Manager - Business Excellence

2 months ago

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 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**
- Location : Dubai - UAE
- Important note for applicants, position "yet to be evaluated" at NP11/12
- Contract T

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