Regional Sales Manager
ENOC
- Dubai
- Permanent
- Full-time
Meet planned sales targets, make recommendations on and develop expansion of network into new market areas, develop new business opportunities through the application of standard marketing techniques such as advertising, market research and sales promotions. Remain proactive to customer needs and constantly monitor competitor activities.
To align with Group CEO's vision of Growth and accordingly accept challenging targets .Principal AccountabilitiesIdentify new markets within the assigned region and conduct a feasibility study in person or through contacts if necessary through an agency. Identify prospective companies capable of representing ENOC in the market and conduct a study in line with the ENOC distributor evaluation criteria.
Recommend and develop expansions to the distributor network. Meet prospective distributors, inspect and assesses their facilities and capabilities in line with the ENOC Distributor Evaluation Criteria. Determine the costs of any investment required, calculate pay out and period/rate of return to justify the investment and submits recommendations to supervisor for further action.
Promote the sale of ENOC lubricants through regular planned visits to ENOC distributors and customers throughout assigned region. Monitors day to day performance of distributors, collect sales data, compares sales performance against targets and provide guidance to distributors on how to improve customer service and to and increase sales, stock positions, ordering pattern, liaise with CSR on order dispatch and monitor payment status. Monitor competitor's activities and any new developments in the region.
Investigates potential marketing opportunities for ENOC and/or any of its subsidiary companies. Submits detailed proposals to each relevant business unit on the extent and range of the opportunity, and works alongside representatives from these business units during feasibility studies.
Prepares marketing plans for each area of responsibility. Specifically, utilises market knowledge to recommend product range, distribution channels of trade, consumer and trade pricing levels and sales promotion activity.
Work on collecting and analysing market intelligence and provide recommendations for market entry / penetration. Propose the use of agencies where necessary.
Assists distributors with support services including product knowledge & product applications. Provides advice and assistance on marketing merchandising sales promotions and advertising. Work with supervisor and brand executives to develop above and below the line advertising and sales promotion campaigns. Maintain follow up with the distributors to ensure that all approved campaigns are implemented on time and to the agreed specification as laid down by ENOC.Additional Principal AccountabilitiesPrepares and maintains export product price schedule (ESPS) for each distributor in assigned area. Obtains supervisors approval of recommended prices where necessary. Makes Sales Orders (Proforma Invoice) and actions in converting them to orders .
Developing Marketing Activity Calendar for each operating Market which is to include all Marketing activities for both Retail and Commercial Segment.
Arrange for regular visits to Market to conduct Customer Meets , Seminars , Workshops , Market Visit , Distributor Sales Staff Training and Key Account Management.
Prepares prices studies for tenders and special price in conjunction with supervisor.
Surveys, verifies and maintains competitive information on price, credit terms, sales volume and market share, competitive marketing activity etc. and reports the same to supervisor.
Assists in setting sales targets and developing the business plan for distributors and customers in assigned area. Provides forecast Business Plan sales figures to supervisor for review and approval. Monitor's distributors and customer's payments to ensure compliance with approved credit terms and follows up directly to ensure timely payment.
Receives orders from distributors and customers, liaise with CSR to ensure order received, processed and delivered on time.
Develop opportunities and introduce ENOC Super lube / / MCE / Auto Service offer where justified.
This is an International Sales Position hence because of urgencies , response to distributor's phone calls and emails needs to be on made on the same day.
This is an International Sales Position and hence there will be time difference between Office hours and the operating countries even then responses has to be within 24 hours to all Distributor's queries.
Being an International Sales position , rigorous travelling will be required across the operating countries which might include Weekends. Compensatory Off will be as per HR Policies and as agreed by Line Manager .
The Job is of a highly competent professional Lubricant Business and as such , Product Knowledge , Selling Skill , Marketing ideas , responsiveness , Techno-Commercial Knowledge about Lubricants sales are desired .ExperienceMinimum Requirements
Education: Engineering is preferred . Otherwise University degree with extensive experience in Lubricants Sales and or Marketing.
Qualifications & experience: 7 + years sales/marketing experience, preferably in the lubricants market.
Language & writing skills: Very good knowledge of spoken and written English. Any additional Language including Arabic an advantage.
Other skills & competencies: Strong analytical skills, numerical aptitude, negotiation skills and good communication ability are essential. Strong organisational and planning skills required.
Computer Skills: Should be computer literate, especially with MS Office Package.