Area Business Manager - Yorkshire & East Midlands

Role Overview

The Area Business Manager will be responsible for driving profitable sales growth and expanding market share in the Yorkshire and East Midlands regions. This role requires proactively identifying new business opportunities, maintaining strong customer relationships, and ensuring high standards in all business dealings.

Key Responsibilities

• Identify and secure new profitable business to meet sales targets in terms of metric tons (MT) and gross merchandise volume contribution (GMVC).
• Conduct extensive prospecting within the assigned territory to find new customers and maintain detailed prospect records.
• Conduct negotiations aimed at maximizing sales volume and profit margins across existing and new accounts.
• Uphold excellent communication and presentation standards with both internal teams and external clients.
• Maintain thorough documentation of all customer and prospect visits.
• Deliver timely and accurate weekly and monthly reports on sales activities.
• Efficiently manage the geographic area to maximize face-to-face time with prospects and existing customers.
• Provide market intelligence by reporting on competitor activities.
• Present sales pitches at customer locations as needed.
• Monitor and analyze the performance of the portfolio to identify areas for improving sales volume and profitability aligning with company objectives.
• Negotiate payment terms to ensure timely payments, working toward shortened payment durations in line with days sales outstanding (DSO) reduction targets.
• Understand supply economics deeply for each lubricant grade by delivery method, including credit costs and working capital implications.
• Ensure compliance with company Health, Safety, Environment and Quality (HSEQ) policies to eliminate risks to staff and the environment.
• Collaborate with the marketing team to promote lubricant products and increase product awareness.
• Provide expert advice to customers and identify opportunities to cross-sell additional product lines.
• Identify and quantify new market opportunities where TotalEnergies automotive and heavy-duty diesel oil (HDDO) products may be introduced.
• Develop strategic technical relationships with key organizations, including original equipment manufacturers (OEMs).

Required Qualifications and Skills

The ideal candidate will have at least three years of experience in business-to-business (B2B) sales, preferably with a vehicle or technical background. A strong drive for success and proven capabilities in new business development are essential. Candidates should demonstrate commercial acumen and possess proficient IT skills. A solid, sustained understanding of lubricants and their applications is highly desirable.

Benefits

• Private healthcare coverage
• Enhanced pension contribution
• Access to an employment assistance program
• Participation in a cycle-to-work scheme
• Gym membership discounts
• Additional benefits and perks

Diversity and Inclusion

The company values respect and strives to foster an inclusive workplace where all employees have equal opportunities for success. The environment supports individuals regardless of origin, gender, age, disability, sexual orientation, gender identity, political or religious beliefs, union membership, or minority group affiliation. Support for expression and professional development is emphasized from hire onward.