Lubricants and Special Products Manager – Kenya

Reports to (Position):  Managing Director

Number of Subordinates: 3

Subordinate Positions:  Lubes Representative (1), Marketing Assistant Lubricants (1), Lubes coordinator (1)

Key Performance Indicators:

Financial

&#149  Maximise profitability

&#149  Grow base business sales year on year

&#149  Optimally utilised asset base

&#149  Maximum returns on new investments

&#149  Working capital optimisation

&#149  Debtors risk profile improvement 

Business Processes

&#149  Competitive marketing intelligence

&#149  Customer trends and buying patterns

&#149  Market trends

&#149  Market segmentation

&#149  Competitive activity

&#149  Development of overall lubes and marketing strategy for Kenya

&#149  Implementation of market sector strategies

&#149  Develop and implement relevant marketing policies

&#149  Manage Lubes Brand in line with Corporate and Lubes Brand values, principles and policies

&#149  Develop strategy plans for advertising and promotions

&#149  Core product offering in line with segmented market strategies

&#149  Ensure core products are consistently available

&#149  Expert technical support service provided

&#149  Profitability of lubricant product ranges managed

&#149  Introduced innovative value adding processes to maximise customer’s reliance on Engen products and services.

&#149  Alternative or new applications for existing lubricant product ranges identified

&#149  Effective research and development completed

&#149  Effective business solutions developed

&#149  Asset base well maintained 

Customer

&#149  Matrix with key stakeholders in the business

&#149  Agreed SLA’s in place

&#149  Customer segmented and allocated in line with service requirements 

&#149  Talent Management

&#149  Performance management 

Key Activities and/or Inputs:

Financial

&#149  Expense managed within budget

&#149  An audit indicates strict adherence to business procedures and controls.

&#149  Maximise credit collection in line with agreed plans.

&#149  Continuous improvement of the debtors risk profile, as measured against objectives

Business Processes

&#149  Innovative initiatives to differentiate from competitors

&#149  Customer needs and buying patterns analysed

&#149  Strategy acceptance and adherence by key stakeholders and process owners

&#149  Strategy approved and implemented

&#149  Core product range per affiliate/ market sector implemented

&#149  Lubricants volumes and profits meet benchmarks

&#149  Policies and processes internalised and in place (pricing; rebates; etc.)

&#149  Brand initiatives in place

&#149  Develop/ implement effective sales tools and communication material

&#149  Standardised packaging

&#149  Advertising/ promotion plans aligned with other initiatives and implemented

&#149  All campaigns to have set measurable targets before roll out.

&#149  Monitoring progress against objectives (volume; margins; deadlines)

&#149  Products to meet customer requirements

&#149  Demand forecasting process and procedures implemented and rigidly followed

&#149  No out of stock

&#149  Monitor affiliate performance against targets on regular basis

&#149  Initiate plans/ actions to support sales

&#149  Action plans defined and regularly monitored to gain nominated business

&#149  Number of new accounts delivered in line with targets or better

&#149  Develop and implement marketing support tools:

&#149  Market sector and customer attractiveness analysis

&#149  Advertising/ promotional support

&#149  Tender management strategy and process

&#149  Audits reflect that controls are strictly adhered to.

&#149  Effective technical solutions implemented with customers

&#149  Profitability reports indicate customer profitability improved at key accounts

&#149  Profitability reports indicate lubricant product ranges managed

&#149  Reduction in asset base

&#149  Asset redistribution schedules indicating deployment of assets for maximum use.

&#149  Maintenance plan and resources in place and implemented to HSEQ requirements

&#149  Maintenance report indicating improved efficiencies

&#149  New Capex projects at correct ROI.

Customer

&#149  Effective management of key interfaces & customers

&#149  Appropriate SLA’s in place

&#149  Timeously intervention in case of breach of SLA’s

&#149  Customer segmented and allocated in line with technical support required.

&#149  Reduction in customer complaints escalated to management.

&#149  Acceptable customer satisfaction index

Talent Management

&#149  Valid performance contracts are in place and contain agreed goals, targets and aligned to the Job Profile

&#149  Monthly performance reviews conducted

&#149  Individual Development Plan’s completed and agreed training and development opportunities and programmes attended 

REQUIREMENTS

&#149  Bachelor degree in Engineering 

&#149  Sales & Marketing experience