Responsibilities:

·       Develop Motul’s business in the area in line with Motul’s 5-year plan

(Area - Southern and Easter Africa and Indian Oceans)

·       Increase the presence and visibility of the Motul brand in the area

The main tasks are:

 Perform market research aiming at targeting potential Distributors, determine the state of competition in the market, the price of  competing products, the positioning of the Products and  competing products, and offer means of market penetration.

Actively and intensively identify companies located in the Territory likely to use and/or properly distribute the Products. Provide an analysis on their positioning in the local market, their staff and material resources, their solvency, their financial situation and their future business perspectives. 

Sign new importers/distributors in markets the brand is still not represented nor distributed.

Identify, based on the range of Products and on their prices, which of the Products are suitable for the potential customers’ needs.

Organize and implement trade policy and marketing in the area as defined with each importer according to the 5-year plan; Strategic market segmentation / distribution network, target customers, pricing policy, product positioning, brand development and image.

Regularly visit the Territory and the Distributors' premises, with a view to follow up the distribution network and the possible commercial or technical difficulties which the Distributors may face. 

At the end of each month, prepare a report on Meetings with Prospects, the Distributors' activities, the state of the market, the customers' demands, and all information relating to the Products, prices and sale's practices of the competitors as well as all other relevant information. 

Support and assist existing importers:

Organizing and improving the marketing strategy as well as the price, image and product policies and, in particular, optimizing the positioning of the Products in the Territory.

Organizing and improving the distribution network.

Organizing and improving the technical assistance provided by the Distributors to their customers.

Implementing sales development techniques developed by Motul, with regards to the analysis of the activity, market and competition, and the promotion of the Products.

Assist, accompany and guide the Distributors’ sales force during prospecting meetings, customers’ meetings and tradeshows, or whenever requested.

Regularly provide to the Distributors the results of the analyses and market researches, inform them of the competitors' prices, products and sales practices and provide the sales' force with necessary additional training.

Ensure at all times that the Distributors are solvent.

Organize and enhance the technical assistance provided by importers to customers.

Study the possibility of new distribution agreements in countries where the brand is not represented and develop 5 year growth plan.

Train and support new importers.

Education / Qualification
Bachelor’s or Master’s degree in Business Management, Sales or equivalent.
,
Experience needed
+6 years’ experience in oil/lubricants industry
Experience in international business environment,

English: proficiency needed
French:  would be a plus
IT Knowledge

Proficiency in the use of the Microsoft Office Suite
Knowledge of SAP & other ERP
Ability to learn new systems quickly