Country

United Arab Emirates

Workplace location

DUBAI-U BORA TWRS(ARE)

Employer company

TOTALENERGIES MARKETING UAE L.L.C

Domain

Sales

Location

Dubai

Experience

Minimum 10 years

Candidate Profile

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QUALIFICATION EXPERIENCE REQUIRED:

Knowledge:

\xc2\xb7 Sound knowledge of lubricants business.

\xc2\xb7 Good knowledge of custom regulations in the Middle East.

\xc2\xb7 Knowledge on socio-economic-political framework of the countries under TMME.

\xc2\xb7 Understanding of channel sales management and value pricing models.

Skills:

\xc2\xb7 Good Selling and Negotiation Skills.

\xc2\xb7 Strong Relationship Management skills for distributors.

\xc2\xb7 Analytical & comprehension skills. Trend analysis and forecasting would be advantage.

\xc2\xb7 Strong communication and Presentation skills (MS-Word, Excel, PPT).

\xc2\xb7 Language Skills English (Fluent: write, read & speak), Arabic (Fluent: write, read & speak).

Education:

\xc2\xb7 Engineering or Management Graduate.

Experience:

\xc2\xb7 At least 10-12 years in sales (Preferably in Lubes or FMCG).

Activities

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JOB ACTIVITIES:

CORE RESPONSIBILITIES (LUBRICANTS):

\xc2\xb7 Responsible to analyse country wise and segment wise potential to devise and implement country wise strategies in the NORTH ME region.

\xc2\xb7 Function as an excellent relationship link between distributors of TotalEnergies & Elf brands and TotalEnergies UAE sales office.

\xc2\xb7 Managing team to ensure service levels of distributors are met and growth achieved in responsible markets.

\xc2\xb7 Focus on developing organized segment wise sales in each destination.

\xc2\xb7 Scouting and appointing new distributors in vacant countries for TotalEnergies or Elf brands.

\xc2\xb7 Set annual volume targets for each distributor and assist them to achieve that.

\xc2\xb7 Set realistic annual Business Plans coordinating with distributor & TotalEnergies UAE marketing department.

\xc2\xb7 Price List preparation in order to achieve the desired profitability and make the products commercially viable.

\xc2\xb7 Reporting with forecasting linked to order processing.

\xc2\xb7 Implementation of designed strategies in the respective segments in focus countries.

\xc2\xb7 Being open to challenges, team building & coaching and continuous learning.

\xc2\xb7 Continuous update on the socio-economic and political framework of the responsible territory.

\xc2\xb7 Scouting, identifying and reporting of any counterfeiting activity of TotalEnergies or Elf brands in the perimeter.

COMPANY OBJECTIVES:

\xc2\xb7 Meet/Exceed Volume and GM targets for each destination/sales office.

\xc2\xb7 Increase TotalEnergies /Elf market share in each destination.

\xc2\xb7 Ensure strict adherence to compliance processes and guidelines specific to position\'s roles and responsibilities.

\xc2\xb7 Implement Group\'s HSE guidelines across distributor and sales office premises.

\xc2\xb7 Follow Credit department\'s guidelines to reduce receivables and cover all transactions under LC or BG

\xc2\xb7 Grow retail business in each destination and provide all the required tools in order to make TotalEnergies/Elf an established retail brand.

JOB ACCOUNTABILITIES

Business Development to capture more opportunities and volume growth.

\xc2\xb7 Strict adherence and compliance towards Group HSE Charter & MAESTRO requirement and affiliate\'s HSEQ Policy, Compliance Procedures & specific rules & regulations applicable to the area of activity at all time.

\xc2\xb7 Grow retail business in order to maintain/penetrate to become one among top-3 positions in each destination.

\xc2\xb7 Ensuring sustainable brand building of both TotalEnergies & Elf brands in the respective countries.

\xc2\xb7 Grow the Industrial business in the core markets with potential.

\xc2\xb7 Develop OEM business.

\xc2\xb7 Ability to work on global tenders involving inter-affiliate cross functionality and supply chain coordination.

\xc2\xb7 Ensuring payments and BG is updated mitigating all financial risks.

\xc2\xb7 Demonstrates exemplary conduct, rigor, vigilance and professionalism regarding HSE in all their activities.

\xc2\xb7 Ensure adherence to compliance processes and guidelines specific to position\'s roles and responsibilities.

\xc2\xb7 Monitor competition in the territory and report to management.

\xc2\xb7 Maintain hierarchical teamwork, nurture and coach team members.

\xc2\xb7 Ensure cohesive communication and coordination with all support functions: Supply chain, Marketing, Technical, Customer Service, etc.

\xc2\xb7 Timely intervention and effective coordination in anti-counterfeit actions with stakeholders.

Context & Environment

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INTERNAL:

\xc2\xb7 Establish a link between each destination and all other support functions (Marketing, HSE, Customer Service, Technical, Supply Chain).

\xc2\xb7 Understanding of internal logistics management and key stake holders.

\xc2\xb7 Transforming TotalEnergies/Elf brands to align with its positioning strategies in the destinations.

• Adapting to the dynamic work environment with new distributor management concepts (SSM, Distributor portal, etc.)

EXTERNAL:

\xc2\xb7 Operating in a high growth market and competitive environment.

\xc2\xb7 Competition from other lube international and local players affecting our profitability/market shares.

\xc2\xb7 Understand and continuous update of custom regulations which are dynamic.

\xc2\xb7 Frequent travelling is an essential job requirement.

\xc2\xb7 Awareness about political situation of responsible countries.

\xc2\xb7 Be watchful of counterfeit activities in responsible countries and coordinate with UAE anti-counterfeit team.

Adapting to working with mature and organized distributors, as well as new distributors who would need guidance.

TotalEnergies