Friday, 27 September 2013

Sales Executive- B2B Al Jaber Group - UAE

Job Description

Business Sales Processes:
o Implement and maintain the Company’s standardized sales and business management processes in line with the KAP(Key Account Plan) and deliver the sales and profitability plans for each account of your responsibility

o Proactively work with key service providers to ensure there is a culture of understanding and co-operation between sales and service providers, particularly when conflicts may arise from a customers’ perspective.

o Ensure personal compliance with Group Business Principles, Values and other relevant policies.

Customer Relationship Management:
oEstablish, develop and manage ‘win-win’ customer relationships by building and maintaining relationships with key customers at appropriate levels with measured outcomes.

oDrive the management of customer relationships by;
Participating in customer site visits and tender negotiations as appropriate.
Delivering value propositions and account implementation plans to add maximum value to both the customer and the company.
Drive the pursuit of new business and growth in line with the Lubes strategic direction.
Monitoring and Reporting

oMonitor credit receivables to ensure they stay within agreed targets for all nominated customers.

oPlan, monitor and achieve individual sales targets in line with quarterly reviews. Customer facing, new business prospecting in line with the strategic direction.

oImplement the KAP of your responsibility in line with the Lubes strategy by working with the key stakeholders.

oImplement the SPANCOP process to generate prospect lists that can be viewed and monitored. Utilize the SPANCOP process to show evidence of targeting new accounts. Convert to new business and measure success of conversion rate.

Business Development:
oMaintain in-depth and current product and industry knowledge.

oMonitor key competitors in the sector and understand their strengths and weaknesses in order to maximise sales opportunities.

oUnderstand and keep track of changing customer needs, customer structures and the business environment. Using specific knowledge of the customers operations and processes, develop proposals that provide significant process improvements or cost savings to the customer and profitable and sustainable business to Shell.

oContribute to the overall planning and development of the commercial business by providing recommendations and market intelligence on business, customer, competitor and market issues to the marketing team.

oAssist in identifying new growth opportunities in line with the Lubes strategic marketing direction.

oContribute to the development of effective teams by building and maintaining positive working relationships

oContribute to effective team communication in all areas of interest (ie. weekly team reviews, market intelligence information etc.)

oLiaise with the Lubes technical delivery team where required to plan and co-ordinate technical resources to maximize value to Shell and the customer.


oUniversity degree or above with >4 years experience in sales/managing direct key accounts or front line sales role.
oUnderstand key account management in terms of customer relationship management and customer service management (as opposed to just selling).
oStrong analysis and problem solving ability.
oTrack record in delivering results and achieving business/sales targets.
oDrive, self-motivated, high on achievement; result-oriented, able to work under pressure.
oWorking knowledge of both B2C & B2B sectors and distribution channels
oDemonstrated ability to identify and improve service offerings in line with customers operations and processes.
oAbility to build and maintain positive customer relationships and work in a team-orientated environment.
oStrong negotiation skills that support gaining a growing share of the customer’s wallet.
oPrevious experience in managing complex stakeholder issues and complex account plans highly desired.
oExcellent communication and networking skills.
oDemonstrates a good knowledge of HSSE standards and practices
oCan communicate in English (writing and/or conversation), Arabic Speaker Preferred
oGood PC skills

Key Competences required:

1. Selling & Negotiating
2. Customer Relationship Management
3. Market Awareness
4. Customer Value Proposition
5. Account Management


University degree

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