Recruit, develop and coach a winning Business to Business (B2B) sales team by being a role model in Sales 1st activities and behaviors.
Responsible for performance of Commercial Road Transport (CRT), Bulk Fuel Sales Team, implement Sales 1st and drive the team towards flagship position.
Manage the strategic partnership with Fuels Cards and homebase Resellers and future relationships & contracts with 3rd party cards that are accepted on the Company network.
Beat the volume plans of the bulk fuels/homebase customers and Resellers Volume.
Beat plans: business profitability, costs and credit targets in the annual Targets & Resources (T&R) plan.
Develop relationships with corporate key accounts on a strategic level, look for cross-business opportunities
Balance growth with the risk of credit devising together with credit manager credit policy
Bitumen:
Customer retention/acquisition and volume /income growth is a key focus area. This is for pen grade/ modified bitumen and specialties.
Develop and deliver sales plan (volume, margin and days of sales outstanding), including identification of best targets for business growth using SPANCOP model, and taking into account supply and logistics. By its nature the business will not have a large number of small customers, but a base of large customers with multiple interfaces within each.
Lead the successful delivery of projects which are seen as significant opportunities for the specialities business. Manage interface with all stakeholders, Design Consultant, Contractor and internal stakeholders like Technical, Operations, Finance, etc
Marine Fuels & Lubricants:
Accountable for bottom line results to the local board.
To achieve financial KPI?s and accept responsibility for bottom line accountability for the sales of Marine lubricant in Oman.
Develop and expand the Marine Fuels business other Ports in Oman and build up a competitive supply chain.
Regularly review the business, operational and financial performance and implement corrective action as required.
To provide effective performance management and motivation of the sales team i.e. effective implementation of sales first and sales ladder competence.
Develop strategies with line of business team to increase the business profitability and sustain leadership in various sector and channels including managing capital investment.
Key Challenges:
Challenging business landscape in a thin margin regulated and highly competitive market. Based on the market norm the B2B business will require extensive credit term which will require working capital (WC) exposure. Hence, maintaining the desired return on WC is a key challenge for the B2B business in a highly competitive market.
Defend and grow the business in a difficult external environment.
With changing economic landscape, Credit Management is critical to the successful delivery of Sales Plan and ensuring on timely collection with Government customer which requires extensive management.
End to End delivery of the CAPEX project for key strategic Government and Private customer contract; ensuring budget management and HSSE.
Lead the successful delivery of projects which are significant opportunities for the specialities business. Manage interface with all stakeholders, Design Consultant, Contractor, and internal stakeholders like Technical, Operations, Finance, etc.
Adherence to credits and days of sales outstanding (DSO) targets and to ensure on time collections and minimum overdue.
Lead the roll out of Specialities business with close interaction in implementing most optimum business models to maximise opportunities in the growing sector.
Closely co-ordinate with Supply for supply planning, shipping and cost optimisation provide market inputs and lead the S&OP planning.
Contract Management and consequently E&C compliance for customers is a key challenge considering B2B business involves contracts with highly strategic Government customers as well which carry a reputational risk as well.
To achieve financial KPI?s and accept responsibility for bottom line accountability for the sales in Oman.
