Lubricates Sales Manager

Job Description

Location: Harare, Zimbabwe
Employer company: TotalEnergies Marketing Zimbabwe (Private) Limited
Domain: Sales
Type of contract: Regular position
Experience: Less than 3 years

Candidate Profile

• Relevant university degree in Engineering (Mechanical, Industrial, Manufacturing or equivalent).
• Minimum of 2 year of relevant experience
• Knowledge and application of TotalEnergies Group policies and procedures.

Activities

Sales of Lubricants and related services

• Achieve the defined sales budgets of lubricants in B2B (volumes, margins & NOI).
• Implementation of programs & initiatives like periodic promotions, trade shows.
• Follow up service fee from the portfolio & Improve sales condition of existing customers.
• Prepare and present weekly activity report as well as monthly report to the Specialties Manager.
• Ensure implementation of the terms & conditions of sales, credit limits and payment terms of each customer
• Verify invoices for price irregularities and make certain the corrections are immediately carried out.
• Support existing and new customers through frequent visits.
• Preparing quotations and processing orders on time and in full
• Attending to tenders, preparation of tender documents, get the necessary approvals and timely submission in full.
• Provide quarterly forecast of product requirements to the Lubricants Administrator.

Profitability

• Analyse profitability by customer & propose actions for improvement in the portfolio.
• Sell other services to customers (LubANAC, LubConsult, LubInsight, LubPiolot).
• Improve the profitability of the division through introduction of high margin specialized products.

Develop Customer Portfolio

• Prospect and onboard B2B customers and negotiate sales contract.
• Perform periodic market survey of the business and propose an action plans.
• Use SALSA and ensure all maturity KPIs are met.
• All customer visits will be documented through the visit report function on SALSA.
• All customer visits must be entered immediately after the visit is completed and no later than 5 days after the visit.
• Travel as required to meet with customers and attend industry events.

Credit Management & Pricing

• Follow up credit risk, credit limits, terms of payment & payment related activities.
• Prepare price insertions, price updates, price communication and related issues.
• Collect payments & perform allocations in time.

Technical Support & Innovative services

• Ensure all stakeholders requiring training receive appropriate technical training (distributors, network staff, station attendants, B2B staff).
• Listen from customers, understand pain points & offer new differentiative products & services.
• Monitor the requirement of new products type and quantities based on the market need.
• Manage lubricant products equivalent & compatibility; and conduct lubes surveys at customer sites
• Communicate and handle all product complaints at customer level and liaise with Product Support Technical Team.
• Responsible to track any product trial, take oil samples, interpret oil sample reports, discuss & feedback to mine engineers & maintenance, request dispensing equipment.

Comply with Company & Group Rules

• Respect and apply TOTAL’s quality & safety standards and the code of conducts.
• Conduct periodic inventory of fixed asset that are at customer site.

Perform any other related duty, as instructed by the supervisor.

Context & Environment

• Challenging economic environment requiring creative ways to maintain current & develop new business.
• Absence of a Marketing Intelligence body/organization/watchdog in the country.
• Presence of aggressive Lube marketers and independents e.g. Castrol, Caltex Engen, Fuchs, Shell and others.
• TotalEnergies Zimbabwe aims to be the market leader in Zimbabwe.
• Position also involves working closely with other departments and sections of the company.’

Additional Information

Accountabilities

• Achieve Profitability and Volume Objectives
• Providing Technical support (installations, training, oil analysis, lube surveys)
• Undertakes HSEQ audits at allocated Network sites.
• Health, Safety, Quality and Environment program implementation including used oil disposal program.
• Reports 2 near miss per month