Context & Environment
Are the position's contacts internal or external? Internal & external ✗ / Internal / External
What is the time horizon for the position's reflections? Long-term (+3 years) / Medium-term (1-3 years) ✗ / Short-term (-1 year)
What types of contacts are associated with the position?
* Internally with other members of the affiliates in charge of Automotive lubricants and support functions: Retail Sales, Finance, Operations, HSEQ, HHRR, the MDs and Mancom members,
* Externally with Clients: Key Accounts (Direct sales) and Distributors
* Externally with externals like Trainers, Advisors, Industrial Chambers, among others
What is the framework for the position's reflections?
* ✗ Creation of new solutions to problems encountered
* Branch/company-wide transformation
* ✗ Transformation at entity level
* ✗ Implement instructions by optimizing processes
* Strict implementation of instructions
What is the nature of the position's interactions?
* Level 1: The position requires precise communication skills
* Level 2: level 1 + The position requires the ability to influence and convince
* ✗ Level 3: level 2 + The position requires negotiation skills
Does the position operate in a specific market (regulated, competitive, etc.)? Yes, with: A market of continental dimensions, with strong competition in basic products. A need to develop a network of partners interested in the brand to provide coverage and proximity to the market. Precise value proposition is key and a value over volume strategy.
Activities
Results accountability
* Accountable for P&L Industry Sales results of the United State of America (directly on the Metal Rolling and General Industry (MAIN division) and indirectly on Glass division).
* Insure smooth connections with Industry Business Unit as well as with affiliate local team (MD, HR, Compliance, Safety, Customer Service, local logistics...)
Definition and execution of Commercial approach
* Propose the priority segments strategy, and RTM for each market. Executes the commercial strategy defined with the Director of the Americas and the headquarters.
* Set KPIs and follow key targets progress (opportunities, potential, accessibility, value offer, prioritization, ...)
* Define and follow prospection plan and lead approach to maximize conversion
* Ensure profitability and ask for action plans as needed
Support for Strategic Key Accounts and Key Distributor Management
* Develop and supervise Strategic portfolio of key accounts (Priority level, price list, profitability, action plan) and Distributors and support local high-level negotiations when necessary.
* Ensure profitability and professional follow up of strategic key accounts with appropriate actions and KPIs
* Follow up Customer Service level for strategic key accounts and distributors
Local Sales Supervision
* Manage sales, define objectives, KPI, and implement best practices (customer portfolio review, visit plan, reporting, TCO value proposition, pricing and price list management, trial follow up ...)
* Review sales performance
* Coordinate and facilitate technical support cooperation according to business priorities
* Facilitate teamwork, rex and best practices sharing with other affiliates
Performance and Implementation of Company rules locally
* Ensure cost control and challenge expenses when necessary
* Coordinate the "back-end" process: Legal, contracts, compliance, safety, finance, reporting, etc.
* Analyze commercial risks (economical, technology, industrial, financial, safety, security), draw and share commercial risk analysis for industrial segment
* Implement and ensure the respect of all corporate rules, local procedures and policies for the Indus team (local regulation, safety, competition law, compliance, ethics, security, financial controlling...)
Candidate Profile
What is the required qualification level for the position? Engineering or business school qualification
What are the technical skills required?
* Commercial & Management Skills
* > 10 years of team management
* > 15 years of Industrial / B2B sales experience
* Sales figures and P&L management
* KPI based decision-maker
Does this position require a specific certification? No
What are the soft skills required?
* Result oriented,
* Autonomous, Self driven, accountable and strategic thinking
* Manager coach
* Active Networking. Influence capacity
Which specific knowledges are required for the position?
* Technical base of lubricants applications
* Industrial Maintenance (actors, KPI, equipment, technologies)
* Knowledge of Industrial segments and their decision-making processes
What language skills are required? Fluency in English, good to have some French fluency
What is the required level of experience for the position? More than 10 years
Additional Information
TotalEnergies values diversity, promotes individual growth and offers equal opportunity careers.
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