Regional Sales Manager

Job Title

Regional Sales Manager

Business

    Lubricants Marketing
 

Job Purpose

To profitably market ENOC products into export markets within assigned geographic area through distributors and end users. Proactively engage in dialogue with influential business leaders acting as an ambassador for ENOC  and  investigate potential opportunities for other ENOC subsidiary companies. 
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 Accountabilities

Identify 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 Accountabilities

Prepares 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 .

Experience

Minimum 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.