Sales Director

Company: Entreprise commerciale

Job Type:
Full-time

Sector:
Sales

Location: Port-au-Prince, Haiti

Start Date: April 23, 2018

Posted On: Mar 20, 2018

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Sales Director at Entreprise commerciale

Job Description:

Purpose:

Define and execute the overall Marketing and Sales strategy for the Retail, Commercial & Industrial, and Lubricants market sectors to grow market share and increase profitability whilst optimizing capital investments and operational expenses. Lead the Sales organization to position the company as “best in class” in the market in all sectors and channels of trade associated with fuels retailing, convenience retailing, commercial & industrial sales of fuels and lubricants and seeking opportunities for entry into new market segments.

Reports to :

General manager

Subordinates:

5 / 6 Direct
Several Contractors

Key Responsibilities:

• Set and ensure execution of the strategy and direction of the Retail, Commercial & Industrial, and Lubricants market segments for the company and explore new prospects for market entry

• Deliver the following key performance targets (margin, volumes, credit, income, operating expenses, capital expenditure, customer service, brand recognition, market share, Health/Safety/Security/Environment (HSSE))

• Monitor competitor activity within the fuels industry in order to compile market intelligence including pricing tactics and expiring contracts

• Maintain a keen awareness of developments and trends in the economic and business environment and their impact to the markets sectors. Develop adaptive strategies and tactics to ensure maximum business results

Retail:

• Develop and maintain a perpetual 5-yr. rolling Retail Network Plan ensuring the appropriate mix of sites under operating platforms and contractual models that maximize company profit

• Lead the Retail Sales Force in preparing annual sales plans for the entire network, which include sales by product, operational expenses, and site profitability (Profit & Loss Statement)

• Develop and ensure implementation of marketing initiatives guaranteeing operational excellence delivery

• Lead all aspects of the KIMAZOU-Customer relationship – Scouting, Recruiting, Selection, Onboarding, Training, Reward, Customer Performance, Dismissal, Customer Engagement, queries, ranking of priorities at the site, new customer prospecting

• Ensure appropriate and cost-efficient delivery of preventive and corrective maintenance of the infrastructure and assets in the Retail network

Commercial & Industrial:

• Grow the portfolio in Industry, Construction, Government, NGOs, International organizations, Power generation, Agriculture, Marine and others

• Prepare sales proposals, bids, and contractual terms and conditions for new and existing customers and ensure compliance of such conditions once contracts are in place

• Assess customer profitability for assignment of credit and proactively manage debt using key metrics (% overdue and Days of Sales Outstanding)

• Prepare annual sales plans for the Commercial and Industrial sector which includes sales by product and operational expenses

Lubricants:

• Aggressively pursue profitable market share growth of lubricants in Haiti as exclusive distributor in country of the brand (s)

• Identify and establish penetration strategies to push lubricant products in all traditional and non-traditional channels of trade

Other Businesses:

• Identify opportunities and pursue penetration in other energy-related products and channels (LPG, LNG, Aviation, Fuel Oil, Bunkering, Household uses, etc).

Key Interfaces
• Customers
• Management Team
• Government
• Finance and Customer Service Center
• Maintenance Contractors
• Other contractors providing ad-hoc services

Job Qualifications:

• BS or BA degree (required) and Master’s degree (preferred)
• Minimum 10 years prior work experience in Sales with Profit and Loss responsibility
• Proven strong leadership and supervisory experience
• Proven experience in planning and delivery of results
• Understanding of fuels and lubricants products and markets (desired)
• Knowledge of English required

Competency/Requirements:

• Good balance between strategic and tactical thinking
• Knowledge of the Haitian market and operational methods of people in country
• Relevant sales experience including responsibility for managing multiple customers and locations
• Numerate with the ability to create sales and management information reports
• Able to apply different styles to manage people – leader, coach, supervisor, mentor
• Able to self-plan, motivate, and deliver results
• Excellent interpersonal relationships
• Marketing planning and sales execution
• Proficient in Microsoft Products – Excel, Word, Outlook and PowerPoint

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