Automotive Sales Manager (DXB-NE)

Job Description

• JOB PURPOSE: Plan and manage sales activities of lubricants for the assigned portfolio within the Automotive segment in order to ensure that an efficient and effective sales service is provided, and that sales and profit targets are met whilst maintaining outstanding customer relationship through effective communication and collaboration to boost sales and promote ADNOC Distribution image and reputation.
• KEY ACCOUNTABILITIES: Job Specific Accountabilities Sales Operations
• Drive sales performance through implementation of sales and marketing initiatives in order to achieve
  
  

sales targets.

• Assist to develop strategies to expand the customer base and contribute to the development of the
  
  

company’s brand.

• Carry out the promotion of the company’s lubricant products in order to increase sales wherever
  
  

possible, using the sales strategy and by analysing information such as past and current trends.

• Monitor key accounts performance trends and determine appropriate actions to address any issues to
  
  

optimize the business and deliver best-in-class customer service and compliance to credit policy.

• Act as a professional advisor to ensure that Company’s corporate image is maintained and, in so
  
  

doing, derive maximum value from existing business.

• Participate in negotiations and become a key player in administering contractual agreements with
  
  

clients in the region.

• Provide reasonable budget assumptions for the sales, that will ensure SMART Budget are set. Key
  
  

player in budgeting and sales volume planning, tracking and reporting, compile relevant reports for

management use.

• Sustains rapport with key accounts by making periodic visits; exploring specific needs; anticipating
  
  

new opportunities

• Identify marketing opportunities by identifying consumer requirements, defining market share,
  
  

competitor’s share, and competitor’s strengths and weaknesses, forecasting projected business,

establishing targeted market share.

Reach out and advice customers to maintain personal contact with all major customers in order to

provide the very best service and to deal with any problems promptly.

• Meet with agents and distributors periodically in order to discuss customer feedback about the
  
  

products used, and to resolve any related issues they may have aiming to nurture a good relationship

with agents and distributors in order to gauge the performance of the Company and products.

• Represent the function at seminars and exhibitions, to ensure that attendees’ questions can be
  
  

answered, and any potential business opportunities followed up.

Market Analytics

• Maintain and analyse customer data and provide feedback to Sr./Department Manager; advising on
  
  

forthcoming opportunities to support future growth. Provide timely and regular market related

feedback (Competition, Promotions/ Sales Trend. Etc.)

• Conduct market research, market trend analysis and competitive analysis to identify threats and
  
  

opportunities and develop marketing plan and activities accordingly

• Monitor market trends, competitor activities and consumer preference and position ADD’s product
  
  

accordingly.

Customer Service

• Ensure that the quality of each product fully meets customer specifications through using customer
  
  

feedback and liaising with the Plant to meet their expectations.

• Advise customers on all aspects of each product, and deal with their queries and complaints, where
  
  

appropriate and act with appropriate sections to meet their queries and complaints.

• Co-ordinate the process of dealing with customer complaints by liaising with the Plant in order to
  
  

discuss the nature of each complaint and identify ways on how to resolve it and how to avoid any

future similar complaints. Ensures that the Department deals with complaints promptly and efficiently,

within set procedures, and that good customer relations are maintained.

Lube-Loan Equipments

• Review lube storage and other lube related equipment requests from retail and commercial
  
  

customers.

• Communicate with supplier and receive quotation.
• Conduct payback period calculation and get approval from Department Manager.
• Initiate PO request in the system.
• Monitor installation of lube equipments and complete GRN in the system upon successful
  
  

commissioning of lube loan equipments.

• Raise maintenance request in case of any maintenance request from customers.
  
  

Credit and Collection

• Ensure timely collection of outstanding debts, in line with the overall plan to assure achievement of
  
  

optimum cash flow and revenues.

• Review reports on customers’ payment performances and staff collection performances, received from
  
  

Finance, and initiates action where appropriate to ensure that all debts are resolved as quickly as

possible, and takes any action necessary to minimise the amounts outstanding.

• Carry out the opening of credit accounts for new customers following a thorough investigation into their
  
  

credit worthiness, to eliminate the possibility of future payment problems.

• Recommend and control the monthly approved quantity for each credit customer to ensure that sales
  
  

stay within the limits of each Bank Guarantee.

• Obtain information on new customers applying for credit facilities, visits and reports customers
  
  

information such as customers business activity, business address, bank names and address,

customer’s expected monthly demands, etc.

Relationship Management

• Build and maintain effective relationship with key and potential clients, interacting with business
  
  

partners and provide expert knowledge and support to ensure operational excellence and standard

application of operating standards.

• Develop and maintain effective business relationships with all relevant internal departments and
  
  

external entities such as consultants, local, international and government authorities etc. with highest

standards of business ethics, whilst promptly attending to all critical issues in-order to ensure the

services required by the organization are delivered in the most effective manner.

• Maintains contact and good relationship with all clients and ensure high-level client satisfaction.
• QUALIFICATIONS, EXPERIENCE, KNOWLEDGE & SKILLS: Minimum Qualification
• Bachelor’s Degree in Sales/ Marketing/ Business Administration or equivalent.
  
  

Minimum Experience & Knowledge & Skills

• 8 years of experience in Sales operations, of which at least 3 years in a managerial role, preferably in
  
  

the retail sector or in a similar environment.

• Multi-functional operational management experience.
• Deep knowledge of business workflows, operations processes and systems.
• Experience of developing strategic plans for service-based industry.
• Strong experience in project management and the execution of complex projects that are critical to
  
  

the delivery of business strategies and goals.

• Regional exposure and retail background are a plus.
• Innovative and conceptual thinking
• Highly skilled in aligning goals with strategic direction
• In depth knowledge of ADNOC Distribution’s business objectives, operations and of the regional laws
  
  

and regulations

• Strategic thinking
• Ability to drive organizational climate/culture
• Knowledge of financial management
  
  

Reports

• Provide inputs to prepare Section MIS and progress reports for Company Management.