Develop & Implement Lubricants Solution (Value-add) selling business strategy in line with the Lubricants Strategy to achieve the overall key objectives of the business (i.e. volumes, margins, EBIDTA, capex investments, opex etc.). This role has the responsibility to identify and fully understand the customer / potential customer issues, requirements and needs and use this knowledge to identify and develop Value/ Cost Saving Opportunities at existing and potential customers

Knowledge Skills and Abilities, Key Responsibilities:

ROLES AND RESPONSIBILITIES:

• Responsible for implementing B2B and mining strategy and lead the required business initiatives. This will involve managing and influencing the delivery of volume, margin, cost and EBITDA targets for the B2B, Retail and Mining Lubricants business.
• Manage the Puma portfolio of lubricant products for the assigned country. Responsible for reviewing and providing constructive challenge to the annual business review and budgeting planning and evaluating business introduction opportunities through a robust sales pipeline.
• Responsible for the B2B and Mining Account plan. Accountability for consistent Pricing Structure for Lubricants in line with overall strategy expectations. In addition to be responsible for the development of Customer Value Propositions for B2B and Mining customers.
• Develop and build sustainable solution (value-selling) based programs for the mining industry to deliver cost savings and improved overall operations beyond selling products.
• To build very strong customer relationships with existing and potential customers especially with customer’s technical and engineering staff.
• Work closely with marketing team to develop sales supporting documents such as Product Data sheets, Case Studies, Customer Testimonials and Training material

REQUIREMENTS AND SKILLS:

Experience:

• Preferred seasoned sales person with Mechanical Engineering degree and demonstrating to have worked on such level in B2B or mining houses.
• Min 5 years’ experience in the Lubricants business / Chemical Industries.
• Track record of developing / managing business and / or setting up business from scratch and/or leading a market entry to a more mature state.

Skills:

• Leading people and strong influencing skills
• Value Selling Skills
• Strong negotiation and sales skills
• Financial acumen to manage a P&L
• Strong knowledge of Microsoft Office Suite applications; Presentation tools and programs;
• Fluent English

Competencies:

• Exceptional written and verbal communication skills
• Ability to work in a fast-paced, organizationally flat environment and under pressure
• Excellent negotiation and analytical skills
• Effective performer within a matrix organization
• Highly motivated
• Strong work ethics
• Ability to interact with large external clients and vendors as well as key internal stakeholders
• Work independently
• Be a strong team player, and
• Work on multiple projects concurrently.

Key Relationships and Department Overview:

Internal – Regional Lubricants, Management team members and related staff

External – Key stakeholders in Retail, B2B, B2C and Mining houses, Equipment suppliers, Government authorities’ other external authorities as appropriate.