Sales Manager

Lubrizol, a Berkshire Hathaway company, is a market-driven global company that combines complex, specialty chemicals to optimize the quality, performance and value of customers’ products while reducing their environmental impact. Lubrizol produces and supplies technologies to customers in the global transportation, industrial and consumer markets. These technologies include lubricant additives for engine oils, driveline and other transportation-related fluids, industrial lubricants, and additives for gasoline and diesel fuel. In addition, Lubrizol makes ingredients and additives for home care and personal care products and pharmaceuticals, and specialty materials, including plastics technology and performance coatings in the form of resins and additives.

**Accountability of the Role**:
Deliver planned Volume and Margin in Africa through sustainable value creation with Key Accounts while maintaining excellent customer relationships. As Managing Director, ensure management of Lubrizol South Africa in a safe, efficient, and compliant manner.

**Responsibilities / Accountabilities**:
**South Africa Operations**
- Lead the South Africa team in its operations and Obligations towards Lubrizol Corp and stake holder Govt departments of South Africa.
- Partner Durban Plant team to ensure cost effective operation

**Commercial delivery**:

- Develop Key Account plans to build customer/consumer preference for Lubrizol through right value prepositions and drive volumes for achievement and growth in the geography.
- Conduct customer annual volume/Margin planning & phasing and monitor the sales objectives on monthly / quarterly and annual basis.
- Ensure Increase in Share of Business (Value Share) across segments as per Strategic Plan
- Maintain a close watch on customers' credit status and ensure collection of outstanding as per the credit policy/applicable credit limit.
- Maintain close watch on Govt Rules and Regulations and take steps to account for the changes which can lead to Risks or opportunities.
- Make regular sales calls to designated accounts and record the same in CRM/MI tools in terms of Call recording, opportunity tracking, Competitor activity, updating the account plans etc.

**Relationship management**:

- Work as Single point of contact for the organization and establish strong rapport with Key stakeholders of Lubrizol South Africa among External parties, Customers and govt agencies.
- Maintain top quartile relationships with all the key accounts for ensuring overall pipeline & revenue growth.

**Strategic alliances**:

- Build strategic alliances with target customers for providing sustainability to growth agenda in the geography.
- Negotiate & finalize annual contract and terms of trade with key accounts in the territory.
- Short list the Contracts & negotiate a win: win proposition in line with authority limits.

**Cultural Beliefs and Behaviors**
- Work to Build accountable and empowered Culture and ensure upholding Lubrizol's Cultural belief.

**Requirements (education, experience, competencies and specific job requirements)**:

- Engineering Graduate is preferred (Experience in Chemical/Petroleum industry, an MBA in S&M can be an advantage)
- 18+ years’ experience in related field
- Process and system oriented with proven Plan execution skills.
- Analytical & Data handling Skills
- Relationship Management, Negotiation & execution skills
- Creative thinking
- Adapts to changes in environment & able to meet goals effectively in dynamic markets

**Competencies for the Role**:

- Leadership
- Performance Bias
- Strategic Thinking
- Building Relationship
- Financial Acumen

The city of Durban is situated on South Africa's eastern seaboard, on the edge of the warm Indian Ocean, and is famous for being the busiest port in South Africa and Africa. It is also seen as one of the major centres of tourism because of the city's warm subtropical climate and extensive beaches. Our Durban site is located just 19km south of the Durban city centre, Durban Port and major beaches, and although it is part of a major industrial park, Prospecton, is a mere 2km from the nearest beaches.

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