B2B2C Lubricants Business Adviser at TotalEnergies

KAM Distributors

Job Description

• Profitably grow the lubricants business and ensure sustainable earnings is achieved which is aligned with the overall Lubricants goals and objectives
• Manages the Distributor contract through the Distributor Management System (DMS plus process ie price negotiations, Contract KPI’s , MOQs, Quarterly Business Reviews, etc
• Collaboration/Cross functional interaction with all B2B2C segments – DIY, Agric, reseller and Network and other Business Units and key stakeholders (Supply Chain, Business Support, Finance) to best exploit synergies and customer opportunities.
• Receivable Management - Ensures strict enforcement of sound Credit and Cash-Flow management. Proactively identify account issues to reduce past dues and doubtful debts, rebate management, price management.
• Implementation of Distributor Value Proposition - Supports the implementation of the Distributor Value Proposition consistently across the entire Distributor Channel through a Wide Product Range and Service Offering, Reliability In Supply, Building the Totalenergies Footprint, building Customer Trust And Belief In Our Brand, Regular value based Promotions, To Support & Increase Brand Awareness and Exponentially Grow Sales Volumes In This Sector At Reasonable Margins
• A key source of information and responsible to gather and feedback market intelligence
• Building the TotalEnergies brand through promotions and marketing/customer events
• Have good market and customer knowledge (i.e. size of wallet, share of wallet, buyer center, competitor activity/intelligence)
• Exercise the fundamental TotalEnergies values of Commitment, Integrity, Agility, Empathy and Flexibility
• Proactive prospecting and lead identification

HSEQ

Adhere and comply to company HSEQ and security standards, (Golden rules and Near miss reporting), so as to minimise risks pertaining to company assets and protection of life.

Governance

Ensure effective risk management and internal control. Comply to company requirements ie DD certificates issued

Context and environment

Responsible for growing the Distributor Channel (new and share of wallet) and directs all activities related to execution of Lubricants roadmap and strategy in a highly competitive market, a value creating business, recognized for its consistent execution and customer facing culture, that delivers superior results for the Distributor Channel.

Candidate profile

• Bachelor’s degree in marketing, business administration, sales, or relevant field
• Four to five years’ proven work experience in sales, management, key account management, or similar role
• Strategic perspective – ability to develop and implement strategy in changing environment – forward thinking with analytical and problem-solving skills
• Knowledge of CRM system, preferably with some experience in Salesforce.com
• Effective communicator at all levels of the organization and external groups, excellent verbal and written communication skills; must be a listener, a presenter, and a people-person and willing to working outside normal office hours
• Strong negotiation skills, with experience dealing with distributors.
• Proven results of delivering client solutions and meeting sales goals, Able to analyze performance metrics and suggest improvements that translate into improved results
• Customer expertise - ability to know and understand customers, improve customer communication and understand what to offer customers and maintain customer loyalty.
• Prepared to travel long distances to organize, plan and coordinate meetings with customers and business partners
• Proficient in Microsoft Excel, Word, PowerPoint. SAP and advantage