Profil du candidat

Knowledge:

Skills:

Experience:

At least 3 to 5 years of experience in B2B Sales preferably from the lubricants industry.

Education:

Activités

New Customer Development

Identify new customers in B2B segment in the assigned area in NEM including major construction projects; at least 100T of new business with a UGM of > 3,000AED/T.
Coordinate with Sales Manager to submit comprehensive commercial offers with Value Added Services package.
Make joint customer calls with the Sales Manager and work towards securing the business.
Keep a database of all the new projects coming up in the assigned area.
Keep a healthy prospects pipeline.

Manage Current Portfolio

Manage the existing B2B customers assigned as well as the new customers.
Ensure there is a seamless operation starting from identifying the customer needs to final delivery of the product.
Build relationships at all levels within the customer business to give a feel of partnership relationship.
To facilitate technical training at the customer premises.
Manage a business volume of approximately 1100T depending on the experience on the job.
Implement and adapt to the usage of SALSA and Elub.
Special focus on sale of Premium Products and product upgradation through TCO approach.
Special focus on generating additional revenue through Value Added Services.
Strict payment control and collection of outstanding as per the customer’s payment terms.

Market Information

Provide update on the Competitor activities on a regular basis to the Sales Manager.
Participate actively in team meetings and propose suitable strategies for increasing Market Share.
Report on new developments in the market in terms of projects in the region as well as new projects secured by the existing customers.
Regular feedback to Sales Manager on competitor’s pricing. Keep a close watch on price changes by competition in a very dynamic market.

Accountabilities

Develop new business with good quality customers.
Manage current customer portfolio as per Company’s requirements.
Improve the Product Mix to focus on increasing profitability.
Increase the TotalEnergies presence in NEM to be a dominant player in the UAE.
Strict adherence and compliance towards Group HSE Charter & MAESTRO requirement and affiliate’s HSEQ Policy, Procedures & specific rules & regulations applicable to the area of activity at all time.
Demonstrates exemplary conduct, rigor, vigilance, and professionalism regarding HSE in all their activities
Ensure adherence to compliance processes and guidelines specific to position’s roles and responsibilities.

HSSEQ & Compliance Objectives

Strict adherence and compliance towards Group QHSE policy with high Quality of QHSE performance and complying with affiliate’s QHSE Policy, Procedures & specific rules & regulations applicable to the area of activity at all time.
Participate in the training program to acquire QHSE knowledge and impart this training to colleagues as and when required by Management.
Reporting of near misses, incidents, hazards & injuries to line Manager within the time frame as required by Quality, HSE, Energy policies and Manuals.
Participate in the investigation and analysis of incidents as and when required.
Comply with LIGHT VEHICLE USE & CONTROL HSEP 35
Strict adherence to QHSE requirements with full authority to stop any operation for safety reasons.
Ensure full adherence to the company’s compliance program, its policies and procedures including economic sanctions and export control in all professional activities.
Promptly notify the compliance officer/economic sanctions referent of any instances of noncompliance or violations of economic sanctions or export control that comes to my attention.

Contexte et environnement

Dubai and Northern Emirates is a potential and growing market with infrastructure projects leading the way.
A vibrant economy with many new projects, developments in the construction and fleet segments.
Very highly competitive market, demanding value selling against local lower priced competition.
Dynamic and aggressive sales team, willing to work on new ideas and new projects.
Supportive Senior Management

Informations supplémentaires

Senior Sales Executive - B2B