Short description
 

Responsible to secure the sales performance of Motul over a specific region or territory, in either single, multi-segment and multi-channel accounts. Ensures the design and implementation of winning regional strategies with retail and wholesale accounts, influencers, events, fairs, leveraging Key Account and other central sales resources within the company. Secures the realization or budget objectives, both in terms of profitability and sales volumes at the regional level.

Key responsibilities

(1)   Administration
·      Responsible for developing and adhering to the territorial budgets (commercial cooperation, promotions and free) monitoring and control of costs as required,
·      Recruits, trains and manages the activity of the territorial Sales Force including administrative issues such as developing and administering training programmes for staff, planning leave, etc…,
·      Organizes territorial meetings as necessary to communicate with the sales force and clients.

(2)   Commercial responsibilities
·      Participates in the development of the territorial Sales plan / policy, determining, presenting and following-up the objectives,
·      Implements and monitors agreements concluded with large national accounts (visits and account rendered systematic),
·      Manages and directs follow-up of the major territorial accounts (dealers, agents, regional groupings…),
·      Develops commercial relations with territorial partners and other regional organizers, regional media, etc…,
·      Proposes and implements plans for local sponsorship,
·      Implements and monitors national sales campaigns, following up, analysing and correcting any deviations from plan at territorial level,
·      Monitors competition in terms of prices, products, promotions, etc. and submits reports to senior management on impact of competition and how to improve Motul’s performance in the light of these moves,
·      Ensures the follow-up of the dashboards (debrief of monthly highlights, plan of prospecting and monthly forecasts),
·      Follows-up of the daily actions of the Territorial Sales Force including:
-          Client meetings
-          Lead-generation plans
-          Training
-          Coordination of actions
-          The promotion of values MOTUL

(3)   Additional duties
·      Implements and monitors the computerization of the Territorial Sales Force (CRM, SAP…),
·      Follows up where necessary on unpaid accounts,
·    Manages Sales Force to get best possible results and to ensure that the right resources are in place to deliver business strategy and facilitate career development and succession planning, establishing KPI’s and measuring performance.

Main skills

(1)   Strategic and Innovative Mindset
(2)   Drive for Results
(3)   Customer Orientation
(4)   Motul Spirit
(5)   Transparent Communication

Education / Qualification

(1) A good secondary level of education,

(2) Studies related to sales would be a definite advantage.

Experience needed             

+6 years’ experience in oil/lubricants services,

Experience in similar functions,

Experience in automotive or dealers’ networks would be a plus.

Language                            

(1) Local language (to be specified)

(2)   English: would be a plus

(3)   French: would be a plus

IT Knowledge                

(1) Proficiency in the use of the Microsoft Office Suite

(2) Knowledge of SAP & other ERP

(3) Ability to learn new systems quickly