Distribution Manager – UAE & Africa Resellers
TotalEnergiesJobsCloseBy Editorial Insights
TotalEnergies Marketing UAE L.L.C is hiring a Distribution Manager for UAE and Africa Resellers in Dubai to lead distributor relationships, drive sales and profitability, and develop dealers in the UAE and Africa. The role covers managing TE Retail Distributor operations, ensuring seamless order to delivery, analyzing off-take, growing premium and ancillary lines, and coordinating with Marketing for promotions. You will ensure sanctions and HSSEQ compliance and manage collections and counterfeiting issues. Ideal candidates have 10+ years in lubricants, a mechanical or management degree, fluent Arabic and English, and a proven track record in retail distributor growth. Apply with a CV highlighting measurable achievements, leadership, and HSSEQ experience, along with a concise cover letter linking your background to a competitive market.
Dubai
Context & Environment
Types of contacts associated with the position
- Interaction with internal and external Stakeholders
Framework for the position's reflections
- Strict implementation of instructions
Nature of the position's interactions
- The position requires precise communication skills
- The position requires the ability to influence and convince
- The position requires negotiation skills
Position operates in a specific market (regulated, competitive, etc.)
- This position operates in a highly competitive market with >75 players competing for market share.
- All the major international companies are present alongwith a large number of local brands. National Oil Companies are also very strong and hold a market share of > 35%.
Activities
Responsibility of customers:
- Handling the TE Retail Distributor in Abu Dhabi, UAE and Africa Resellers
- Execution of company’s policy and following defined processes to establish company’s strategy.
- Supervise error-free process from customer order placement till completion of delivery.
- Maintain customer wise records of historical purchases, trends, communication.
- Analyze customer off take to improve the product mix for profitability and for regular long-term business.
- Manage existing Africa Resellers and support them to maximize business.
Sales objectives and achievement:
- Achievement of individual yearly sales objectives – Volume, Gross Margin and Premium products.
- Quarterly review and progress reporting with analysis.
Collection objectives and achievement:
- Ensure the collection targets of the team are met on a monthly basis.
- Monthly review and report on overdue accounts with analysis, reasons and suggestions
New Business development objectives and achievement:
- Support Distributor in identifying new dealers and appoint them, based on yearly objectives.
- Focus on having the strong portfolio of dealers under the Distributor, that support any business downfall.
- Focus on growing synthetic PCMOs & DEO counters under Distributor.
- Increase market share in synthetic PCMOs and ancillary grades.
- Develop new customers in the markets assigned to TEMME by Africa division and grow business in each of the 7 countries presently assigned + any other country that may be added by Africa Division during the year.
Market information and sales reporting:
- Informed on the up-to-date knowledge of competitor activity in the assigned area of operation.
- Monthly Reporting to management on the above information.
- Ability to analyze sales figures of assigned area of operation, highlighting major changes or improvements by monthly report.
- Active participation and contribution to the departmental sales meetings.
- Analysis of GFK data and develop strategy for increasing market share.
Marketing contributions :
- Expected to contribute ideas for efficiency in the area of operation.
- Liaison with marketing department on marketing promotions for Retail segment in the assigned area..
- Branding and Dealer signages to be in focus.
- Collaborate with Marketing team for effective Merchandising operations
Value Selling:
- Drive the distributor team to upsell and Improve Product Mix thereby improving profitability.
- Drive the distributor team to Focus on increasing Premium Product Sales and develop Ancillary Product sale
Additional Responsibility:
- Coordination of counterfeiting with the Technical and Legal Department for TEMME/TEMUAE
ACCOUNTABILITIES
Supporting Distributor sales operations to develop business as per Budget / LTP. Ensuring implementation of credit policy, New business development, Process and policy execution, Customer support, Information gathering and communication, HSSEQ focus. Implementation of DMS+
Compliance Objectives:
- Ensure full adherence to the company’s compliance program, encompassing economic sanctions and export control program, anti-corruption and fraud policies, procedures, and the Code of Conduct in all professional activities.
- Promptly notify the compliance officer/economic sanctions referent to any instances of noncompliance or breaches of economic sanctions or export control that comes to my attention. Any other compliance risks identified during day-to-day activities should also be reported immediately.
- Follow all Compliance rules regarding Africa Resellers and ensure close coordination with Customer Service team to ensure correct documentation and compliant operations.
HSSEQ Objectives
- Strict adherence and compliance towards TEMME HSSEQ Policy, Procedures & specific rules & regulations applicable to the area of activity at all time with high Quality of HSSEQ performance
- Participate in the training program to acquire HSSEQ knowledge and impart this training to colleagues as and when required by Management.
- Reporting of near misses, incidents, hazards & injuries to line Manager within the time frame as required by HSSEQ policies and Manuals.
- Conduct joint safety tours as per annual safety tour plan with follow-up and closure of open points identified during the tours.
- Participate in the Investigation and analysis of incidents as and when required.
- Comply with CR-PROC-TEMME-HSE-024 - Light Vehicle Management procedure for TEMME.
- Strict adherence to HSSEQ requirements with full authority to stop any operation for safety reasons.
- Demonstrates exemplary conduct, rigor, vigilance, and professionalism regarding HSSEQ in all their activities
- Participate in 5 levers of sustainability
Candidate Profile
Qualification:
- Master’s / Bachelor of Engineering, preferably Mechanical OR Management
Technical skills:
- Understanding of application of various types of lubricants in vehicles / machinery.
Soft skills:
- Interpersonal skills
- Managing difficult customers with negative mindsets
- Effective communication & analytical skills
- Self-driven and takes initiative
- Team player
Specific knowledge:
- Knowledge of the Competitor’s product range and our equivalents.
Language skills:
- Arabic, level: fluent
- English, level: fluent
Experience
- 10 years of relevant experience in the Lubricant industry
- Retail business development experience with a proven track record in business growth.
Additional Information
A long-standing player in the energy sector, an integrated multi-energy company (oil and biofuels, natural gas and green gases, renewables and electricity) and a global industrial company, TotalEnergies is also a responsible employer and a corporate citizen. Every day, more than 100,000 employees are focused on reinventing energy in over 130 countries.