Our Client is Global leader in Oil & Gas Industry

This is the global leader Company in Oil & Gas Industry. In order to dedicatedly support their business agenda, they are looking for qualified candidates for the following position.

Sales Director-B2B

Oil/Gas, Sales - Ho Chi Minh
Salary: $5000- $6000

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The Job

JOB PURPOSE

To lead sales activities under Industry and Heavy Duty segments including
- (a) delivering all sales, margin and profitability targets
- (b) developing and executing strategic sales plan via development of (i) the distribution channel, end-user customer base (B2B Industry companies) (ii) internal capability including sales competency, processes and alignment with other depts. & company policies

CRITICAL ACCOUNTABILITIES

KEY RESULT AREAS (KRA)
To plan Sales Strategic Plan (5 year plan) and Annual Operating Plan in order to deliver the company goals for long and short terms
To plan and execute Sales activities to deliver Sales performance for short-term (monthly and quarterly) under annual Operating plan and Sales strategic plan (5 years plan)
Drive Sales Operation Excellence
Build internal Sales Capability
Assist General Director to support other markets if required
MAJOR ACTIVITIES
Develop Sales Plan for long term (every five years) and short term (i.e annual Operating Plan) based on (a) market and competition analysis (b) internal strength – capabilities as well as weakness – opportunities (c) experience in lubricant markets where required
Analyse market potential, competition and end-customer base in order to define the strategies of (a) product portfolio to win in niche markets (b) channel capability & development plan (c) internal capabilities including technical and services, in which added value to the product is consistently aligned in all plans
Propose Marketing actions and supports from other departments to make the Sales Strategic plan feasible and achievable
Develop internal capabilities to anticipate the business growth and changes including manpower, sales competencies and processes | system to enable the strategic or operating plan
With the approval of General Director – to roll out the Sales strategic long term into annual Operating Plan with clear activities, timelines and measurements
Build the sales strategy around a benefit-selling approach, together with the Global Tech Center of Excellence. Ensure these principles are inherent in the strategy and the roll-out of all actions in the field
Plan annual budget based on the strategic sales plan every year and past experienced activities | spending
Develop detailed actions plan by quarterly and monthly to deliver volume (top line) and ensure GM compliance
Make decisions on customer incentives and align with Marketing initiatives | promotions to deliver monthly | quarterly and yearly sales performance
Assess the channel capabilities and develop actions plan to bridge the gaps if any
Track actual implementation or results vs. plan (initiatives and spending). Take actions to bridge the gaps, if any
Run analysis and reports on Sales Performance by monthly, quarterly to Management Team
Ensure all Sales or company processes (and policies) are implemented by Sales Team. Remove internal barriers to ensure the compliance and prompt feed-back or actions
Develop highly integrated place of pre-sales, field-trial tests, first-fill change-over, regular performance field checks and troubleshooting processes and execution with the technical and product development department as the primary driver for value addition
Coordinate with other departments (Customer Service, Quality, Finance etc) to quickly settle all external feedback and complaints
Seek opportunities to improve internal sales processes, improve efficiency of all sales activities or projects (spending, resources etc). Lead projects and process changes to improve the Sales efficiency
Improve forecast accuracy
Roll out the improved operating model (such as channel model, sales B2B process, SPANCOP etc), processes or initiatives to Sales Team
Improve Sales morale and retention rate by working with General Director and Human Resources to fix ad-hoc issues and build long term solutions for Sales CI
Analysis the gaps of org and sales capability and develop the capability improvement plan with comprehensive internal and external training plan
Ensure trainings (from internal and external parties) plan is delivered and the efficiency | capability improvement can be proved from the trainings
- Build coaching culture and engagement culture across department and as a leader of the company
- Extend the role (where or when possible) to support General Director and CI Export Manager in working in other Asia Pacific countries (Sales area only)

Your Skills and Experience

EDUCATIONAL QUALIFICATIONS

Minimum Bachelor’s Degree in Commercial or Engineering fields
Exceptional communication in Vietnamese and English (speaking, writing and presentation)

RELEVANT EXPERIENCE

Minimum of 3-5 year experience in leading Sales Department in a MNC environment and similar industry with the same size or complexity
Leading sales activities in the similar industry
Capability to manage and develop Distributors and improve a complex channel & distributors network
Developing and delivering a benefit-selling philosophy and operating under similar conditions
Capability to approach, present and sell in a true B2B industrial environment
A thorough understanding of B2B and B2C Sales Processes
Lube background and education is preferred – but not a must

PERSONAL CHARACTERISTICS & BEHAVIOURS

Highly results-driven
Structured and well organized
Strategic mind-set
Self-motivated leader with team building capability – including coaching
Real team player

Why You'll Love Working Here

Opportunity to work for professional working environment
Opened professional and general management training
Competitive salary and great benefits

Apply Now

PERSONAL CHARACTERISTICS & BEHAVIOURS

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