JOB DESCRIPTION
JOB TITLE:
Sales Manager – Sub Saharan Africa (SSA)
NAME :
DEPARTMENT : LOCATION:
Sales Dubai / South Africa
DIRECT REPORTS :
SIGNATURE SUPERVISOR & DATE :
EMPLOYEE SIGNATURE DATE :
SIGNATURE HR MANAGER & DATE :
A. JOB PURPOSE: Describe briefly the most important objectives of the job.
Manage / Grow Afton Chemical’s lubricant additives business in SSA.
To develop Long Range Plan (LRP) /Annual Operating Plan (AOP) for the region.
Identifying resource required to meet business objectives, whether infrastructure or technical/ commercial.
Manage distributor/agent network to maximise business potential / return for Afton.
Build relationships with key customers within the region to support indirect or direct sales channel.
B. KEY ACCOUNTABILITIES: What are the main objectives and responsibilities?
- Management of all customers and distributor related sales activities within the region to achieve targets.
- Growth in line with strategic and operating plan.
- Customers / Sales updates (Visit reports / monthly summarises/ Market updates)
- Liaise with Finance, Legal HS&E and management to ensure compliance with company policies/legal.
- Establish Sales Strategy for key accounts/distributors / territory to reflect Passion for Solutions Strategy.
- Liaising with technical, marketing and supply functions to support goals.
- Maintain / develop knowledge (market / technical / sales) and skills needed to carry out the role
- Provide support for Global accounts as required.
C. DIMENSIONS: Thoroughly describe the measurable data in numbers (local currency) – Eg: value of a project; turnover; budget.
Data
Main markets South Africa / Nigeria / Ghana / Kenya / Tanzania.
Value
6000+Mt
D. SKILLS AND COMPETENCIES: Knowledge, experience, language and essential skills necessary for delivery of this job
Regional Knowledge (Cultural / Business)
Value Selling based on market & customer insights.
Strong negotiating skills.
Product knowledge.
Ability to think differently, use innovative ideas to achieve desired results.
Language skills (Arabic / French)
E. KEY PERFORMANCE INDICATORS:
Sales / margin growth.
Growth of customer base.
Market Knowledge.
Strategic accounts plans
Developing Sales Plan
F. KEY CHALLENGES :
Business culture
Tender driven business
Nationalised customer base in a number of countries.
Language – finding a common language to communicate effectively.
Political instability
G. TRAVEL REQUIREMENTS : frequently within assigned region, three/four times to Europe and elsewhere if needed
H. PRODUCT RESPONSIBILITY : Lubricant additives
I. GEOGRAPHIC TERRITORY :
South Africa / Angola / Kenya / Tanzania / Nigeria / Ghana plus other within SSA.
J. MOST IMORTANT INTERNAL CONTACTS:
Sales Director / Marketing / Technical / Supply / Finance / Legal
K. MOST IMPORTANT EXTERNAL CONTACT :
Multi-level Key contacts across customer organisations, Industry bodies.