Senior Sales Manager - Asia Pacific

• JOB PURPOSE: Develop new businesses from new countries. Plan and manage sales activities of lubricants for the assigned region and product portfolio, within the global sales segment 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 Contribution

• Together with the Department Manager International Sales, formulate an effective sales strategy and
  
  

realistic 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 that
  
  

enough information is obtained from the limited sources available.

• Conduct feasibility studies carried to analyse the market for new products, using information received
  
  

from 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 conduct

a 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. Obtains
  
  

supervisors’ approval of recommended prices. Makes Sales Orders (Proforma Invoice) and actions in

converting them to orders.

• Carry out 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.

• Reach out and advice customers to maintain personal contact with all major customers in order to
  
  

provide 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 market
  
  

share, competitive marketing activity etc. and reports the same to supervisor.

• Assists in setting sales targets and developing the business plan for distributors and customers in
  
  

assigned area

• 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 aimed to nurture a good relationship with agents

and 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 be
  
  

answered, 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 marketing

activities for both Retail and Commercial Segment.

• Implement Marketing plans for the territory. Specifically, utilising market knowledge to recommend
  
  

product range, distribution channels of trade, consumer and trade pricing levels and sales promotion

activity.

Business Development

• Develop new business through new customers in existing markets.
• Develop new business from new market segment by introducing segment specific products and
  
  

services.

• 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 of
  
  

optimum cash flow and revenues.

• Review reports on customers’ payment 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.

• Carry out 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.

• Obtain information on new customers applying for credit facilities, visits and reports customers
  
  

information 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 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.

• Generic Accountabilities Management
• Plan and supervise the activities of the personnel and resources of the team to achieve the Department
  
  

objectives in an efficient and cost-conscious manner while ensuring implementation of approved

operational plans for the Section in line with Department objectives.

• Develop the knowledge, competencies and innovative spirit in the team and support the establishment
  
  

of Personal Development Plans (PDP’s).

Budgets and Operational Plans

• Compile and provide input for preparation of the Department budgets and regularly monitor expenditure
  
  

against approved the team budget levels.

• Investigate, highlight and reconcile any significant variances to ensure effective performance and cost
  
  

control.

Policies, Systems, Processes & Procedures

• Lead the implementation of approved team policies, processes, systems, standards, procedures and
  
  

internal controls in order to support execution of the Department work programs in line with Company

and International standards.

Performance Management

• Implement the Company Performance Management System for individuals within the team in
  
  

accordance 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 best
  
  

utilise human capital while proactively incorporating sustainability into the on-going work practices to

meet 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 in
  
  

line 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 with

international 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 necessary
  
  

information to Company Management to effectively manage the business.

• COMMUNICATIONS & WORKING RELATIONSHIPS: Internal
• Finance
• Commercial
• Section Heads
• Plants
  
  

External

• Customers
• Agents
• Distributors
• Banks
• 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 and
  
  

regulations

• Knowledge of financial management
  
  

Professional Certifications

• N/A.
  
  

27362

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