Posted on: Jan.17.2023
Manager - Business Excellence, TotalEnergies, Dubai, UAE
JOB ACTIVITIES
Sales Performance Excellence – UAE & Qatar
Identifies the areas of improvement for all lubricant related activities.
Support VP Sales to devise strategies to optimize existing procedures, ensuring efficiencies and smooth workflow.
Focal point to drive premiumisation and upgradation of product range.
Implement TCO concept in all business segments. Responsible to Conduct trials of different range of products at customer locations.
Monitor the performance of the product and make a regular report to customer on the value addition as a result of product upgrade
Coordination with Technical team to ensure regular training to customers with emphasis on value selling and product upgrade.
Implement Key Account Management
Implement B2B Excellence program in UAE & Qatar
Data analysis to identify sales trends and opportunities for improvement
SALSA
Main KEY USER to coordinate with and support Sales teams on SALSA use.
In charge in the process on data cleaning, newcomers induction and sales team training.
Use of SALSA as a sales performance enhancement tool and guide sales teams accordingly.
Regular monitoring of the quality of each pipeline and main stages: identified >visited > offer > trial>contract to finalize
Opportunities at offer stage: These are the opportunities at negotiation stage, organize their follow-up and define specific tasks with Sales Reps to enhance deals closing.
Neglected opportunities: Target to have “0” volume of neglected opportunities
Monitors the prospection and rate of conversion for the sales team.
Others
Implement a dashboard for all Direct Markets KPIs and regular review.
Follow up on Budget achievement – overall, product group, premium; ensure strategy Implementation
Clearly understand market dynamics, current positions, market shares, strategies
Participate actively in team meetings and propose suitable strategies for increasing Market Share.
Make SWOT analysis from time to time to reposition our strategies according to the changes in the market.
Support VP is communication and rolling out the Roadmap and Ambition 2025.
Focal point in rolling out LEAN methodology for collaborative team process improvement exercises.
Focal point for coordination with concerned departments / segments for all business contests.
HSE 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.
Reporting of near misses, incidents, hazards & injuries to line Manager within the time frame as required by Quality, HSE, Energy policies and Manuals.
Comply with LIGHT VEHICLE USE & CONTROL HSEP 35
Strict adherence to QHSE requirements with full authority to stop any operation for safety reasons.
JOB ACCOUNTABILITIES
Strict adherence and compliance towards Group HSE Carter and MAESTRO requirement and affiliates HSE Policy, Procedures and Specific rules and 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 positions roles and responsibilities
Help Sales teams develop new business with good quality customers.
Improve the Product Mix to focus on increasing profitability.
Increase the TOTAL presence in the Commercial/Marine Segment to be the No. 1 Player in the UAE.
Context and environment
CONTEXT & ENVIRONMENT
UAE is developing into a major investment destination for Oil & Gas, Construction and Marine industry.
A vibrant economy with many new projects, developments in the construction, industrial segments
Very highly competitive market, demanding new development to improve the business and operating income.
Dynamics and aggressive sales team willing to work on new ideas and new projects.
QUALIFICATIONS / EXPERIENCE REQUIRED
Knowledge:
Matured and experienced person with hands on experience in Lubricants and Automotive Business.
Skills:
Good management and leadership skills
Good communication and presentation skills
Good teamwork abilities
Analytical ability and problem solving approach
Critical thinking to improve processes, develop strategies and make decisions.
Proficiency in MS Office, Power BI and SALSA.
Education:
Graduate in Engineering, preferably Mechanical / Chemical with Management qualification
Either of the two qualifications is a must to have
Experience:
With at least 10 years’ + experience preferably in lubricants business, with at least 2-3 years in a senior sales position.
Additional Information
The position is externally open only for candidates based within UAE
Location : Dubai - UAE
Important note for applicants, position "yet to be evaluated" at NP11/12
Contract Type : Local
On-boarding timeline : Q1 2023 i.e. February 2023 - March 2023
Offer ID: 68332BR
Metier: Sales
Region, department, area: United Arab Emirates
Workplace location (Precisions/Keywords): UBORA TOWERS DUBAI
Employment type: Regular position
Experience level required: Minimum 10 years
Employer company:TotalEnergies Marketing UEA L.L.C
Branch: Marketing & Services
About us / company profile
Give your best to better energy and make the commitment with TotalEnergies.
With over 500-plus professions in 130 countries, we offer high safety and environmental standards, strong ethical values, an innovation culture and wide-ranging career development.
Be part of the global team whose mission is already shared by 100,000 employees: to make energy better each and every day.