Senior Sales Manager - New Business for Lubricants

Overview

The Senior Sales Manager will spearhead the expansion of ADNOC's lubricant products into new international markets by leveraging support from UAE government entities including embassies, consulates, and government-linked companies abroad. This role involves planning and managing sales efforts across the designated region, aiming to meet sales and profit goals while sustaining superior customer relationships through strong communication and cooperative efforts, ultimately enhancing ADNOC Distribution’s brand reputation.

Key Responsibilities

• Collaborate with International Sales leadership and Lubricants VP to devise pragmatic sales strategies and objectives, utilizing connections established via UAE government channels for market entry.
• Coordinate market research efforts by collecting and analyzing insights from limited sources to evaluate new product feasibility reflecting current and anticipated client needs.
• Identify viable new regional markets and potential distributor partners aligned with ADNOC’s distributor evaluation criteria; conduct thorough feasibility assessments.
• Achieve assigned sales and margin targets, prepare export price schedules for distributors, secure management approvals, and administer sales order processing.
• Promote lubricant products through strategic marketing and analysis of industry trends to expand sales opportunities.
• Maintain proactive engagement with key customers to resolve issues swiftly and provide excellent service.
• Organize market visits including customer meetings, seminars, distributor training, and key account management.
• Monitor competitor activity including pricing, credit terms, and sales volumes, reporting findings to supervisors.
• Assist in defining sales targets and business development plans for distributors and clients within the territory.
• Foster robust relationships with distributors and agents by regularly discussing product feedback and resolving concerns.
• Represent ADNOC at industry seminars and exhibitions to address inquiries and explore new business prospects.
• Partner with marketing leadership to create and implement tailored marketing plans encompassing all sales channels and target segments.
• Expand existing and new market customer bases, introducing products tailored to specific segments and initiating business in different countries.
• Explore and capitalize on new marketing opportunities for ADNOC lubricant growth.
• Ensure prompt collection of receivables to optimize cash flow, reviewing customer payment reports and initiating corrective measures when needed.
• Conduct creditworthiness evaluations for new customers, establish credit limits compliant with bank guarantees, and monitor ongoing sales accordingly.
• Provide timely updates to customers regarding order statuses and respond efficiently to inquiries across time zones.
• Coordinate with production teams to manage and resolve technical or commercial complaints to uphold high customer satisfaction standards.
• Develop and maintain cooperative relationships with internal departments and external stakeholders including government authorities and consultants, upholding high ethical standards and timely resolution of business needs.

Qualifications and Experience

• Bachelor’s degree in Engineering preferred, or alternatively in Sales, Marketing, Business Administration, or an equivalent field.
• UAE Nationals are preferred candidates.
• A minimum of 8 to 10 years of experience in lubricant sales operations, including at least 3 years in a managerial capacity, ideally within the lubricant sector.
• Outstanding communication skills with government entities.
• Comprehensive knowledge of the lubricant business, operational management and strategic planning within the industry.
• Successful track record in initiating lubricant businesses internationally and enhancing distributor performance.
• Understanding of ADNOC Distribution’s operational objectives and regional legal and regulatory environment.
• Strong financial management capabilities and innovative problem-solving skills.