Develop new businesses from new countries. Plan and manage sales activities of lubricants for the assigned
region and product portfolio, within the global sales segment 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.
2. KEY ACCOUNTABILITIES:
Job Specific Accountabilities
Sales Strategy Contribution
• Together with the Department Manager International Sales, formulate an effective sales strategy and
realistic objectives through analysing insights and market forecasts and submit to the VP/ Department
Manager for discussion and directions.
Market Analytics:
• Plan, and coordinate methods of gaining market insights and data from various sources, ensuring that
enough information is obtained from the limited sources available.
• Conduct feasibility studies carried to analyse the market for new products, using information received
from the agents. Section heads about current and future customer requirements.
Sales Operations:
• Identify new markets within the assigned region and conduct a feasibility study for ADNOC Lubricants
Business. Identify prospective companies capable of representing ADNOC in the market and conduct
a study in line with the ADNOC distributor evaluation criteria.
• Achieve Sales and Margin Budgets for the territory as assigned by the Management.
• Prepares and maintains export price schedule for each distributor in assigned area. Obtains
supervisors’ approval of recommended prices. Makes Sales Orders (Proforma Invoice) and actions in
converting them to orders.
• Carry out the promotion of the company’s lubricant products in order to increase sales wherever
possible, using the sales strategy and by analysing information such as past and current trends.
• Reach out and advice customers to maintain personal contact with all major customers in order to
provide the very best service and to deal with any problems promptly.
• Arrange for regular visits to market to conduct customer meets, seminars, workshops, market visit,
distributor sales staff training and key account management.
• Surveys, verifies, and maintains competitive information on price, credit terms, sales volume and market
share, competitive marketing activity etc. and reports the same to supervisor.
• Assists in setting sales targets and developing the business plan for distributors and customers in
assigned area
• 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.
• Represent the function at seminars and exhibitions, to ensure that attendees’ questions can be
answered, and any potential business opportunities followed up.
5. QUALIFICATIONS, EXPERIENCE, KNOWLEDGE & SKILLS:
Minimum Qualification
• Bachelor’s degree in Engineering preferable
• Bachelor’s Degree in Sales/ Marketing/ Business Administration or equivalent.
Minimum Experience & Knowledge & Skills:
• 10 years of experience in Lubricant Sales operations, of which at least 3 years in a managerial role,
preferably in the Lubricant Sector
• Deep understanding of Lubricant business
• Operational management experience.
• Proven track record of initiation of lubricant business in international countries
• Demonstration of improving international lubricant distributor business
• Deep knowledge of business workflows, operations processes and systems.
• Experience of developing strategic plans for Lubricant industry.
• Innovative and conceptual thinking
• knowledge of ADNOC Distribution’s business objectives, operations and of the regional laws and
regulations
• Knowledge of financial management
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