Total recrute un Responsable technique des ventes (Corridor Est), Royaume-Uni
Job Description
About the Activities
- To maximize 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
- Fully explore potential opportunities to move key customers to contract
- To maintain and develop a detailed record of both customers and prospects using the preferred “company tools, in particular CRM”
- To ensure the Companies HSEQ policies are followed at all times, eliminating risks to staff and the environment
- Extensively identify and develop 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)
- Production of concise and timely weekly visit reports (and other reports where agreed ).
- Ensure weekly activity reflects individual and team KPI targets
- Plan visits to customers and prospects in a structured, methodical and safe manner
- Ensure that the areas annual GMVC and Volume targets are achieved
- Where appropriate provide technical support or specialist knowledge (ie TIG predictive maintenance software) to other industrial ABM’s
- Compose professional presentations to support new business gains, wherever possible utilising principles of “Total cost Ownership”
- Ensure high quality technical support through liaison with customer, ABM and other relevant departments
- Recommend products, convert competitor grades, rationalise grades to meet and optimise customer requirements and be responsible for all recommendations to the line manager or Sales Manager
- Prepare technically tender, equivalent list and surveys and support the sales team on these occasions
- Liaise with the marketing department, laboratory, sales managers and other involved departments to optimise and harmonise product ranges, tender queries, new products
- Liaise with customers to advise, support, manage expectations, further to support them and us in their organisation
- Look for opportunities to build technical strategic relationships with key organisations including OEM’s, develop and assist sales in negotiations with same to grow UK business or gain new potential business and build brand awareness and technical expertise available in line with strategy
- To assist in identifying areas of opportunity where Total products can be marketed
- To advise, represent and assist where necessary the brand strategy for the lubricants business (marketing department, advertising, promotions, trade shows and PR)
- To give technical advice to Total Lubricant customer or potential customers when required
- Interpreting laboratories lubricant analysis reports from customers and being responsible to give recommendation to the Sales team and line manager to pass on to the customers
- Compilation and draft of Technical Bulletins to Sales Channels and for use by Marketing
- Undertake ad-hoc projects and other requirements as required
About the Job Dimensions
One of six Area Business Managers 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.
Growth via proactive extensive prospection must be part of their day to day activity and planning.
Each ABM is also required to manage credit terms within agreed limits for his customers and ensure that the overall Aged Debt position on their area is in line with the channels target.
The Industrial ABM is home based and looks after an agreed geographical area, they must develop a solid relationship with Ferrybridge based Industrial sales support and the field based technical support and utilise CRM to maintain customer records. Establishing a close working relationship with their customer base ( both current and prospective ) at purchasing and engineering levels is critical.
They conduct research and identify potential clients, contact prospective customers, arrange meetings and present the products in a convincing and persuasive manner. Using expertise to understand our customers’ requirements and then incorporating technical knowledge into sales pitch. This will involve demonstrating the effectiveness of products and explaining how it will provide an ideal technical solution to our clients’ problems.
Context and environment
About the Context and Environment
The Technical Sales Manager is accountable for the effective management of their sales area,(profitability, technical support, journey planning, credit worthiness and administration). As part of a team and has responsibilities towards the teams overall results. From time to time they will be required to cover for other team members.
Working time is split between home and field (visiting clients). As well as clients, you’ll also travel to trade shows and conferences regularly.
Initially, you will be expected to gain experience in your field, develop product/service knowledge, and build your reputation in technical sales. Permanent dealing with customers queries, ensure at all time high standards of recommendations in line with specifications, regulations and policies and strategies. Being able to explain high technical issues to non-technical users o they can use the information in day-to-day life or solve the query they had. To respond and give recommendations in case of product contamination or failure of equipment regarding lubrication. To be up to date on new technologies and products.
Candidate profile
About the Accountabilities
Will be measured through customer survey of internal and external customers: complaints on technical information given by customer, feedback from customers. Achievement of objectives and quarterly review with line manager.
Has to establish priorities and to be flexible to achieve set goals; set, update and review policies and procedures to achieve highest standards and company policies.
About the Candidate
Job holders are likely to have solid experience in B2B sales, ideally with an industrial/technical background, need to be commercially aware, margin conscious. They will be expected to have and sustain strong technical knowledge of lubricants and their applications.
Qualification needed is a post graduate in one of the following fields: chemistry, engineering and preferred having experience in the oil or EOM industry prior to this job.
Workplace location (Precisions/Keywords)
Homebased – Corridor East
Employment type
Regular position
Experience level required
Minimum 3 years, Minimum 6 years, Minimum 10 years
Branch
Marketing & Services
About us / company profile
Give your best to better energy and make the commitment with Total. With over 500-plus professions in 130 countries, we offer high safety and environmental standards, strong ethical values, an innovation culture and wide-ranging career development. Be part of the global team whose mission is already shared by 100,000 employees: to make energy better each and every day.
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