About the Company
ADNOC Distribution is on a journey to change the retail landscape, delivering tangible actions to facilitate progress in providing sustainable mobility solutions for our customers. We are taking bold and transformative steps to grow our domestic and international footprint for our customers. We are customer-centric, offering digitally enabled journeys and providing innovative products and services to drive accelerated and sustainable development for the future of mobility. ADNOC Distribution markets, sells, and distributes transportation fuel to both retail and commercial customers. We also run non-fuel services at our service stations.
About the Job
Plan, lead and manage overall operations for the LPG Bulk Sales in the assigned region in line with the defined functional strategy and quality standards, ensuring achievement of optimum sales targets, cost efficiencies and highest level of customer satisfaction levels.
Market Analytics
Maintain and analyse customer data and provide feedback to Department Manager; advising him on forthcoming opportunities to support future growth. Provide him timely and regular market related feedback (Competition, Promotions/ Sales Trend. Etc.)
Conduct feasibility studies carried to analyse the market using information received from the agents, distributors about current and future customer requirements.
Product Pricing
Receive prices (Propane and Butane) from ADNOC Marketing in the first week of each month. Based on the same, preparing price memo for approval from Dept. Manager and VP LPG, post which send the same to CFO and Credit and Billing Dept. for further action.
Prepare monthly LPG prices for Distributors and Government entities by adding approved premium and sending to each customer.
Sales Operations and Business Development
Maintain and develop relationships with existing customers via meetings, telephone calls and emails; visit potential customers to prospect for new business, to understand and quantify their requirements and sell the advantages of ADNOC products and services.
Receive purchase orders from Customers and Distributors for both cash and credit Sales and conduct timely data entry to support effective execution of orders.
Interact with Technical and Supply & Dispatch personnel to ensure that customer needs and expectations are met and to ensure that each delivery is made on time.
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 LPG sales.
Develop customer base with cold calling and mature sales. Develop new business by employing any method available to identify new business opportunities such as monitoring the local press to identify new projects, then contacting the company that won the tender in order to ascertain if ADNOC can meet any LPG requirements.
Prepare proposals and quotations for supply of LPG. Consult and negotiate the terms of agreement and variations in price, delivery and specifications with Department Manager and close the sale.
Arranging and participating in site visit of customers storage facility
Credit and Collection
Ensure timely collection of outstanding debts, in line with the overall plan to assure achievement of optimum cash flow and revenues.
Review reports on customers’ payment performances and staff collection performances, received from Finance, and initiates action where appropriate to ensure that all debts are resolved as quickly as possible, and takes any action necessary to minimise the amounts outstanding.
Carry out the opening of credit accounts for new customers following a thorough investigation into their credit worthiness, to eliminate the possibility of future payment problems.
Recommend and control the monthly approved quantity for each credit customer to ensure that sales stay within the limits of each Bank Guarantee.
Obtain information on new customers applying for credit facilities, visits and reports customers information such as customers business activity, business address, bank names and address, customer’s expected monthly demands, etc.
Customer Service
Ensure that the quality of service and supply fully meets customer specifications through using customer feedback and liaising with the Plant to meet their expectations.
Advise customers on all aspects of services and products, and deal with their queries and complaints, where appropriate and act with appropriate sections to meet their queries and complaints.
Co-ordinate the process of dealing with customer complaints by liaising with the relevant departments in ADNOC Distribution in order to discuss the nature of each complaint and identify ways on how to resolve it and how to avoid any future similar complaints. Ensures that all complaints are dealt with promptly and efficiently, within set procedures, and that good customer relations are maintained.
Relationship Management
Develop and maintain effective business relationships with all relevant internal departments and external entities such as consultants, local, international and government authorities etc. with highest standards of business ethics, whilst promptly attending to all critical issues in-order to ensure the services required by the organization are delivered in the most effective manner.
Others
Represent at seminars and exhibitions, to ensure that attendees’ questions can be answered, and any potential business opportunities followed up.
Develop an up-to-date knowledge of the characteristics, strengths and weaknesses of Division’s products and services. Constantly be receptive to training and new ideas as to growth within role. Be up to date with relevant market developments demand, competition and prices. Advise management on developments and opportunities within the market. Execute regular competition analysis regarding the target market. Attend several business networking events to gather market and customer information; represent the organisation at trade exhibitions, events and demonstrations.
Minimum Requirements
Bachelor’s Degree in Business Administration (Marketing/Sales) or any relevant discipline.
At least 8 years of experience in sales management
Commercial/managerial accountability.
Multi-functional operational management experience.
Deep knowledge of business workflows, operations processes and systems.
Experience of developing strategic plans for service-based industry.
Strong experience in project management and the execution of complex projects that are critical to the delivery of business strategies and goals.
Regional exposure and retail background are a plus.
Innovative and conceptual thinking
Highly skilled in aligning goals with strategic direction
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