Accountability of the Role:

 

Deliver Increase in Volume and Margin for the ME region through sustainable value creation with Key Accounts while maintaining excellent customer relationships.

 

Responsibilities / Accountabilities:  

 

Commercial delivery:

 

Develop Key Account plans to build customer/consumer preference for Lubrizol through right value prepositions and drive volumes for achievement and growth in the region. Conduct customer annual volume/Margin planning & phasing and monitor the sales objectives on monthly / quarterly and annual basis. Ensure Increase in Share of Business (Value Share) across segments as per Strategic Plan Maintain a close watch on customers' credit status and ensure collection of outstanding as per the credit policy/applicable credit limit. Close working with PMG team for pitching in with the right product for right application. Tender business management with Key National Oil companies/customers in the region who work on a tender business model. Knowledge of right incoterms for the process.

 

Relationship management:

 

Maintain top quartile relationships with all the key accounts for ensuring overall pipeline & revenue growth. Make regular sales calls to designated accounts and record the same in CRM tools in terms of Call recording, opportunity tracking, Competitor activity, updating the account plans etc.                                           Build strategic alliances with target customers for providing sustainability to growth agenda in the region. Coordinating with cross-functional teams for supply planning, product delivery and account receivables. Demand planning and forecasting

 

 

Requirements (education, experience, competencies and specific job requirements):

Engineering Graduate (Experience in Chemical/Petroleum industry or Graduate in Chemical Sciences preferred. 8 to 10 years’ experience in related field of Sales and Customer Management with added knowledge of Lubricant/additives and application    Process and system oriented with proven Plan execution skills. Commercial Acumen, Analytical & Data handling Skills                                                                                                                                                                                  Negotiation & Execution skills Creative thinking                                                                                                                                                                                                                                                                                                                                                               Adapts to changes in environment & able to meet goals effectively in dynamic markets. Arabic language proficiency is a must

 

 

                                                                                                                                                                                                                                                                                                          

Competencies for the Role:

 

Driving Success Building Relationship Strategic Thinking Financial Acumen Communicating Information