Country

United Arab Emirates

Workplace location

DUBAI-U BORA TWRS(ARE)

Employer company

TOTALENERGIES MARKETING UAE L.L.C

Domain

Sales

Location

United Arab Emirates

Experience

Minimum 10 years

Candidate Profile

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QUALIFICATIONS / EXPERIENCE REQUIRED
Knowledge:

• Matured and experienced person with hands on experience in Lubricants and Automotive Business.

Skills:

• Good management and leadership skills
• Good communication and presentation skills
• Good teamwork abilities
• Analytical ability and problem solving approach
• Critical thinking to improve processes, develop strategies and make decisions.
• Proficiency in MS Office, Power BI and SALSA.

Education:

• Graduate in Engineering, preferably Mechanical / Chemical with Management qualification
• Either of the two qualifications is a must to have

Experience:

• With at least 10 years\' + experience preferably in lubricants business, with at least 2-3 years in a senior sales position.

Activities

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JOB ACTIVITIES
Sales Performance Excellence - UAE & Qatar

• Identifies the areas of improvement for all lubricant related activities.
• Support VP Sales to devise strategies to optimize existing procedures, ensuring efficiencies and smooth workflow.
• Focal point to drive premiumisation and upgradation of product range.
• Implement TCO concept in all business segments. Responsible to Conduct trials of different range of products at customer locations.
• Monitor the performance of the product and make a regular report to customer on the value addition as a result of product upgrade
• Coordination with Technical team to ensure regular training to customers with emphasis on value selling and product upgrade.
• Implement Key Account Management
• Implement B2B Excellence program in UAE & Qatar
• Data analysis to identify sales trends and opportunities for improvement

SALSA

• Main KEY USER to coordinate with and support Sales teams on SALSA use.
• In charge in the process on data cleaning, newcomers induction and sales team training.
• Use of SALSA as a sales performance enhancement tool and guide sales teams accordingly.
• Regular monitoring of the quality of each pipeline and main stages: identified >visited > offer > trial>contract to finalize
• Opportunities at offer stage: These are the opportunities at negotiation stage, organize their follow-up and define specific tasks with Sales Reps to enhance deals closing.
• Neglected opportunities: Target to have \xe2\x80\x9c0\xe2\x80\x9d volume of neglected opportunities
• Monitors the prospection and rate of conversion for the sales team.

Others

• Implement a dashboard for all Direct Markets KPIs and regular review.
• Follow up on Budget achievement - overall, product group, premium; ensure strategy Implementation
• Clearly understand market dynamics, current positions, market shares, strategies
• Participate actively in team meetings and propose suitable strategies for increasing Market Share.
• Make SWOT analysis from time to time to reposition our strategies according to the changes in the market.
• Support VP is communication and rolling out the Roadmap and Ambition 2025.
• Focal point in rolling out LEAN methodology for collaborative team process improvement exercises.
• Focal point for coordination with concerned departments / segments for all business contests.

HSE Objectives

• Strict adherence and compliance towards Group QHSE policy with high Quality of QHSE performance and complying with affiliate\'s QHSE Policy, Procedures & specific rules & regulations applicable to the area of activity at all time.
• Reporting of near misses, incidents, hazards & injuries to line Manager within the time frame as required by Quality, HSE, Energy policies and Manuals.
• Comply with LIGHT VEHICLE USE & CONTROL HSEP 35
• Strict adherence to QHSE requirements with full authority to stop any operation for safety reasons.

JOB ACCOUNTABILITIES

• Strict adherence and compliance towards Group HSE Carter and MAESTRO requirement and affiliates HSE Policy, Procedures and Specific rules and regulations applicable to the area of activity at all time.
• Demonstrates exemplary conduct, rigor, vigilance and professionalism regarding HSE in all their activities
• Ensure adherence to compliance processes and guidelines specific to positions roles and responsibilities
• Help Sales teams develop new business with good quality customers.
• Improve the Product Mix to focus on increasing profitability.
• Increase the TOTAL presence in the Commercial/Marine Segment to be the No. 1 Player in the UAE.

Context & Environment

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CONTEXT & ENVIRONMENT

• UAE is developing into a major investment destination for Oil & Gas, Construction and Marine industry.
• A vibrant economy with many new projects, developments in the construction, industrial segments
• Very highly competitive market, demanding new development to improve the business and operating income.
• Dynamics and aggressive sales team willing to work on new ideas and new projects.

TotalEnergies