep understanding of Lubricant business
u2022 Operational management experience.
u2022 Proven track record of initiation of lubricant business in international countries
u2022 Demonstration of improving international lubricant distributor business
u2022 operational management experience.
u2022 Deep knowledge of business workflows, operations processes and systems.
u2022 Experience of developing strategic plans for Lubricant industry.
u2022 Innovative and conceptual thinking
u2022 knowledge of ADNOC Distributionu2019s business objectives, operations and of the regional laws andregulations
u2022 Knowledge of financial management