Domain Operations, Sales
Type of contract: Regular position
Experience: Minimum 6 years
Responsible for growing the Distributor Channel (new and share of wallet) and directing all activities related to execution of Lubricants roadmap and strategy in a highly competitive market, a value-creating business recognized for its consistent execution and customer-facing culture that delivers superior results for the Distributor Channel.
ActivitiesProfitably grow the lubricants business and ensure sustainable earnings aligned with the overall Lubricants goals and objectives.Manage the Distributor contract through the Distributor Management System (DMS plus process, i.e., price negotiations, Contract KPI's, MOQs, Quarterly Business Reviews, etc.).Collaboration/Cross-functional interaction with all B2B2C segments – DIY, Agric, reseller, and Network, and other Business Units and key stakeholders (Supply Chain, Business Support, Finance) to best exploit synergies and customer opportunities.Receivable Management - Ensure strict enforcement of sound Credit and Cash-Flow management. Proactively identify account issues to reduce past dues and doubtful debts, rebate management, and price management.Implementation of Distributor Value Proposition - Support the implementation of the Distributor Value Proposition consistently across the entire Distributor Channel through a wide product range and service offering, reliability in supply, building the TotalEnergies footprint, building customer trust and belief in our brand, regular value-based promotions to support and increase brand awareness, and exponentially grow sales volumes in this sector at reasonable margins.A key source of information and responsible for gathering and feedback market intelligence.Building the TotalEnergies brand through promotions and marketing/customer events.Have good market and customer knowledge (i.e., size of wallet, share of wallet, buyer center, competitor activity/intelligence).Exercise the fundamental TotalEnergies values of Commitment, Integrity, Agility, Empathy, and Flexibility.Proactive prospecting and lead identification.Driving Lubricants sales through the Network Channel in conjunction with Network Dealers, TM's/RSM's.HSEQ To effectively manage and minimize HSE risk within the area of responsibility by ensuring:
Compliance with all HSE Policies, rules, guidelines, and legal requirements.Promotion of a safe working environment and positively contributing to the company HSE KPIs and risk reduction strategies. Ensure that HSE competency requirements are identified and enforced within the area of responsibility.Governance Ensure effective risk management and internal control. Comply with company requirements, i.e., DD certificates issued.
Candidate ProfileBachelor's degree in marketing, business administration, sales, or relevant field.Four to five years' proven work experience in sales, management, key account management, or similar role.Strategic perspective – ability to develop and implement strategy in a changing environment – forward-thinking with analytical and problem-solving skills.Knowledge of CRM system, preferably with some experience in Salesforce.com.Effective communicator at all levels of the organization and external groups, excellent verbal and written communication skills; must be a listener, a presenter, and a people-person willing to work outside normal office hours.Strong negotiation skills, with experience dealing with distributors.Proven results of delivering client solutions and meeting sales goals; able to analyze performance metrics and suggest improvements that translate into improved results.Customer expertise - ability to know and understand customers, improve customer communication, and understand what to offer customers and maintain customer loyalty.Prepared to travel long distances to organize, plan, and coordinate meetings with customers and business partners.Proficient in Microsoft Excel, Word, PowerPoint; SAP is an advantage.Strong financial understanding of Corporate Finance and measurement of performance.Additional InformationTotalEnergies values diversity, promotes individual growth, and offers equal opportunity careers. TotalEnergies is an equal opportunity employer, and all applicants that meet the specified criteria will receive consideration for employment without discriminating unfairly on any arbitrary ground, including but not limited to race, gender, sex, ethnic or social origin, colour, sexual orientation, age, disability, religious conscience belief, political opinion, culture, language, marital status, or family responsibility.
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