Business Development Manager – South Middle East & Iraq

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Business Development Manager – South Middle East & Iraq

manager · Sales & Business Development

Context & Environment

Types of contacts associated with the position

INTERNAL:

• Establish a link between each destination and all other support functions (Marketing, HSE, Customer Service, Technical, Supply Chain).
• As part of the ALTO project restructuring, managing the industrial accounts in Iraq and Yemen in terms of compliance, loadings and payments for the active accounts.
• Understanding of internal logistics management and key stake holders.
• Transforming TotalEnergies brands to align with its positioning strategies in the destinations.
• Adapting to the dynamic work environment with new distributor management concepts (SSM, Distributor portal, etc.)
• Understanding the defined action plans for key markets (Rupture Markets within SOUTH ME and Iraq) targeting strategic and measured growth.

EXTERNAL:

• Operating in a high growth market and competitive environment.
• Competition from other lube international and local players affecting our profitability/market shares.
• Understand and continuous update of custom regulations which are dynamic.
• Frequent travelling is an essential job requirement.
• Awareness about political situation of responsible countries.
• Be watchful of counterfeit activities in responsible countries and coordinate with UAE anti-counterfeit team.
• Adapting to working with mature and organized distributors, as well as new distributors who would need guidance.
• Direct interaction with the industrial clients for compliance, loadings and payments

Framework for the position's reflections

• Creation of new solutions to problems encountered
• Transformation at entity level
• 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

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

• Highly challenging markets due to political instability, weak infrastructure, security risks that severely limit consistent business operations and distribution control.

Activities

CORE RESPONSIBILITIES (LUBRICANTS):

• Responsible to analyse country wise and segment wise potential to devise and implement country wise strategies in the SOUTH ME region and Iraq.
• Function as an excellent relationship link between distributors of TotalEnergies and TotalEnergies UAE sales office.
• Focus on developing organized segment wise sales in each destination.
• Scouting and appointing new distributors in vacant countries for TotalEnergies.
• Set annual volume targets for each distributor and assist them to achieve that.
• Set realistic annual Business Plans coordinating with distributor & TotalEnergies UAE marketing department.
• Price List preparation in order to achieve the desired profitability and make the products commercially viable.
• Reporting with forecasting linked to order processing.
• Implementation of designed strategies in the respective segments in focus countries.
• Being open to challenges, team building & coaching and continuous learning.
• Continuous update on the socio-economic and political framework of the responsible territory.
• Scouting, identifying and reporting of any counterfeiting activity of TotalEnergies or Elf brands in the perimeter.
• Responsible in managing the distributors, resellers and direct accounts for the industrial team in Iraq and Yemen by handling the compliance, payments and loadings.

COMPANY OBJECTIVES:

• Meet/Exceed Volume and GMVC targets for each destination/sales office.
• Increase TotalEnergies market share in each destination.
• Implement Group’s HSSEQ guidelines across distributor and sales office premises.
• Follow Credit department’s guidelines to reduce receivables and cover all transactions under LC or BG
• Grow retail business in each destination and provide all the required tools in order to make TotalEnergies an established retail brand.

PURPOSES:

• Strict adherence and compliance towards Group HSSEQ Charter & MAESTRO requirement and affiliate’s HSSEQ Policy, Compliance 
• Business Development to capture more opportunities and volume growth.
• Grow retail business to maintain/penetrate and become one among top 3 positions in each destination.
• Grow the Industrial business in the core markets with potential.
• Develop OEM business wherever possible.
• Ensuring DMS+ and Distributor Online Portal is rolled out and status reviewed with all distributors half-yearly.
• Analyse market potential, product line and pack positioning to improve all mixes to optimize business productivity.
• Build and present for approval win-win scenarios for new business and market consolidation and implementation.
• Demonstrate ability to lead projects in markets/company as well as ability to work on global tenders involving inter-affiliate cross functionality.
• Ensuring payments and Bank Guarantee is updated mitigating all financial risks; credit customers are within permitted levels.
• Monitor competition in the territory and report to management.
• Maintain hierarchical teamwork, nurture, and coach team members.
• Ensure cohesive communication and coordination with all support functions: Supply chain, Marketing, Technical, Customer Service, etc.
• Managing industrial accounts in Yemen and Iraq. 

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.

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:

• Engineering, Business or Management Graduate. 

Technical skills:

• MS-Word, Excel, PPT, Copilot 

Soft skills:

• Perfect Selling and Negotiation Skills 
• Strong Relationship Management skills for distributors 
• Analytical & comprehension skills. Trend analysis and forecasting would be advantage 
• Strong communication and Presentation skills

Specific knowledge:

• Sound knowledge of lubricants Business
• Good knowledge of custom regulations in the Middle East 
• Knowledge on socio-economic-political framework of the countries under TEMME 
• Understanding of channel sales management and value pricing models 

Language skills:

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

Experience for the position?

• At least 5 years in sales (Preferably in Lubes or FMCG)

Additional Information

Domain: Sales

Type of contract: Regular position

Experience: Minimum 6 years

Employer company: TOTALENERGIES MARKETING UAE L.L.C