Mining & Industrial National Sales Manager - Lubricants at TotalEnergies

Job Description

• Strategy: must ensure the optimized development of the Lubricant Business
•  To implement marketing strategies for the Mining and Industrial segments and oversee their execution
•  To maintain/develop Total’s market share in the Mining and Industrial segments through the development of a differentiated

Customer Value Proposition

•  To identify new market segments to ensure organic growth through the implementation of TMSA’s full Mining and Industrial product range

Lubricant sales:

•  To ensure that the Mining and Industrial Sales budgets (Volume and Margin contribution) are achieved
•  To develop new Mining and Industrial markets and business opportunities through innovative products and solutions
•  Develop long term and sustainable business relationships at all levels within key Mining and Industrial Customers
•  Develop an industry leading customer value proposition for Mining customers that address’s the Mining Charter and
• Community development, identified Customer priorities and Digitalization requirements
•  Develop a “carbon footprint reduction” strategy for both TMSA and the Customer through the implementation of the
• TotalEnergies Groups Carbon reduction initiatives and cross collaboration with TotalEnergies Global teams
•  Ongoing management of all Contractual requirements, including but not limited to contractual KPI’s and pricing management
•  To ensure pricing and rebates are effectively managed and ensure that customers are charged for any additional services offered
•  To ensure all costing associated with customers is accounted for and that under recoveries are collected
•  To manage the level of gross margin after variable costs by customer and ensure that agreed customer service levels are exceeded
•  To ensure customers pay within agreed term and resolve credit related issues
•  To interpret variance analysis, prepare and present business review for the channel of trade
•  To ensure all appropriate tenders and business opportunities are responded to in a professional manner
•  To ensure that existing profitable business is maintained and grown through excellent customer service
•  Requirement to work with multiple divisions within TMSA to support the company’s overall business objectives

HSEQ

• To ensure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and legislation
• (including cross border tax and duty requirements ) so as to minimise all risk pertaining to company assets and protection of life

Governance

• To ensure effective risk management and internal control, including asset management, for area of responsibility

Context and environment

•  Challenge is to achieve an effective balance between marketing benefits and profitability for both customers and TMSA
•  Identify financially viable solutions for each customer to ensure long term sustainable and profitable business in a highly contested market where customers have the freedom to choose suppliers
•  Other internal and external constraints which make this job challenging are an uncertain regulatory environment, Enterprise
• Development/Localisation demands from Customer, changing Customer priorities, a general skills shortage and high subsequent turnover; BBBEE compliance for people management
•  Requirement to build long term partnerships with key TMSA office stakeholders to ensure the implementation of Group strategies and Business Development initiatives
•  Cross functional relationship and joint responsibility with other departments

Candidate profile

• Appropriate Business degree and/or 10 years’ experience gained in a petrochemical marketing or comparable business environment
•  Demonstrated experience in dealing with senior stakeholders at major Mining houses
•  Demonstrated experience in gaining new business within the Mining and Industrial segments
•  Demonstrated experience in working on large scale Mining and Industrial tenders
•  Demonstrated experience in managing CAPEX projects at major Mining and Industrial customers
•  Demonstrated Contract management experience including Price Formula development and negotiation and the ongoing management of Contractual KPI’s
•  Demonstrated experience in the development of Localisation/Enterprise Development projects for major mining houses would be advantageous
•  Appropriate knowledge of the products and their potential applications in the industry
•  Applied sales management, negotiation and conflict resolution skills
•  Experience working with the SALESFORCE CRM platform will be advantageous
•  Demonstrated experience in managing a sales team of 3 or more people
•  Knowledge and application of TMSA code of conducts and ethics
•  Knowledge and application of TMSA policies and procedures