B2C Lubricants Manager Africa

Main Purpose:• This role is fully accountable and responsible for the lubes business profitability and growth agenda in the B2C channel which involves working with distributors and resellers in line with the global lubricants strategy to achieve the overall key objectives of the business and to drive lubricant sales growth in the Retail segment while identifying new business opportunities for expansion.Knowledge Skills and Abilities, Key Responsibilities:

Key Responsibilities:

• Responsible for implementing B2C channel strategy and lead the required business initiatives. This will involve managing distributors and resellers to grow the footprint in highstreets and chain stores and deliver value in respect of volume, margin, cost and EBITDA targets
• Nurture and work with the distributors/resellers to grow business profitably for both Puma Energy and the distributors/resellers.
• Hold monthly stock forecast meetings with the distributors and feed this back to the supply chain team and conduct or arrange technical training for distributors and customers
• Responsible for reviewing and providing constructive challenge to the annual business review and budgeting planning
• Responsible for evaluating business introduction opportunities through a robust sales pipeline for the B2C channel
• Work closely with marketing team to develop marketing and incentive programs for distributors, resellers and retail dealers and ensure that the lubes brands are managed in line with the lubes brand strategy.
• Accountable for consistent Pricing Structure for lubricants and in line with overall B2C strategy expectations and ensure that lubes price surveys for the B2C and Retail segments are periodically carried out in collaboration with in-country Lubes Managers and marketing team
• Responsible for the development of customer value proposition and the activation in B2C and also leads business reviews with in-country Lubes/Retail Managers on performance
• Ensure that every retail outlet in the country stocks Puma lubricants and monitors and tracks country KPIs

Job Requirements:

Experience:

• Preferred Post graduate university / bachelor’s degree in engineering, Commerce or demonstrating to have worked on such level in reputable Oil Marketing Company.
• Min 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 more mature state.
• Experience in FMCG industry is a plus.

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

Competencies:

• Exceptional written and verbal communication skills
• Ability to work in a fast-paced, organizationally flat environment and under pressure
• Excellent negotiation and analytical skills
• Effective performer within a matrix organization
• Highly motivated
• Strong work ethics
• Ability to interact with large external clients and vendors as well as key internal stakeholders
• Work independently
• Be a strong team player, and
• Work on multiple projects concurrently.

Key Relationships and Department Overview:

• Internal – GMs, management team members and related staff
• External – Key stake holders in Retail, B2B/B2C and Equipment suppliers