Manager - Business Excellence

1 week ago


Dubai, Dubai, United Arab Emirates TotalEnergies Full time
Sales

  • DUBAI-U BORA TWRS(ARE)
  • United Arab Emirates

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 followup 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 202
  • 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 3
  • 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 23 years in a senior sales position.

Additional Information

  • Location : Dubai
  • UAE
  • Important note for applicants, position "yet to be evaluated" at NP11/1
  • Contract T


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