Industry Sales Manager

Overview

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Responsibilities

• In charge of the commercial development of the direct and indirect industry B2B activity for Brazil, including special fluids and lubmarine, in close relationship with other business units and the headquarters.
• Prospect and coordinate distributors.
• Propose the commercial strategy with relevant business models to achieve the ambitions.
• Ensure solid price risk management. Check that prices are in line with the markets.
• Develop profitable and solid business models in relevant market segments.
• Lead the team, in coordination with best practices, as well as the BU and LTP exercises.
• Manage business evolution, development and partnership through KPI tracking (volume and GMVC, Sell In, Sell Out, product, stock and sales forecast) and through field visits to develop customers and value sales.
• Provide technical and commercial support to Sales, clarify doubts about products and applications, indicate and convert products; develop the TCO to demonstrate product performance to customers.
• Support and manage commercial and technical training for sales and key partners; deliver all necessary information (commercial or technical) such as PDS / FISPQ / NSF, CA, etc.
• Manage, create and implement price lists and strategies for business development and improved commercial conditions for greater coverage of the sales area and industrial segments.
• Use SALSA (Sales Force tool) and CRM to manage field visits, schedules, business reviews, and team activities.
• Develop large Key Account customers with potential > 10k/month.
• Realize RFQ and BIDs with KAM.
• Create sales budget and forecast and S&OP with blending plant.
• Create and manage sales reports (volume/margin).

Qualifications

• Higher education, engineering, or chemistry.
• Development and results driven.
• 10-year business experience in direct industrial business (B2B).
• Prior experience with industrial "large accounts" is a plus.
• Reactivity, availability, and mobility. Experience in negotiation.
• Patience, diplomacy, and good resistance to the event.
• Teaching skills to convince various interlocutors to work in synergy.
• English is a must, Spanish and French are a plus.

Context and Environment

• Brazil based local position, with frequent national missions.
• Great diversity and complexity of the area.
• Mix between mature and developing markets, economic systems, and very different regulations.
• Direct involvement with Technical Department / CCP / Financial / Taxes / Marketing / Transport / Pricing & BI departments.
• To participate in events such as fairs, exhibitions, workshops, in the strategic segments of the local market.
• Develop TCO – TotalEnergies COST OPERATIONS – Direct Sales.

Activities

• In charge of the commercial development of the direct and indirect industry B2B activity for Brazil, including special fluids and lubmarine, in close relationship with other business units and the headquarter.
• Prospect and coordinate distributors.
• Propose the commercial strategy, with relevant business models to achieve the ambitions.
• Ensure solid price risk management. Check that prices are in line with the markets.
• Develop profitable and solid business models in relevant market segments.
• Management of the team, in coordination with best practices, as well as the BU and LTP exercises.
• Manage business evolution, development and partnership through KPI's (volume and GMVC, Sell In, Sell Out, product, stock and sales forecast) and through field visits to develop customers and value sales.
• Provide technical and commercial support to Sales, clarify doubts about products and applications, indication and conversion of products. To develop the TCO to have product performance developed by customers.
• Support and manage commercial and technical training for sales and the best customer for partnership; deliver all necessary information, commercial or technical (PDS / FISPQ / NSF, CA, etc.).
• To manage, create and implement price lists and strategies for business development and target better commercial conditions for greater and better coverage of the sales area and industrial segments.
• Use SALSA (Sales Force tool) for all activities involved in your sales work (field visits, schedule, business review, etc).
• To manage and use CRM Sales Force to manage team activities.
• To develop big customers KA with potential of >10kl/month.
• To realize and develop RFQ and BIDs with KAM.
• To create sales budget and forecast and S&OP with blending plant.
• Creating and managing sales reports (volume/margin).

EEO and Additional Information

TotalEnergies valorise la diversité, promeut le développement individuel et offre des opportunités d'emploi égales à tous les candidats.

Job details

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: Oil and Gas

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