Sales and Marketing Manager - Maseru at Engen

Purpose of the Job

• To develop, implement & manage the sales & marketing function (Retail / Commercial / Lubes) – inclusive of the brand and communication strategy - to ensure continued profitability and optimization of business processes.  
• To also increase the sales turnover & market share of Engen’s convenience stores & APOs through effective management of merchandising, sales & promotions, profitability & administration.

What you’ll have done before:
Baseline:

• NQF Level 7 (Degree in Business/ Science/ Marketing)
• 8 years’ experience in Sales & Marketing/ Strategy Development
• Experience in developing/ implementing Marketing strategy.
• 3 years people management experience

Advantageous

• Degree in Strategy Management
• 5 years in Lubricants/ A&P or FMCG business

What you will be doing:
MARKETING STRATEGY FORMULATION AND EXECUTION

• Conduct market research to inform Sales & Marketing Strategy and develop the Sales & Marketing Strategy aligned to the company’s approved business plan. 
• Manage the implementation of S&M strategy through the sales team and allocate work to Area Managers and support the execution process.
• Develop and execute marketing strategies, by product & segment, through evaluating product portfolio, mix, customer, and external market environment analysis ensuring alignment with market dynamics and global technological advances. Obtain guidance & approval of marketing activities from the CMO.

PROFITABILITY MANAGEMENT

• Develop cost-effective product delivery strategies to reduce the Cost-to-Serve and formulate, drive the product pricing through CVP, pricing profile.
• Manage and monitor price performance & value leakage in collaboration with the Finance team to ensure alignment with external market and sustainability of the business.
• Lead team in identifying or evaluating individual customer profitability through detailed profitability, costing and pricing tools.

BUSINESS RETENTION AND GROWTH

• Base business protection – protect existing customer base by developing sector-specific CVPs, and where possible, customer-specific offerings. Improve the share of wallet on key accounts.
• Creative business development and growth new product offerings and create CVPs, sales aids and brochures for each vertical. 
• Introduce innovative differentiators for the indirect sales channel e.g., digital solutions, e-commerce.
• Formulate indirect sales channel branding initiatives and evaluate market value propositions and product enhancements to position Engen Lubricants as a market leader.
• Support the Brand & Product team in developing appropriate product line to meet current and future customer requirements. 
• Drive Business Development and Pipeline Management activities for Direct sales
• Co-ordinate product label designs for the automotive product line to ensure conformance to brand guidelines.

ASSET MANAGEMENT

• Managed capital investments – Review business proposals from the sales team to ensure that they are within investment parameters.
• Optimally utilize Asset base – ensure a valid and complete asset register.
• Asset base well-maintained – coordinate with engineering team to ensure that planned and unplanned maintenance is carried out.
• Network management – ensure that all relevant information about the network is available and up to date (SoTs, Upgrades, etc.)
• Network development – initiate and update the network development plan (NTIs, NTEs)