Job Description

JOB PURPOSE: Direct and supervise commercial sales activities of lubricants for the Commercial and Government portfolio; including setting sales strategy, assigning targets and market analysis 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. KEY ACCOUNTABILITIES: Job Specific Accountabilities Sales Strategy Formulate an effective sales strategy and realistic objectives through analysing insights and market forecasts from both agents and the team whilst liaising to obtain their input and ensure their understanding of the strategy and submit to the VP/ Department Manager for discussion and directions. Maintain and update sales strategy by making amendments when necessary to ensure that the strategy remains in line with Company objectives and changing market variables. Market Analytics Plan, direct and co-ordinates methods of gaining market insights and data from various sources, ensuring that enough information is obtained from the limited sources available. Oversee feasibility studies carried out in order to analyse the market for new products, using information received from the agents and the team about current and future customer requirements. Sales Operations Direct and co-ordinate 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. Oversee the correct allocation of customers to representatives, to ensure that each customer is provided with regular advice and contact whilst working with the team to maintain personal contact with all major customers in order to provide the very best service and to deal with any problems promptly. Visit customers periodically in order to meet with them and to discuss the Company's 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 aiming to nurture a good relationship with agents and distributors in order to gauge the performance of the Company and products. Direct, co-ordinate and oversees the collection of outstanding debts, and intervene when necessary to assist the team in realizing collections in a timely manner. Review reports on customers' 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 minimise the amounts outstanding. Approve 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. Ensure representation of the Department at seminars and exhibitions, either by attending personally or by sending a team member to ensure that attendees' questions can be answered, and any potential business opportunities followed up. Customer Service 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 deals 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. QUALIFICATIONS, EXPERIENCE, KNOWLEDGE & SKILLS: Minimum Qualification Bachelor's Degree in Sales/ Marketing/ Business Administration or equivalent. Minimum Experience & Knowledge & Skills 8 years of experience in Sales operations, of which at least 3 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's business objectives, operations and of the regional laws and regulations Strategic thinking Ability to drive organizational climate/culture Knowledge of financial management