LUBRICANT SALES MANAGER – UGANDAN NATIONALS ONLY

We are urgently looking for a Lubricant Sales Manager / Commercial and Industrial Manager. The ideal candidate will be responsible or generating business in two segments namely Construction Fleet and Industrial, working with the National teams in Uganda. Delivering the strategic business plan of the organization and
business growth in these two segments.

1. Develop business with large accounts directly in key segments and service them through the teams.

2. Support teams in appointing Industrial Distributors and new direct customers.

3. Provide customer status and market inputs to Regional Manager and assist him in business plan and segment wise strategy plan.

Education / Qualifications: Degree in Engineering - Mechanical or Automobile will be an
added advantage

Work Experience: Minimum of 15+ years of experience in sales of Industrial Lubricants / Industrial products / Industrial chemicals. Having minimum of 5+ years of experience of
handling team of professional people.

Technical Knowledge: Lubrication Principles and practices, Lubrication systems. Technical knowledge of Lubricants. (Metal working fluids will be an added advantage)

Skills required: Interpersonal Skills: Good in interaction and collaborating with Internal and external customers.

Presentation Skills: To prepare and make product and technical presentation to customers. Creation of technical literature / website

People Management: As a functional manager, should support his team to enhance their skills. Understand their knowledge level skill set and provide training to improve the knowledge and skill set.

Business Plan and Execution:

As a Functional head develop a systematic process for the team to approach various segments and achieve segment wise goals, sales volume and the average price realization as per business plan.

Business Model:

1. Prepare segment wise Product portfolio in consultation with Technical Manager comprising

2. Premium grades, Synthetic lubes, Standard grades and fighting grades.

3. Constantly engage Team to arrive at suitable Price offers to various customers in consultation with RM on costing and average realization expected.

4. Support National teams in appointing Industrial Distributors in small / medium industry. clusters and where commercial reason dictates. Develop a suitable Distributor Profile and Distribution policy for Industrial Distributors and guide the National teams.

5. Develop business directly with selected large Key Accounts in Mining, Cement, Construction segments and large fleets.

6. Participate in tenders - Government tenders, sectors like - Sugar, Cement, Mining.

7. Scan market for business opportunities through regular customer news, competitor and market intelligence and increase business by suitable product offers and logistical solutions in distant locations, especially Mining and Construction segments.

8. Build quality relationship with large key accounts engaging them on a regular basis and supporting them with Product solutions, in coordination with Technical Manager.

Commercial: In Consultation with RM work out a competitive pricing for different segments, keeping in view competition pricing. Develop pricing model based on total cost benefit for Premium

Products and Synthetic Lubricants:

1. In contractual sales (Tenders) ensure all contractual agreements are met and contract renewed / extended in line with Company requirement.

2. In Consultation with RM develop credit policy frame work for B2B customers and monitor credit exposure along with National teams.

Communication and Cooperation

1. Close co-operation and regular communication with internal stake holders such as Technical Manager, Finance Manager and Operations Manager and with all the National.

B2B teams

1. Prepare and provide Product presentations, segment wise, to national teams to enable them present them to Customers and develop business.

2. Providing regular updates on products to the Team and the Key Customers and arranging

3. Product briefings, training, workshops for large customers, Industrial Distributors and B2B national teams.

Customer Service

1. To develop and provide a frame work for Lubrication survey and Product recommendation for Customers, conduct product trials and offer oil testing services to select customers in co-ordination with Technical Manager to establish superiority of products and work on total cost benefit analysis for Customers.

2. To conduct field trails to establish confidence and reliability in customers.

3. Analyzing oil samples regularly to optimize the customer equipment life and oil replacement intervals as predictive measures and analysis plays a vital role.

Complaint Handling: Co-ordinate with Technical Manager and B2B teams in resolving product complaints from customers and provide them with solutions. Establish structured quality review with Key accounts to establish as Premium supplier of lubricants.

Market Information and Feedback: Track the potential for new segments and new customers and requirement for additional products. From existing customers obtain information for additional business, Business references to effectively increase opportunities. Provide consolidated feedback to RM to assist in business plan and strategy review.