Lubricants Sales Manager Job Vacancy at PUMA Tanzania

by Udahiliportaldaily

Lubricants Sales Manager

Dar Es Salaam, Tanzania

Main Purpose:

  •  Is responsible for establishment and development of a Long term Commercial Relationship
    with existing/new:
  • Distributors, and Wholesale Customers
  •  Lubricants consuming Firms / Companies / and Contractors
  • Liaise with internal stakeholders (Business Support/Finance/Operations/Fellow B2B team
    members) to ensure Customers are served well in accordance with Puma Energy standards
  • Primary role is to drive performance of Lubricants business, manage key processes to
    ensure that all customers’ contractual & performance deliverables are achieved; which is
    critical to the success of the offer implementation and sustainability

Knowledge Skills and Abilities, Key Responsibilities:


1.Monthly Projection/forecast of:

  • Lubricants products volume demand
    oDetermining Existing Customers / Prospects volume demand
    oAssessing and considering the impact of seasonality in volume projections
    oExplain reasons for variances in budgeted volume against actual realized
    oTrack stock movement – with Stock Account team
    oConduct Periodical reviews to optimize stock availability vs performance
  • Liaise with Local/Regional Supply team to ensure adequate supply of Lubricants in the
    market at all times (zero out of stocks)
  • Aligning Volume Projections to the overall Company business objectives.

2. Achieve:

  • Monthly Sales Objectives as stipulated in the Goal Setting document (posted in
  • Customers acquisition targets
    oOffer Preparations
    oTender bidding documents preparations and submissions
  • Volume and Customer base Growth Objectives
  • Gross margin targets (Profitability)
  • Maintenance of effective professional business relationships with Customers and other
    internal / external stakeholders

3. Coordinates/Prepare:

  • Route to Market Plans and implementations
  • New Lubes business development plans and opportunities
  • Customer Support Initiatives:
    oTotal Fuel management Offer
    oTechnical Data Sheets, Products Specifications, and Labs testing
    oStorage and dispensing facilities provisions
    oWaste Oil disposals
    oBasic Trainings
  • Internal Stake holders meeting to align Lubricants Prices, Margins, and Price
    Changes in the Systems
  • Relevant Reports for Management consumption
  • Marketing and Sales strategy; to promote business activities and grow sales of
    Lubricants Sales to the B2B Customers base

4.Manage Distributors / Wholesale Customers

  • Assist to set-up their volume budgets
  • Align them with their Trading Terms & Conditions
  • Set-up monthly and quarterly performance reviews
  • Conduct Sales Team review meetings
  • Determine the incentive structures for both Distributors and their Sales Team
  • Ideally this Role is responsible for general business growth of business partners from Plans,
  • Implementations, and tracking of results (Measurements and Evaluations)

5. Discuss and recommend Terms & Conditions of payments to management;

  • Communicate the agreed terms to relevant Customers and follow up on
    payments as per the agreement
  • Maintain effective administrative control of:
  • KYC Processes / Documentation,
  • Customer Contracts (Supply Agreements),
  • Sales Procedures,
  • Accounts receivables,
  • Price Build-ups,
  • Credit Policy: Payments terms, Credit Security, Credit Renewals, and Collections

6.Track Competitors activities in the Industry:

  • Conduct marketing Intelligence to determine/undergo:
    oSWOT Analysis outcomes
    oSelling prices comparisons
    oRoute to Market & Coverage strategies
  • Closely following-up on competitors offers and their Sales Proposition –
    Opportunities to Improve
  • Track Performance of Parallel products (imports) and Counterfeits
    Forge, through Industry Associations, demanding for better taxation regime; and level play
    grounds for all players in Lubricants business

7.Perform / discharge any other company duties as and when such duties are assigned to this


Education & Experience:

  • Tertiary Education preferably Chemical Engineering degree or equivalent
  • 5 – 7 years’ experience in Oil/Gas industry in the country or outside Tanzania
  • Proven experience in influencing executive/senior management around major
    commercial decisions
  • 2 – 4 years’ experience in Key Account Management, Customer Services, and
  • Exposure to Lubricants, Value Management, and Inventory control will be an
    added advantage


  • Computer Skills (MS Office)
  • Business Knowledge
  • Fluent English
  • Negotiation Skills
  • Communication and Interpersonal Skills
  • Problem solving
  • Strong leadership skills
  • Strong interpersonal and group communication skills
  • Conflict resolution and problem solving
  • Goal oriented
  •  Ability to manage own schedule to achieve work efficiency and effectiveness

Key Relationships and Department Overview:

  • Internal:
    oLocal: Business Support/Finance/Operations/Fellow B2B team members
    oRegional Lubricants Manager
  • External:
    oWholesale Customers & Resellers
    oConsumers of Lubricants in different channels of the Economy namely
    Mining, Transportation, Manufacturing, Construction, Agriculture &
    Forestry, Public Admin, Food & Beverages, Tourism, Hotel &
    Restaurants, and Others.
    oRegulatory Authorities, Testing Laboratories, Marketing Agencies,
  • Research Institutions/agencies


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