Main Purpose:

Lubricants Sales Managers:

• 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

 

Knowledge Skills and Abilities, Key Responsibilities:

 

ROLES AND RESPONSIBILITIES:

 

1. Monthly Projection/forecast of:

• Lubricants products volume demand
  • Determining Existing Customers / Prospects volume demand
  • Assessing and considering the impact of seasonality in volume projections
  • Explain reasons for variances in budgeted volume against actual realized volumes
  • Track stock movement – with Stock Account team
  • Conduct 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
  • Offer Preparations
  • Tender 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:
  • Total Fuel management Offer
  • Technical Data Sheets, Products Specifications, and Labs testing
  • Storage and dispensing facilities provisions
  • Waste Oil disposals
  • Basic 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:
  • SWOT Analysis outcomes
  • Selling prices comparisons
  • Route 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 Job Title by the B2B Manager or other Superior Authorities

 

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

 

Skills:   

• Computer Skills (MS Office)
• Business Knowledge
• Fluent English
• Negotiation Skills
• Communication and Interpersonal Skills

 

Competencies:  

• Problem-solving
• Strong leadership skills
• Strong interpersonal and group communication skills
• Conflict resolution and problem-solving
• Goal oriented
• Ability to manage own schedule to achieve work efficiency and effectiveness

 

Key Relationships and Department Overview:

• Internal:
  • Local: Business Support/Finance/Operations/Fellow B2B team members
  • Regional Lubricants Manager
• External:
  • Distributors,
  • Wholesale Customers & Resellers
  • Consumers of Lubricants in different channels of the Economy namely Mining, Transportation, Manufacturing, Construction, Agriculture & Forestry, Public Admin, Food & Beverages, Tourism, Hotel & Restaurants, and Others.
  • Regulatory Authorities, Testing Laboratories, Marketing Agencies, Research Institutions/agencies