Sales Executive - B2B

Context & Environment

• Dubai and Northern Emirates is a potential and growing market with infrastructure projects leading the way.
• A vibrant economy with many new projects, developments in the construction and fleet segments.
• Very highly competitive market, demanding value selling against local lower priced competition.
• Dynamic and aggressive sales team, willing to work on new ideas and new projects.
• Supportive Senior Management

Activities

New Customer Development

• Identify new customers in B2B segment in the assigned area in NEM including major construction projects; at least 100T of new business with a UGM of > 3,000AED/T.
• Coordinate with Sales Manager to submit comprehensive commercial offers with Value Added Services package.
• Make joint customer calls with the Sales Manager and work towards securing the business.
• Keep a database of all the new projects coming up in the assigned area.
• Keep a healthy prospects pipeline.

Manage Current Portfolio

• Manage the existing B2B customers assigned as well as the new customers.
• Ensure there is a seamless operation starting from identifying the customer needs to final delivery of the product.
• Build relationships at all levels within the customer business to give a feel of partnership relationship.
• To facilitate technical training at the customer premises.
• Manage a business volume of approximately 400T depending on the experience on the job.
• Implement and adapt to the usage of SALSA and Elub.
• Special focus on sale of Premium Products and product upgradation through TCO approach.
• Special focus on generating additional revenue through Value Added Services.
• Strict payment control and collection of outstanding as per the customer’s payment terms.

Market Information

• Provide update on the Competitor activities on a regular basis to the Sales Manager.
• Participate actively in team meetings and propose suitable strategies for increasing Market Share.
• Report on new developments in the market in terms of projects in the region as well as new projects secured by the existing customers.
• Regular feedback to Sales Manager on competitor’s pricing. Keep a close watch on price changes by competition in a very dynamic market.

ACCOUNTABILITIES

• Develop new business with good quality customers.
• Manage current customer portfolio as per Company’s requirements.
• Improve the Product Mix to focus on increasing profitability.
• Increase the TotalEnergies presence in NEM to be a dominant player in the UAE.
• Strict adherence and compliance towards Group HSE Charter & MAESTRO requirement and affiliate’s HSEQ Policy, Procedures & specific rules & regulations applicable to the area of activity at all time.
• Demonstrates exemplary conduct, rigor, vigilance, and professionalism regarding HSE in all their activities
• Ensure adherence to compliance processes and guidelines specific to position’s roles and responsibilities.

HSSEQ & Compliance Objectives

• Strict adherence and compliance towards Group QHSE policy with high Quality of QHSE performance and complying with affiliate’s QHSE Policy, Procedures & specific rules & regulations applicable to the area of activity at all time.
• Participate in the training program to acquire QHSE knowledge and impart this training to colleagues as and when required by Management.
• Reporting of near misses, incidents, hazards & injuries to line Manager within the time frame as required by Quality, HSE, Energy policies and Manuals.
• Participate in the investigation and analysis of incidents as and when required.
• Comply with LIGHT VEHICLE USE & CONTROL HSEP 35
• Strict adherence to QHSE requirements with full authority to stop any operation for safety reasons.
• Ensure full adherence to the company’s compliance program, its policies and procedures including economic sanctions and export control in all professional activities.
• Promptly notify the compliance officer/economic sanctions referent of any instances of noncompliance or violations of economic sanctions or export control that comes to my attention.

Candidate Profile

Knowledge:

• Understanding of the commercial transport, construction & equipment rental segments ideally in Lubricants or in some other product line.

Skills

• Excellent communication and presentation skills
• Analytical and attention to details
• English language proficiency and Arabic proficiency will be an added advantage.

Experience:

• At least 2-3 years of experience in B2B Sales preferably from the lubricants industry. Looking forward to young dynamic sales professionals.

Education:

• Graduate in Engineering, preferably Mechanical / Chemical

Additional Information

• NP LEVEL : For this position of Sales Executive - B2B it is NP Level 9.

TotalEnergies values diversity, promotes individual growth and offers equal opportunity careers.