Lubricants Sales Manager Job Vacancy at PUMA Tanzania

Lubricants Sales Manager Job Vacancy at PUMA Tanzania

Lubricants Sales Manager Job Vacancy at PUMA Tanzania

Lubricants Sales Manager

Dar Es Salaam, Tanzania

Main Purpose:

•  Is responsible for establishment and development of a Long term Commercial Relationship
  with existing/new:
• Distributors, and Wholesale Customers
•  Lubricants consuming Firms / Companies / and Contractors
• Liaise with internal stakeholders (Business Support/Finance/Operations/Fellow B2B team
  members) to ensure Customers are served well in accordance with Puma Energy standards
• Primary role is to drive performance of Lubricants business, manage key processes to
  ensure that all customers’ contractual & performance deliverables are achieved; which is
  critical to the success of the offer implementation and sustainability

Knowledge Skills and Abilities, Key Responsibilities:

ROLES AND RESPONSIBILITIES:

1.Monthly Projection/forecast of:

• Lubricants products volume demand
  oDetermining Existing Customers / Prospects volume demand
  oAssessing and considering the impact of seasonality in volume projections
  oExplain reasons for variances in budgeted volume against actual realized
  volumes
  oTrack stock movement – with Stock Account team
  oConduct Periodical reviews to optimize stock availability vs performance
• Liaise with Local/Regional Supply team to ensure adequate supply of Lubricants in the
  market at all times (zero out of stocks)
• Aligning Volume Projections to the overall Company business objectives.

2. Achieve:

• Monthly Sales Objectives as stipulated in the Goal Setting document (posted in
  workday)
• Customers acquisition targets
  oOffer Preparations
  oTender bidding documents preparations and submissions
• Volume and Customer base Growth Objectives
• Gross margin targets (Profitability)
• Maintenance of effective professional business relationships with Customers and other
  internal / external stakeholders

3. Coordinates/Prepare:

• Route to Market Plans and implementations
• New Lubes business development plans and opportunities
• Customer Support Initiatives:
  oTotal Fuel management Offer
  oTechnical Data Sheets, Products Specifications, and Labs testing
  oStorage and dispensing facilities provisions
  oWaste Oil disposals
  oBasic Trainings
• Internal Stake holders meeting to align Lubricants Prices, Margins, and Price
  Changes in the Systems
• Relevant Reports for Management consumption
• Marketing and Sales strategy; to promote business activities and grow sales of
  Lubricants Sales to the B2B Customers base

4.Manage Distributors / Wholesale Customers

• Assist to set-up their volume budgets
• Align them with their Trading Terms & Conditions
• Set-up monthly and quarterly performance reviews
• Conduct Sales Team review meetings
• Determine the incentive structures for both Distributors and their Sales Team
• Ideally this Role is responsible for general business growth of business partners from Plans,
• Implementations, and tracking of results (Measurements and Evaluations)

5. Discuss and recommend Terms & Conditions of payments to management;

• Communicate the agreed terms to relevant Customers and follow up on
  payments as per the agreement
• Maintain effective administrative control of:
• KYC Processes / Documentation,
• Customer Contracts (Supply Agreements),
• Sales Procedures,
• Accounts receivables,
• Price Build-ups,
• Credit Policy: Payments terms, Credit Security, Credit Renewals, and Collections

6.Track Competitors activities in the Industry:

• Conduct marketing Intelligence to determine/undergo:
  oSWOT Analysis outcomes
  oSelling prices comparisons
  oRoute to Market & Coverage strategies
• Closely following-up on competitors offers and their Sales Proposition –
  Opportunities to Improve
• Track Performance of Parallel products (imports) and Counterfeits
  Forge, through Industry Associations, demanding for better taxation regime; and level play
  grounds for all players in Lubricants business

7.Perform / discharge any other company duties as and when such duties are assigned to this

SKILLS AND REQUIREMENTS:

Education & Experience:

• Tertiary Education preferably Chemical Engineering degree or equivalent
• 5 – 7 years’ experience in Oil/Gas industry in the country or outside Tanzania
• Proven experience in influencing executive/senior management around major
  commercial decisions
• 2 – 4 years’ experience in Key Account Management, Customer Services, and
  Marketing
• Exposure to Lubricants, Value Management, and Inventory control will be an
  added advantage

Skills:

• Computer Skills (MS Office)
• Business Knowledge
• Fluent English
• Negotiation Skills
• Communication and Interpersonal Skills
  Competencies:
• Problem solving
• Strong leadership skills
• Strong interpersonal and group communication skills
• Conflict resolution and problem solving
• Goal oriented
•  Ability to manage own schedule to achieve work efficiency and effectiveness

Key Relationships and Department Overview:

• Internal:
  oLocal: Business Support/Finance/Operations/Fellow B2B team members
  oRegional Lubricants Manager
• External:
  oDistributors,
  oWholesale Customers & Resellers
  oConsumers of Lubricants in different channels of the Economy namely
  Mining, Transportation, Manufacturing, Construction, Agriculture &
  Forestry, Public Admin, Food & Beverages, Tourism, Hotel &
  Restaurants, and Others.
  oRegulatory Authorities, Testing Laboratories, Marketing Agencies,
• Research Institutions/agencies

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