Caltex Lubes Sales Executive

Job Title

Caltex Lubes Sales Executive

Business

 EPPLUB
                                                                      
 

Job Purpose

To achieve annual budgeted sales, contribution and financial targets from the sale of Lubricants brands marketed by EPPCO Lubricants.
 

Principal Accountabilities

Achieve set sales levels of Lubricants marketed by EPPCO through regular / planned visits to customers and prospects. 
Call on existing and prospective customers to determine their needs and attempt to satisfy these needs through the profitable sale of branded lubricants. 
Ensure customers are satisfied with product performance and service. 
Maintain professional relationships.
Liaise with EPPCO Commercial and Retail units to determine joint sales opportunities (Lubricants with fuel and / or asphalt).  
Work alongside distributors and monitor their daily sales operation to help them achieve and exceed their targets.
Recommend selling prices. 
Make business proposal offers against received inquiries by offering appropriate branded lubricant products and prices. 
Obtain information from customers on required product / package, estimated consumption, delivery point, competitors prices (if possible and where applicable and submit recommendations). 
Prepare price study for the approval of ENOC/Caltex Lubricants Manager Retail - UAE. 
Ensure implementation of retail selling price by distributors.
Prepare project survey on proposed investments.
Meet customers and discuss their requirements; inspected site, determine required loan equipment, obtain from supplier the costs involved, calculate pay out period / rate of return to justify the investment and submit recommendation to ENOC/Caltex Lubricants Manager Retail - UAE.
Recommend customer credit limits for approval by EL Credit Review hierarchy.
Collect monthly outstanding from customers. 
Ensure that sales are in line with approved credit terms. 
Receive invoices from Customer Service Department, verifies and ensures timely delivery to customers. 
Collect payment, verify amount received against actual outstanding and pass payments to Procurement Analyst. 
Ensure that payments are within approved credit terms. 
Prepare and achieve annual sales and contribution margin budget for business sectors. 
Prepare individual customer monthly sales and contribution margin budget by month for business year, in liaison with Sales Manager. 
Monitor performance and report against budget on a monthly basis.  
Prepare sales call reports on customer visits 
Update Customer Visit database. 
Maintain up to date customer files within central office filling system. 
Manage Retail Distributor:
Enhance distributor performance in line with set targets.
Liaise with Distributor’s staff and provide support in the market.
Assist to expand his coverage and market penetration to achieve desired exposure.
Insure that prices are aligned with company pricing structure.
Insure proper implementation of promotional programs.
Recommend support requirements.
Assist on the implementation of marketing and promotional programs:
Work with the line manager on the development of the various marketing initiatives.
Work on the implementation of promotional programs as per the approved promotional calendar for the year, and access effectiveness. 
Maintain the implementation of the Brand guide lines in all marketing  related activities.
Work with the signage contractor on developing dealers’ signboards at prime locations for enhanced brand awareness.
Provide market feedback:
Check brand in-market performance.
Audit price positioning.
Report on competitors’ activities

Additional Principal Accountabilities

Experience

General Skills and competency
Professional education in Business / Marketing essential.
Valid UAE light vehicle-driving license. 
Very good knowledge of spoken and written Arabic and English. Knowledge of spoken Hindi / Urdu is an advantage.                        
PC literate - knowledge of MS Office software - Excel, Word, PowerPoint.
3-5 years' experience in the lubricants field.
Previous experience with implementation of marketing and sales promotion programs.
Previous experience in handling product launch, and a good understanding of expanding product range and product line.
Excellent understanding of market segmentation in Retail industry.
Good knowledge of the UAE as he will be required to travel across all Emirates.