Business Development Manager – South Middle East & Iraq

Overview and Context

This role involves acting as a key liaison between various internal support functions such as Marketing, HSE, Customer Service, Technical, and Supply Chain, helping coordinate efforts across destinations. As part of a restructuring project, the position manages industrial accounts in Iraq and Yemen, focusing on compliance, loading processes, and payments for active accounts. A solid comprehension of internal logistics and engagement with key stakeholders is essential. The role requires transforming brand positioning and adapting to evolving distributor management tools and approaches in a dynamic environment, including familiarity with Distributor portal and SSM concepts. Understanding strategic action plans focused on key Rupture Markets in South Middle East and Iraq is critical for measured growth.

External Environment

The position operates within highly competitive, fast-growing markets facing challenges including regional political instability, counterfeit activities, and local competition affecting profitability and market share. Frequent travel within the region is required along with awareness of geopolitical factors. The role demands engagement with both established and emerging distributors requiring different levels of guidance, and direct interaction with industrial clients specifically regarding compliance and payments.

Core Responsibilities

• Analyze market potential country and segment wise, devising and executing tailored strategies across South Middle East and Iraq.
• Serve as the crucial link between TotalEnergies distributors and UAE sales office to foster strong relationships.
• Develop organized segment-specific sales channels within each listed destination.
• Identify and appoint new distributors in countries lacking current representation.
• Set realistic annual volume targets for distributors and facilitate achievement through coordination.
• Create annual business plans coordinating distributors and marketing departments ensuring profitability and commercial viability.
• Prepare pricing lists to meet profitability goals and commercial feasibility.
• Conduct sales reporting and forecasting aligned with order processing activities.
• Implement designed marketing and sales strategies effectively in key countries and market segments.
• Embrace challenges, support team building, provide coaching, and pursue continuous professional growth.
• Stay updated on socio-economic and political developments relevant to territory.
• Monitor and report counterfeit activities involving TotalEnergies and Elf brands within assigned areas.
• Manage industrial teams in Iraq and Yemen focusing on distributor, reseller, and direct client compliance, payments, and loading logistics.

Company Objectives

• Achieve or surpass volume and gross margin targets for every destination and sales office.
• Increase TotalEnergies’ market share in each territory served.
• Implement and uphold Group HSSEQ guidelines across distributor and sales office operations.
• Comply with Credit department guidelines to minimize receivables and secure all transactions via Letters of Credit or Bank Guarantees.
• Expand retail presence, equipping all destinations to establish TotalEnergies as a formidable retail brand.

Compliance and HSSEQ Requirements

• Completely adhere to company compliance programs, including sanctions, export controls, anti-corruption policies, and Code of Conduct.
• Report promptly any non-compliance, breaches, or risks related to compliance and sanctions.
• Strictly follow HSSEQ policies, report incidents and hazards timely, and participate actively in safety inspections and investigations.
• Exercise full authority to halt operations for safety concerns when necessary and uphold high standards of health, safety, security, environmental quality, and sustainability.

Candidate Profile

• Educational background should be in Engineering, Business, or Management.
• Proficient in MS Word, Excel, PowerPoint, and co-pilot tools.
• Possess strong selling and negotiation capabilities.
• Exhibit excellent relationship management skills for distributor engagement.
• Strong analytical skills with an edge in trend analysis and forecasting.
• Effective communication and impactful presentation skills.
• In-depth knowledge of lubricants business and Middle East customs regulations.
• Understanding of regional socio-economic and political environments.
• Experience with channel sales management and value-based pricing models.
• Fluency in both English and Arabic languages.
• Minimum of five years of sales experience, ideally within lubricants or FMCG sectors.

Additional Information

The company values diversity, advances individual development, and provides equal job opportunities to all candidates.