Lubricants Sales Manager

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

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

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