Department Manager, Refined Products Sales

Job Description

Job PurposePlan, direct and manage the provision of refined products UAE, GCC and other parts of the world; including setting pricing and sales strategy, assigning targets and market analysis, network development and product offering enhancement 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.Job Specific Accountabilities (Part 1)KEY ACCOUNTABILITIES:Job Specific AccountabilitiesSales Strategy? Formulate an effective sales strategy and realistic objectives for Refined Products through analysing insights and market forecasts from both agents and the team whilst liaising to obtain their input and ensure their understanding of the strategy and submit to the VP for discussion and directions.? Maintain and update sales strategy by making amendments when necessary to ensure that the strategy remains in line with Company objectives and changing market variables.Market Analytics? Plan, direct and co-ordinates methods of gaining market insights and data from various sources, ensuring that enough information is obtained from the limited sources available. Evaluates potential profitability in collaboration with Market Research and Marketing Budgets & Accounting Department and recommends to Management as appropriate.? Oversee feasibility studies carried out in order to analyse the market for new products, using information received from the agents, and ream about current and future customer requirements.? Participates in conferences and industry events to enrich ADNOC?s exposure and to keep abreast of market technology and information.Job Specific Accountabilities (Part 2)Business Development and Sales Operations? Grow ADNOC Distribution?s Refined Product business, in target markets, working with partners to blend locally and achieve sales targets, by establishing sales and distribution networks.? Proactively lead the growth of distribution networks and partnerships in order to drive international sales based on defined strategic objectives in order to achieve market share and revenue targets.? Ensure that the export of refined products to the International Markets is carried out efficiently and promptly, and that a good customer service is provided at all times.? Direct and co-ordinate the promotion of the company?s refined products in order to increase sales wherever possible, using the sales strategy and by analysing information such as past and current trends.? 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 aimed to nurture a good relationship with agents and distributors in order to gauge the performance of the Company and products.? Direct, co-ordinate and oversees the collection of outstanding debts, and intervene when necessary to assist the team in realizing collections in a timely manner.? Approve the opening of credit accounts for new customers following a thorough investigation into their credit worthiness, to eliminate the possibility of future payment problems.? Ensure representation of the organization at international seminars and exhibitions, to ensure optimization on network development.? Negotiate, evaluate and set prices within the approved terms and conditions of contracts. Meet potential customers, review contractual provisions, and recommend appropriate changes in contractual matters.? Ensure necessary stock-level is maintained and if necessary, float spot tender or direct negotiation with existing and potential clients. Analyse bids received from various clients and recommend the winner to management in line with marketing policy and procedures.? Develop consistent and realistic long- and short-term operational plans for the Department in line with the Division objectives and manage the implementation of the approved long- and short-term plans and ensure they are effectively converted into its performance objectives to realise the Division Objectives and established service levels.Job Specific Accountabilities (Part 3)Customer Service? Ensure that the quality of each product fully meets customer specifications through using customerfeedback and liaising with the Plant to meet their expectations.? Advise customers on all aspects of each product, and deals with their queries and complaints, where appropriate and act with appropriate sections to meet their queries and complaints.Generic AccountabilitiesManagement? Plan and supervise the activities of the personnel and resources of the Section to achieve the Department objectives in an efficient and cost-conscious manner while ensuring implementation of approved operational plans for the Section in line with Department objectives.? Develop the knowledge, competencies and innovative spirit in the Section and support the establishment of Personal Development Plans (PDP?s), Succession Planning and Talent pipeline within the Section in coordination with the Human Capability Group to continuously develop employees with emphasis on UAE Nationals to meet Emiratization targets.Budgets and Operational Plans? Compile and provide input for preparation of the Department budgets and regularly monitor expenditure against approved the Section budget levels.? Investigate, highlight and reconcile any significant variances to ensure effective performance and cost control.Policies, Systems, Processes & Procedures? Lead the implementation of approved Section policies, processes, systems, standards, procedures andinternal controls in order to support execution of the Department work programs in line with Company and International standards.Performance Management? Implement the Company Performance Management System for individuals within the Section in accordance with Company approved guidelines and continuously monitor the achievement of the Section KPIs related to the approved Annual Performance Management Contract and the Balanced Score Card.Organisation Structure and Development? Review, develop and recommend the appropriate organisation structure for the Section that will best utilise human capital while proactively incorporating sustainability into the on-going work practices to meet the business objectives.Innovation and Continuous Improvement? Encourage innovation, enhance employee motivation and support initiatives for implementation of Change Management to continuously improve operations and services.? Propose improvements in internal processes against best practices in pursuit of greater efficiency in line with ISO standards in order to define intelligent solutions for issues confronting the Section.Generic Accountabilities (continue)Health, Safety, Environment (HSE) and Sustainability? Support the institution of an HSE culture and ensure compliance with relevant HSE policies, procedures,systems & controls and applicable legislation and sustainability guidelines across the Section in line with international standards, best practices and ADNOC Code of Practices.? Ensure adequate HSE training and induction for all Section employees to meet HSE standards.Management Information Systems (MIS) and Reports? Prepare all Section MIS and progress reports to provide accurate and timely reports and necessary information to Company Management to effectively manage the business.Internal Communications & Working RelationshipsInternal? ADNOC HQ? ADDExternal Communications & Working RelationshipsExternal? Customers? Agents? Distributors? BanksMinimum QualificationMinimum Qualification? Bachelor?s Degree in Sales/ Marketing/ Business Administration or equivalent.? MBA is preferred.Minimum Experience, Knowledge & Skills? 10 years of experience in oil and gas retail sales operations including at least 3 years of increasing managerial responsibilities.? 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 managementProfessional CertificationsAs applicableWork Condition, Physical effort & Work EnvironmentPhysical EffortMinimalWork EnvironmentA/C environment, could be exposed to the prevailing weather conditions like heat, humidity & dust during occasional site visits.Additional DetailsJob Family / Sub Family:Commercial, SalesJob DimensionRevenues/ Budget: As per approved financial budgetDirect Reports: As per organization chartIndirect Reports: As per organization chart

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