Senior Sales Manager - Asia Pacific

1. JOB PURPOSE: Develop new businesses from new countries. Plan and manage sales activities of lubricants for the assignedregion and product portfolio, within the global sales segment in order to ensure that an efficient and effectivesales service is provided, and that sales and profit targets are met whilst maintaining outstanding customerrelationship through effective communication and collaboration to boost sales and promote ADNOC Distributionimage and reputation.2. KEY ACCOUNTABILITIES: Job Specific Accountabilities Sales Strategy Contribution• 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/ Department Manager for discussion and 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 Lubricants Business. 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 visits to market to conduct customer meets, seminars, workshops, market visit,distributor sales 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 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.• 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, Senior Manager Marketing Lubricants and Distributors, 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 overall plan to assure achievement ofoptimum cash 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.3. Generic Accountabilities Management• Plan and supervise the activities of the personnel and resources of the team to achieve the Departmentobjectives in an efficient and cost-conscious manner while ensuring implementation of approvedoperational plans for the Section in line with Department objectives.• Develop the knowledge, competencies and innovative spirit in the team and support the establishmentof Personal Development Plans (PDP’s).Budgets and Operational Plans• Compile and provide input for preparation of the Department budgets and regularly monitor expenditureagainst approved the team budget levels.• Investigate, highlight and reconcile any significant variances to ensure effective performance and costcontrol.Policies, Systems, Processes & Procedures• Lead the implementation of approved team policies, processes, systems, standards, procedures andinternal controls in order to support execution of the Department work programs in line with Companyand International standards.Performance Management• Implement the Company Performance Management System for individuals within the team inaccordance with Company approved guidelines and continuously monitor the achievement of the Team KPIs related to the approved Annual Performance Management Contract and the Balanced Score Card.Organisation Structure and Development• Review, develop and recommend the appropriate organisation structure for the Team that will bestutilise human capital while proactively incorporating sustainability into the on-going work practices tomeet the business objectives.Innovation and Continuous Improvement• Encourage innovation, enhance employee motivation and support initiatives for implementation of Change Management to continuously improve operations and services.• Propose improvements in internal processes against best practices in pursuit of greater efficiency inline with ISO standards in order to define intelligent solutions for issues confronting the team.Health, Safety, Environment (HSE) and Sustainability• Support the institution of an HSE culture and ensure compliance with relevant HSE policies, procedures,systems & controls and applicable legislation and sustainability guidelines across the team in line withinternational standards, best practices and ADNOC Code of Practices.• Ensure adequate HSE training and induction for all team employees to meet HSE standards.Management Reports• Prepare all the MIS and progress reports to provide accurate and timely reports and necessaryinformation to Company Management to effectively manage the business.4. COMMUNICATIONS & WORKING RELATIONSHIPS: Internal•Finance• Commercial• Section Heads• Plants External• Customers• Agents• Distributors• Banks5. QUALIFICATIONS, EXPERIENCE, KNOWLEDGE & SKILLS: Minimum Qualification• Bachelor’s degree in Engineering preferable• Bachelor’s Degree in Sales/ Marketing/ Business Administration or equivalent.Minimum Experience & Knowledge & Skills• 10 years of experience in Lubricant Sales operations, of which at least 3 years in a managerial role,preferably in the Lubricant 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• 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 Professional Certifications• N/A. #J-18808-Ljbffr