Overview

Distribution Manager – UAE & Africa Resellers Jobs in Dubai at TotalEnergies

Contexte et environnement

Types of contacts associated with the position


  • Interaction with internal and external Stakeholders


Framework for the position’s reflections

  • Strict implementation of instructions


Nature of the position’s interactions

  • The position requires precise communication skills
  • The position requires the ability to influence and convince
  • The position requires negotiation skills


Position operates in a specific market (regulated, competitive, etc.)

  • This position operates in a highly competitive market with >75 players competing for market share.
  • All the major international companies are present alongwith a large number of local brands. National Oil Companies are also very strong and hold a market share of > 35%.

Activités

Responsibility of customers:

  • Handling the TE Retail Distributor in Abu Dhabi, UAE and Africa Resellers
  • Execution of company’s policy and following defined processes to establish company’s strategy.
  • Supervise error-free process from customer order placement till completion of delivery.
  • Maintain customer wise records of historical purchases, trends, communication.
  • Analyze customer off take to improve the product mix for profitability and for regular long-term business.
  • Manage existing Africa Resellers and support them to maximize business.


Sales objectives and achievement:

  • Achievement of individual yearly sales objectives – Volume, Gross Margin and Premium products.
  • Quarterly review and progress reporting with analysis.


Collection objectives and achievement:

  • Ensure the collection targets of the team are met on a monthly basis.
  • Monthly review and report on overdue accounts with analysis, reasons and suggestions


New Business development objectives and achievement:

  • Support Distributor in identifying new dealers and appoint them, based on yearly objectives.
  • Focus on having the strong portfolio of dealers under the Distributor, that support any business downfall.
  • Focus on growing synthetic PCMOs & DEO counters under Distributor.
  • Increase market share in synthetic PCMOs and ancillary grades.
  • Develop new customers in the markets assigned to TEMME by Africa division and grow business in each of the 7 countries presently assigned + any other country that may be added by Africa Division during the year.


Market information and sales reporting:

  • Informed on the up-to-date knowledge of competitor activity in the assigned area of operation.
  • Monthly Reporting to management on the above information.
  • Ability to analyze sales figures of assigned area of operation, highlighting major changes or improvements by monthly report.
  • Active participation and contribution to the departmental sales meetings.
  • Analysis of GFK data and develop strategy for increasing market share.


Marketing contributions :

  • Expected to contribute ideas for efficiency in the area of operation.
  • Liaison with marketing department on marketing promotions for Retail segment in the assigned area..
  • Branding and Dealer signages to be in focus.
  • Collaborate with Marketing team for effective Merchandising operations
Value Selling:
  • Drive the distributor team to upsell and Improve Product Mix thereby improving profitability.
  • Drive the distributor team to Focus on increasing Premium Product Sales and develop Ancillary Product sale


Additional Responsibility:

  • Coordination of counterfeiting with the Technical and Legal Department for TEMME/TEMUAE

ACCOUNTABILITIES
Supporting Distributor sales operations to develop business as per Budget / LTP. Ensuring implementation of credit policy, New business development, Process and policy execution, Customer support, Information gathering and communication, HSSEQ focus. Implementation of DMS+


Compliance Objectives:

  • Ensure full adherence to the company’s compliance program, encompassing economic sanctions and export control program, anti-corruption and fraud policies, procedures, and the Code of Conduct in all professional activities.
  • Promptly notify the compliance officer/economic sanctions referent to any instances of noncompliance or breaches of economic sanctions or export control that comes to my attention. Any other compliance risks identified during day-to-day activities should also be reported immediately.
  • Follow all Compliance rules regarding Africa Resellers and ensure close coordination with Customer Service team to ensure correct documentation and compliant operations.


HSSEQ Objectives

  • Strict adherence and compliance towards TEMME HSSEQ Policy, Procedures & specific rules & regulations applicable to the area of activity at all time with high Quality of HSSEQ performance
  • Participate in the training program to acquire HSSEQ 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 HSSEQ policies and Manuals.
  • Conduct joint safety tours as per annual safety tour plan with follow-up and closure of open points identified during the tours.
  • Participate in the Investigation and analysis of incidents as and when required.
  • Comply with CR-PROC-TEMME-HSE-024 – Light Vehicle Management procedure for TEMME.
  • Strict adherence to HSSEQ requirements with full authority to stop any operation for safety reasons.
  • Demonstrates exemplary conduct, rigor, vigilance, and professionalism regarding HSSEQ in all their activities
  • Participate in 5 levers of sustainability

Profil du candidat

Qualification:

  • Master’s / Bachelor of Engineering, preferably Mechanical OR Management


Technical skills:

  • Understanding of application of various types of lubricants in vehicles / machinery.


Soft skills:

  • Interpersonal skills
  • Managing difficult customers with negative mindsets
  • Effective communication & analytical skills
  • Self-driven and takes initiative
  • Team player

Specific knowledge:

  • Knowledge of the Competitor’s product range and our equivalents.


Language skills:

  • Arabic, level: fluent
  • English, level: fluent


Experience

  • 10 years of relevant experience in the Lubricant industry
  • Retail business development experience with a proven track record in business growth.

Informations supplémentaires

TotalEnergies valorise la diversité, promeut le développement individuel et offre des opportunités d’emploi égales à tous les candidats.

A long-standing player in the energy sector, an integrated multi-energy company (oil and biofuels, natural gas and green gases, renewables and electricity) and a global industrial company, TotalEnergies is also a responsible employer and a corporate citizen. Every day, more than 100,000 employees are focused on reinventing energy in over 130 countries.

Title: Distribution Manager – UAE & Africa Resellers

Company: TotalEnergies

Location: Dubai

 

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