Distribution Manager – UAE & Africa Resellers

Context & Environment

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%. 

Activities

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

Candidate Profile

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.

Additional Information

Domain: Sales

Type of contract: Regular position

Experience: Minimum 10 years

Employer company: TOTALENERGIES MARKETING UAE L.L.C