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Lubricants Business Development Manager
1 week ago
Job Overview
This role is a critical position within Puma Energy, responsible for driving the profitability and growth agenda of the B2C lubes business in Africa. The successful candidate will work closely with distributors and resellers to implement a strategic approach that aligns with the global lubricants strategy.
Main Responsibilities
- Implement and lead business initiatives to grow the B2C channel, managing distributors and resellers to achieve volume, margin, cost, and EBITDA targets.
- Nurture relationships with distributors/resellers to grow business profitably for both Puma Energy and the partners.
- Hold regular stock forecast meetings with distributors, feed back to the supply chain team, and conduct or arrange technical training for distributors and customers.
- Review and provide constructive challenge to annual business review and budgeting planning.
- Evaluate business introduction opportunities through a robust sales pipeline for the B2C channel.
- Collaborate with the marketing team to develop marketing and incentive programs for distributors, resellers, and retail dealers, ensuring lubes brands are managed in line with the lubes brand strategy.
- Ensure consistent pricing structure for lubricants, aligned with overall B2C strategy expectations, and periodically conduct lubes price surveys for the B2C and Retail segments with in-country Lubes Managers and marketing team.
- Develop customer value propositions and activate them in the B2C segment, leading business reviews with in-country Lubes/Retail Managers on performance.
- Ensure every retail outlet in the country stocks Puma lubricants and monitors and tracks country KPIs.
Requirements
Experience
- Preferred postgraduate university or bachelor's degree in engineering, commerce, or equivalent experience in a reputable Oil Marketing Company.
- Minimum 5 years' experience in the Lubricants business.
- Track record of developing/managing business and/or setting up business from scratch and/or leading a market entry to a mature state.
- Experience in FMCG industry is an advantage.
Skills
- Leading people and strong influencing skills.
- Value Selling Skills.
- Strong negotiation and sales skills.
- Financial acumen to manage a P&L.
- Strong knowledge of Microsoft Office Suite applications; Presentation tools and programs.
- Ability to travel extensively.
- Fluent English.
