Lubricants and Special Products Manager – Kenya

Key Performance Indicators:

Financial

  • Maximise profitability
  • Grow base business sales year on year
  • Optimally utilised asset base
  • Maximum returns on new investments
  • Working capital optimisation
  • Debtors risk profile improvement

Business Processes

  • Competitive marketing intelligence
  • Customer trends and buying patterns
  • Market trends
  • Market segmentation
  • Competitive activity
  • Development of overall lubes and marketing strategy for Kenya
  • Implementation of market sector strategies
  • Develop and implement relevant marketing policies
  • Manage Lubes Brand in line with Corporate and Lubes Brand values, principles and policies
  • Develop strategy plans for advertising and promotions
  • Core product offering in line with segmented market strategies
  • Ensure core products are consistently available
  • Expert technical support service provided
  • Profitability of lubricant product ranges managed
  • Introduced innovative value adding processes to maximise customer’s reliance on Engen products and services.
  • Alternative or new applications for existing lubricant product ranges identified
  • Effective research and development completed
  • Effective business solutions developed
  • Asset base well maintained

Customer

  • Matrix with key stakeholders in the business
  • Agreed SLA’s in place
  • Customer segmented and allocated in line with service requirements

Talent Management

  • Performance management

Key Activities and/or Inputs:

Financial

  • Expense managed within budget
  • An audit indicates strict adherence to business procedures and controls.
  • Maximise credit collection in line with agreed plans.
  • Continuous improvement of the debtors risk profile, as measured against objectives.

Business Processes

  • Innovative initiatives to differentiate from competitors
  • Customer needs and buying patterns analysed
  • Strategy acceptance and adherence by key stakeholders and process owners
  • Strategy approved and implemented
  • Core product range per affiliate/ market sector implemented
  • Lubricants volumes and profits meet benchmarks
  • Policies and processes internalised and in place (pricing; rebates; etc.)
  • Brand initiatives in place
  • Develop/ implement effective sales tools and communication material
  • Standardised packaging
  • Advertising/ promotion plans aligned with other initiatives and implemented
  • All campaigns to have set measurable targets before roll out.
  • Monitoring progress against objectives (volume; margins; deadlines)
  • Products to meet customer requirements
  • Demand forecasting process and procedures implemented and rigidly followed
  • No out of stock
  • Monitor affiliate performance against targets on regular basis
  • Initiate plans/ actions to support sales
  • Action plans defined and regularly monitored to gain nominated business
  • Number of new accounts delivered in line with targets or better
  • Develop and implement marketing support tools:
  • Market sector and customer attractiveness analysis
  • Advertising/ promotional support
  • Tender management strategy and process
  • Audits reflect that controls are strictly adhered to.
  • Effective technical solutions implemented with customers
  • Profitability reports indicate customer profitability improved at key accounts
  • Profitability reports indicate lubricant product ranges managed
  • Reduction in asset base
  • Asset redistribution schedules indicating deployment of assets for maximum use.
  • Maintenance plan and resources in place and implemented to HSEQ requirements
  • Maintenance report indicating improved efficiencies
  • New Capex projects at correct ROI.

Customer

  • Effective management of key interfaces & customers
  • Appropriate SLA’s in place
  • Timeously intervention in case of breach of SLA’s
  • Customer segmented and allocated in line with technical support required.
  • Reduction in customer complaints escalated to management.
  • Acceptable customer satisfaction index

Talent Management

  • Valid performance contracts are in place and contain agreed goals, targets and aligned to the Job Profile
  • Monthly performance reviews conducted
  • Individual Development Plan’s completed and agreed training and development opportunities and programmes attended

REQUIREMENTS

EDUCATIONAL QUALIFICATIONS

  • Bachelor degree in Engineering

EXPERIENCE

  • Petroleum experience  Specialist  3-5 (Years)
  • Marketing experience  Specialist  3-5 (Years)