Lubricant Sales Manager

Job Summary

The Job entails Sale of Lubricants through new and existing avenues and will report directly to the Commercial manager. The purpose of this role is to understand and implement the company’s lubricant marketing strategy for the Sectors, Markets or Channels, translating them into a plan / campaign that will support the achievement of market penetration, brand reputation and financial targets. The Lubricant manager will be in charge of lubricant products to help the company customer’s acquisition and revenue targets by keeping the company competitive and innovative. You will be responsible for maximizing sales team potential, crafting sales plans and justifying those plans to commercial manager and upper management. As a team leader, you should help develop marketing approach of a wining Customer Value Propositions (CVPs), long term and short term plans in order to drive business in the right direction and to achieve the growth targets of lubricants products.

  • Minimum Qualification: Bachelor
  • Experience Level: Senior level
  • Experience Length: 7 years

Job Description

Division/ Department: Commercial Department
Supervisor: Commercial Sales Manager

•    Plan customer calls and visits to provide the appropriate level of service to existing and new customers with a focus on retaining/expanding existing business relationships
•    Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with customers
•    Plan, monitor and achieve individual and team sales targets (e.g. margin, growth, named customer CVP (Customer Value Proposition), and trade debtor target
•    Develop, update, maintain, and communicate the Account Plan
•    For new and existing customers, define and regularly review relevant customer relationship, behavioral and differentiated services banding and their sales & marketing plan
•    Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt
•    Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including price, contract, payment terms and services).
•    Achieve growth and hit sales targets by successfully managing the lubricants dealers and direct sales
•    Design and implement a strategic business plan relating to lubricants, that expands company’s customer base and ensure its strong presence
•    Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs
•    Identify emerging lubricant markets and market shifts while being fully aware of new products and competition status.
•    Ensure the smooth process flow with effective manner, Sales and business development, in charge, mainly responsible for the business growth of lubricants products, Managing operators, process flow and back office
•    Research and communicate new customer opportunities within the region and share with Commercial Manager when applicable
•    Training and Development of the Distributors Sales establishments to ensure the Key Performance Indicators for Volumes & Gross Margins are delivered as per plan.
•    Establishes and manages effective programs to coach and train customers to efficiently use company lubricants products and services
•    Monitor key accounts performance trends and determine appropriate actions to address any issues to optimize the business and deliver best-in-class customer service and compliance to credit policy
•    Provide the Company with marketing/sales intelligence related to own area of responsibility and help the Company performance
•    Key player in budgeting and sales volume planning, tracking and reporting, compile relevant reports for management use
•    Work with the Commercial Manager and General Manager in developing and maintain strong relationships with customers within the B2B markets.
•    Accurately forecasts annual, quarterly and monthly revenue streams for business segment
•    Monitor the establishment, development and enhancement of customer relationships
•    Providing Management Information Reports on monthly basis.; Direct, manage and grow segment sales revenue through professional relationships with industrial clients.
•    Locate or propose potential business deals by contacting potential partners, discovering and exploring opportunities.
•    Identify trendsetter ideas by researching industry and related events, publications and announcements, tracking individual contributors and their accomplishments.
•    Carry out negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including price, contact, payment terms and services)

Experience and Qualification Requirements
•    University graduate with minimum 7 years working experience Sales / Marketing field preferably experience in front line sales of Lubricants role.
•    Leadership and negotiation skills
•    Proactive and positive working attitude
•    Strong Business Development in Lubricants products
•    Excellent handle of B2B, B2C and B2G sales team
•    Ability to priorities and work well under pressure
•    Successful previous experience as a sales representative or sales manager, consistently meeting or exceeding targets
•    Proven ability to drive the sales process from plan to close
•    Strong business sense and industry expertise
•    The candidate should show strategic thinking ability, as well as a strong performance track record.

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