Senior Sales Manager - Asia Pacific

Job Purpose

Develop new businesses from new countries. Plan and manage sales activities of lubricants for the assigned region and product portfolio within the global sales segment in order to ensure that an efficient and effective sales service is provided, sales and profit targets are met whilst maintaining outstanding customer relationships through effective communication and collaboration to boost sales and promote ADNOC Distribution image and reputation.

• Sales Strategy Contribution
  • Formulate an effective sales strategy with the Department Manager International Sales, analyze insights and market forecasts and submit to the VP/Department Manager for discussion and directions.
• Market Analytics
  • Plan and coordinate methods of gaining market insights and data from various sources, ensuring adequate information is obtained.
  • Conduct feasibility studies to analyze the market for new products and current and future customer requirements.
• Sales Operations
  • Identify new markets within the assigned region and conduct a feasibility study for ADNOC Lubricants Business.
  • Identify prospective companies capable of representing ADNOC in the market and conduct a study in line with the ADNOC distributor evaluation criteria.
  • Achieve Sales and Margin Budgets for the territory as assigned by Management.
  • Prepare and maintain export price schedules for each distributor, obtain supervisors’ approval and generate Proforma invoices.
  • Promote the company’s lubricant products to increase sales using the sales strategy and trend analysis.
  • Maintain personal contact with major customers to provide excellent service and resolve issues promptly.
  • Arrange regular market visits, seminars, workshops, distributor training and key account management.
  • Survey, verify and maintain competitive information on price, credit terms, sales volume and market share, reporting to supervisor.
  • Assist in setting sales targets and develop the business plan for distributors and customers.
  • Meet with agents and distributors periodically to discuss customer feedback, resolve issues and nurture relationships.
  • Represent the function at seminars and exhibitions to answer questions and follow up on business opportunities.
• Marketing
  • Develop marketing plans for the territory with the Department Manager International Sales, Senior Manager Marketing Lubricants and distributors, covering both retail and commercial segments.
  • Implement marketing plans, recommend product range, distribution channels, pricing levels and sales promotion activity.
• Business Development
  • Develop new business through new customers in existing markets.
  • Introduce segment‑specific products and services to new market segments.
  • Initiate business in new countries and investigate potential marketing opportunities for ADNOC lubricants.
• Credit and Collection
  • Ensure timely collection of outstanding debts to maintain cash flow and revenues.
  • Review payment performance reports, initiate action and resolve debts promptly.
  • Open credit accounts for new customers after thorough credit-worthiness investigation.
  • Control monthly approved quantities to stay within bank guarantees and credit limits.
  • Obtain and verify customer information for credit facilities.
• Customer Service
  • Keep customers updated on order status.
  • Respond promptly to customer demands across time zones.
  • Co‑ordinate resolution of technical and commercial complaints with the Plant and other departments.
  • Ensure complaints are handled promptly, efficiently and in accordance with procedures.
• Relationship Management
  • Build and maintain effective business relationships with internal departments and external entities such as consultants, local and international authorities, ensuring high ethical standards.
  • Attend to critical issues promptly to deliver required services effectively.

• Minimum Qualification
  • Bachelor’s degree in Engineering (preferable).
  • Bachelor’s Degree in Sales, Marketing, Business Administration or equivalent.
• Minimum Experience & Knowledge & Skills
  • 10 years of experience in Lubricant Sales operations, including at least 3 years in a managerial role (preferably in the Lubricant Sector).
  • Deep understanding of the Lubricant business, operational management experience and proven track record of initiating and improving international lubricant distributor business.
  • Deep knowledge of business workflows, operations processes and systems.
  • Experience developing strategic plans for the Lubricant industry.
  • Innovative and conceptual thinking.
  • Knowledge of ADNOC Distribution’s business objectives, operations, regional laws and regulations.
  • Knowledge of financial management.