Area Business Manager (North West) Industrial Lubricants

Job Location	Ferrybridge
Education	Not Mentioned
Salary	Salary negotiable
Industry	Not Mentioned
Functional Area	Not Mentioned
Job Type	Permanent, full-time

Job Description

Total UK Ltd (TUK) is a global, integrated energy producer and provider, the world’s fifth-ranked international oil and gas company and second-ranked solar operator. We are the leading supplier of gas and power to UK businesses.TOTAL has over 100,000 employees worldwide, operates in over 130 countries.About the ActivitiesThe Industrial Lubricants Team is looking for its new Area Business Manager. As part of your duties, you will be in charge of :

Identifying and developing new, profitable, business opportunities on their area through planned and sustained prospection (maintaining at all times a live prospect list in line with the channels and individual focus markets).

Maximizing the profitability of each customer by judging and controlling prices and responding where possible to increases in cost’s by the "managed use" of price increases or supported by other commercial methods.

Developing good working knowledge of the Industrial range, gather and report information on competitor activity.

Exploring all the potential opportunities to move key customers to contract.

Ensuring Days Sales Outstanding targets are met, maximizing the number of customers who pay by Direct Debit or BAC’s on their area and minimizing the level of aged debt.

Maintaining and developing a detailed record of both customers and prospects using the preferred "company tools, in particular CRM."

Understanding the methods and constraints of the logistics behind the supply of lubricants.

Providing technical support or specialist knowledge (ie TIG predictive maintenance software) to other industrial ABM’s.

Ensuring the Companies HSEQ policies are followed at all times, eliminating risks to staff and the environment.

Producing concise and timely weekly visit reports (and other reports where agreed).

Ensuring weekly activity reflects individual and team KPI targets.

Maintaining key account plans, ensuring contact changes are recorded, new accounts added and action plans in place.

Creating professional presentations to support new business gains, wherever possible utilising principles of "Total cost Ownership."

It means that you will also be a master of :

Planning visits to customers and prospects in a structured, methodical and safe manner.

Ensuring that the areas annual GMVC and Volume targets are achieved.

Ensuring a good flow of information between yourself and other members of the team, both internal/external.

Maintaining a good working relationship with field based technical Engineers.

About the Job DimensionsYou are one of the six Area Business Managers in the Industrial Sales team, who are each responsible for an agreed geographical area and accountable for profitable direct sales of lubricants to customers, in line with both GMVC and volume targets set for the team. One of you main sectors will be the food.Your principal aim is to establish a close working relationship with your customer base (both current and prospective) at purchasing and engineering levels. Growth via proactive extensive prospection must be also part of your day to day activity and planning. You will have to utilize CRM to maintain your customer records.You are also required to manage credit terms within agreed limits for your customers and ensure that the overall Aged Debt position on your area is in line with the channels target.You are home based and you will also have to develop a solid relationship with Ferrybridge based, Industrial Sales Support and the field based technical support.About the Context and EnvironmentThe industrial lubricants market is a highly competitive one, subject to constant change. This requires you to be an effective communicator to both internal and external "markets", ensuring they keep abreast of competitor activity, strategy and technical changes around products.Key focus areas are Food, Energy, Aviation, Quarrying, Cement, Ports and Paper.About the AccountabilitiesYou report to the Industrial Sales Manager’ who reports directly to the Lubricants General Manager.You are accountable for the effective management of your sales area (profitability, first line technical support, journey planning, credit worthiness and administration).You are part of a team and you have responsibilities towards the teams overall results.About the CandidateThe team will appreciate your rigor for :

Your sense of leadership, your willingness to take on new challenges and you ambition.

Your solid experience in B2B sales, ideally with an industrial/technical background or previous experience in the food sector ; possibly with experience at junior management level.

Your commercial sense, margin conscious and a good technical knowledge of lubricants and their applications.

Your ability to use SAP/SFA and both Power Point and Lotus Notes.

Job holders are likely to hold a degree or equivalent qualification. A working knowledge of French would be preferred but is not critical. Required skills

Food Industry

Sales

Technical Sales

Industrial Sector

Keyskills :
Food Industry Sales Technical Sales Industrial Sect

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