About the Company

ADNOC Distribution is on a journey to change the retail landscape, delivering tangible actions to facilitate progress in providing sustainable mobility solutions for our customers. We are taking bold and transformative steps to grow our domestic and international footprint for our customers. We are customer-centric, offering digitally enabled journeys and providing innovative products and services to drive accelerated and sustainable development for the future of mobility.

ADNOC Distribution markets, sells, and distributes transportation fuel to both retail and commercial customers. We also run non-fuel services at our service stations.

JOB PURPOSE:

Lead, plan and conduct corporate sales activities of Lube and Fuel products for the assigned portfolio; including participating in setting sales strategy, business development, marketing, reporting, credit control, customer service, in order to achieve and exceed revenue targets for new and existing accounts whilst managing outstanding customer relationships to drive profitability through brand loyalty and customer engagement.

KEY ACCOUNTABILITIES:

Sales Strategy Contribution

• Participate in the conceptualizing and formulation of an effective sales strategy and realistic objectives through analyzing 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 to analyse the market for new products, using information received from the agents. Section heads about current and future customer requirements.
• Maintain and analyse customer data and provide feedback to Department Manager; advising him on forthcoming opportunities and discuss special promotions to support future growth.
• Develop an up-to-date knowledge of the characteristics, strengths and weaknesses of the portfolio of products and services; be up to date with relevant market developments demand, competition and prices in order to advise management on developments and opportunities within the market.
• Execute regular competition analysis regarding the target market; attend business networking events to gather market and customer information while representing the organisation at trade exhibitions, events and demonstrations to enhance market presence of the ADNOC Distribution brand.

Sales Operations

• Develop and build an attractive sales portfolio for existing and potential customers; interact with technical personnel to ensure that customer needs and expectations are met and to ensure that each delivery is made on time.
• Develop customer base with cold calling and mature sales; pursue new business to identify new business opportunities to enhance profitability.
• Promote the sale of lubes by regular visits to potential and existing customers in order to advise about new products and to check that the ones in use are still the most suitable, and to foster good relations with the customer to attempt to maintain their loyalty.
• Respond efficiently to all enquiries received from existing or potential customers and provide them appropriate information about products and services.
• Consult and negotiate the terms of agreement and variations in price, delivery and specifications with Department Manager and close the sale, in line with sales strategy.
• File technical queries on various products and services with existing or potential customers and liaise with the technical teams to respond to customers.
• Ensure competitor\xe2\x80\x99s activity is closely monitored and communicated to the management.
• Carry out the promotion of the company\xe2\x80\x99s fuel products throughout the assigned target markets in order to increase sales wherever possible, using the sales strategy and by analysing information such as past and current trends.
• Visit customers periodically in order to meet with them and to discuss the Company\xe2\x80\x99s products and ways that their requirements can be met to maintain a solid relationship with key customers.
• 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.
• Prepare reports on customers\xe2\x80\x99 payment performances and staff collection performances, received from Finance, and initiates action where appropriate to ensure that all debts are resolved as quickly as possible, and takes any action necessary to minimize 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.
• Following monthly approved quantity for each credit customer to ensure that sales stay within the limits of each Bank Guarantee.
• Preparation of the credit and or debit note whenever is necessary to rise (by attaching invoices, memos approval, price formula agreements.

Customer Service

• Maintain and develop relationships with existing customers and visit potential customers to prospect for new business, to understand and quantify their requirements and sell the advantages of ADNOC Distribution\xe2\x80\x99s products and services.
• Visit lube changing shops to review and analyze pricing in order to ascertain if ADNOC Distribution\xe2\x80\x99s prices are competitive and prepare lube survey reports for strategic decision making.
• Ensure that the quality of each product fully meets customer specifications through using customer feedback and liaising with the Plant to meet their expectations.
• Advise customers on all aspects of each product, and deal with their queries and complaints, where appropriate and act with appropriate sections to meet their queries and complaints.
• Co-ordinate the process of dealing with customer 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. Ensures 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.

MINIMUM QUALIFICATION

• Bachelor\xe2\x80\x99s Degree in Sales/ Marketing/ Business Administration or equivalent.

MINIMUM EXPERIENCE, KNOWLEDGE & SKILLS:

• 10 years of experience in Sales operations, of which at least 4 years in a managerial role, preferably in the retail sector or in a similar environment.
• Multi-functional operational management experience.
• Deep knowledge of business workflows, operations processes and systems.
• Experience of developing strategic plans for service-based industry.
• Strong experience in project management and the execution of complex projects that are critical to the delivery of business strategies and goals.
• Regional exposure and retail background are a plus.
• Innovative and conceptual thinking
• Highly skilled in aligning goals with strategic direction
• In depth knowledge of ADNOC Distribution\xe2\x80\x99s business objectives, operations and of the regional laws and regulations
• Strategic thinking
• Ability to drive organizational climate/culture
• Knowledge of financial management

ADNOC