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Job Title: Lubricants Sales Manager: Nigeria (West Africa)
BP – Abuja, NG
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Job title Lubricants Sales Manager: Nigeria (West Africa) Req ID 68416BR Job category Sales Sub-category Strategic Sales / Key Account Management Countries (State/Region) Nigeria Location Abuja Role synopsis
The Sales Manager – Will Have Overall Accountability For Nigeria Including The Following Key Activities
· Full P&L, Balance sheet, Cash flow performance, working capital and debtors.
· HSSE performance for the area.
· Will be accountable for driving the E&A (A&I) strategy within the Distributor business as defined in the Nigeria market entry document.
· Development and execution of the marketing and business plans for the national distributor.
· Manage the performance of the national distributor against agreed annual plan.
· Performance on volume and margin growth in line with the Africa strategy objectives.
· Accelerated growth in Nigeria.
· The role reports to the Regional Sales Manager Africa and is Lubricants leader within Nigeria.
· The Distributor Manager will act as the âbusiness consultantâ of the Distributor.
· The Distributor Manager will act as the âglueâ between the Distributor, Marketing, supply chain and finance functions within BP.
Key accountabilities
Financial
Full P&L, BS and Cash flow accountability. Meet and exceed Volume targets, Gross Margin, Net Profit targets and all aspects of cost management within the lubricants business in Nigeria.
· Sales & Distributor Leadership
o Develop World Class Relationships with Major key and strategic accounts
o Support and influence the national distributorâs incl sub distributors wrt A&I strategy.
o Ensure implementation of performance measures within the Distributor, key measures being Return on Investment, growing market share and brand awareness.
o Develop with the National Distributor a pipeline of new business opportunities.
o Analyse Distribution gaps and partner with Distributor team to close out the gaps.
·
· Debtors: Manage distributor credit and trading terms in line with BP policies.
· Relationships: Build and manage both internal and external strategic relationships within Nigeria as well as the BP Africa Cluster management team. Develop strong relationships with the shareholders/senior managers within the Distributors company. Motivate and manage the distributorâs sales teams. Demonstrate strong negotiation skills to influence the final outcome of the Nigerian business model.
· HSSE: Share BPâs HSSE policies within the National Distributorâs business, to influence the Distributor to adopt best practise.
· Marketing: Drive the annual marketing plans with the marketing function. Ensure superior execution of the marketing plans within the area. Propose new marketing activities to help increase volume and value share. Ensure a properly planned execution strategy for promotions in the targeted channels.
· Competition: Ensure key competitors are tracked on a regular basis and feedback is received formally from the entire distributor team and suggest relevant counter actions.
Essential Education
· In possession of relevant degree and/or relevant experience qualification.
· Senior lubricants sales and distributor management experience of at least 5 years in Africa.
· An excellent understanding of the entire lubes value chain.
· Good application in Marketing required.
· Proven ability to deliver performance in remote and challenging geographies.
· Expert level of experience in working in developing markets.
· Experience in strategy development and implementation.
· High level of ability to work autonomously at a senior level.
· High level of operational working knowledge in Africa more specific to this region.
Essential experience and job requirements
· In possession of relevant degree and/or relevant experience qualification.
· Senior lubricants sales and distributor management experience of at least 5 years in Africa.
· An excellent understanding of the entire lubes value chain.
· Good application in Marketing required.
· Proven ability to deliver performance in remote and challenging geographies.
· Expert level of experience in working in developing markets.
· Experience in strategy development and implementation.
· High level of ability to work autonomously at a senior level.
High level of operational working knowledge in Africa more specific to this region Other Requirements (eg Travel, Location) Travel 25% and location is Lagos Nigeria Desirable criteria and qualifications
· Influencing the Distributor and the Distributors work force and customer base that is spread across a large geography whilst delivering exceptional performance.
· The ability to work autonomously.
· Managing the external and internal interfaces at senior levels across all BP functions.
· Building a business with the distributor that will be world class in all performance aspects including HSSE, Ethics & Compliance.
· Managing strategic relationships both within Nigeria as well as the larger BP Africa cluster.
Keeping up to date with the latest developments within this country/region that may impact the Distributor performance positively or negatively and develop plans for mitigation Relocation available Yes – including international/expat Travel required Yes – up to 25% Is this a part time position? No About BP Our business is the exploration, production, refining, trading and distribution of energy. This is what we do, and we do it on a truly global scale. BP operates with business activities and customers in more than 80 countries across six continents. Every day, we serve millions of customers around the world. We are continually looking for talented, committed and ambitious people to help us shape the face of energy for the future.
The Downstream Segment is responsible for the supply and trading, refining, marketing and transportation of crude oil and petroleum products to wholesale and retail customers. We market our products in over 100 countries, operating primarily in Asia, Europe and North America but also in Australia, Africa and Central and South America. Segment Downstream Application close date 31-Oct-2015 Removal Time 23:59 (GMT-05:00) Eastern Time (US & Canada)
Deadline: 31-Oct-2015
How to Apply
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