Manager, Sales (CNG)

6 سبتمبر، 2022

0 5 7 دقائق

الوصف الوظيفي

Job Title: Manager, Sales (CNG) (UAE Nationals)
3. JOB PURPOSE:
Manage, supervise and execute NGV conversion and sales activities of CNG and related products and services
to corporate and retail customers in assigned markets; including setting sales strategy, business development,
account and vendor management, coordinating with regulatory agencies, OEMs and consultants and gathering
market intelligence in order to ensure that an efficient and effective sales service is provided, and that sales and
profit targets are met whilst maintaining outstanding customer relationship through effective communication and
collaboration to boost sales and promote ADNOC Distribution

4. KEY ACCOUNTABILITIES:
Job Specific Accountabilities
Sales Strategy Contribution
• In consultation with Department Manager, plan and execute the conceptualising, formulation and
implementation of an effective sales strategy (including sales promotions) and realistic objectives in
coordination with internal stakeholders, through analysing insights and market forecasts.
Market Analytics
• Plan and coordinate methods of gaining market insights and data from various sources, ensuring that
enough information is obtained from the available sources.
• Conduct feasibility studies to analyse the market for new business opportunities.
Techno-Commercial and Sales Operations
• Carry out the promotion of CNG and related products and services throughout the assigned target
markets in order to increase sales wherever possible, using the sales strategy and by analysing
information such as past and current trends and future possible challenges.
• Daily monitoring of sales to ensure maximum uptime and optimum asset utilisation for delivery of CNG
to customer
• May be required to assist with specific tasks pertaining to the retail fuel & lube change business
• Interact with natural gas equipment suppliers in order to identify technical and commercial opportunities
for expansion of company’s products and services.
• Visit key customers frequently to discuss the Company’s products and ways that their requirements can
be met to maintain a solid relationship.
• Regular communication with external stakeholders in order to discuss customer feedback about service
provided, and to resolve any related issues.
• Represent the CNG/NGV business at relevant platforms (seminars and exhibitions) and technical
forums to create mindshare for company’s business function and create potential business
opportunities.
• Keep abreast of new technologies globally, which positively impact CNG business in designated
markets and perform feasibility study for approval and adoption of relevant technology.
• Interact with concerned regulatory authorities for updating CNG business related standards and
manuals.
Customer Service
• Provide technical advice to customers in respect of NGV conversion processes, components,
certifications, standards and authorised vendors.
• Customise solutions and offerings as per customer requirements and available resources for delivery
of CNG and related products/services to customer
• Ensure that the quality of service fully meets customer specifications through using customer feedback
and liaising with the stakeholders.
• Co-ordinate the process of dealing with customer complaints by liaising internally with Operations and
Maintenance teams, Retail Stations’ staff, company’s Customer Interaction Centre (Call Centre); and
with external stakeholders (TPI/NGV conversion operators) in order to discuss the nature of each
complaint and identify ways on how to resolve it and how to avoid any future similar complaints. Ensure
that the Department deals with complaints promptly and efficiently, within set procedures, and that
good customer relations are maintained.
• Ensure timely approvals (for conversions), fuel consumption reports and other relevant (allowed)
information to customers.
Vendor Management
• Preparation of Scope of Work, Bill of Quantity (BoQ) and complete Tender Document in coordination
with Legal, Procurement and HSSE Departments for all contracts – Third Party Inspectors, NGV
Conversion Workshops, etc.
• Prepare OPEX budget estimations for management approval of vendor contracts.
• Monitor provision of services and quality/standards of products in line with contractual terms &
conditions.
• Manage periodic invoicing and/or payment for contracted parties under company defined processes
and systems and as per contract terms.
Relationship Management
• Develop and maintain effective business relationships with all relevant internal departments and
external entities such as consultants, local, international and government authorities etc. with highest
standards of business ethics, whilst promptly attending to all critical issues in-order to ensure the
services/information required by the organization are delivered in the most effective manner.
Generic Accountabilities
Supervision
• Plan, supervise and coordinate all activities in the assigned area to meet functional objectives.
• Train and develop the assigned staff (Company employees or third party or vendors) on relevant skills
to enable them to become proficient on the job and deliver the respective section objectives.
Budgets
• Provide input for preparation of the functional budgets and assist in the implementation of the approved
Budget and work plans to deliver Section objectives.
• Investigate and highlight any significant variances to support effective performance and cost control
Policies, Systems, Processes & Procedures
• Implement approved Section / Department policies, processes, systems, standards and procedures in
order to support execution of the Section’s / Department work programs in line with Company and
International standards.
Performance Management
• Contribute to the achievement of the approved Performance Objectives for the function in line with the
Company Performance framework.
Innovation and Continuous Improvement
• Design and implement new tools and techniques to improve the quality and efficiency of operational
processes.
• Identify improvements in internal processes against best practices in pursuit of greater efficiency in line
with best Industry standards in order to define intelligent solutions for issues confronting the function.
Health, Safety, Environment (HSE) and Sustainability
• Comply with relevant HSE policies, procedures & controls and applicable legislation and sustainability
guidelines in line with international standards, best practices and ADNOC Code of Practices.
Reports
• Provide inputs to prepare Section MIS and progress reports for Company Management.
5. COMMUNICATIONS & WORKING RELATIONSHIPS:
Internal
• Operations Group
• Retail Sales Divisions
• Engineering and Projects
• Finance
• Marketing Group
• Section Heads
External
• Customers (Corporate and Individual)
• Agents/NGV Conversion Workshop Operators
• Government Agencies (DoT, ESMA, MoE, etc)
• OEM – vehicles, components, cylinders, etc.

6. QUALIFICATIONS, EXPERIENCE, KNOWLEDGE & SKILLS:
Minimum Qualification
• Bachelor’s Degree in Engineering, with additional qualification in Sales/ Marketing/ Business
Administration or equivalent.
Minimum Experience & Knowledge & Skills
• 8 years of experience in Oil & Gas industry, of which at least 6 years in the natural gas downstream
sector; and 4 years in a managerial role, mandatorily in the retail fuel sector or in a similar environment.
• Multi-functional operational management experience.
• Deep knowledge of business workflows, operations processes, global best practices and systems in
the downstream natural gas industry.
• Experience of developing and implementing strategic plans for service-based industry.
• Strong experience in project management and the execution of complex projects that are critical to the
delivery of business strategies and goals.
• Regional exposure and retail background in fuel industry are a plus.
• In depth knowledge of ADNOC Distribution’s business objectives, operations and of the regional laws
and regulations
• Knowledge of financial management and Company-specific financial processes
Professional Certifications
• UAE driving license

Job Purpose

To carry out regular inspection and auditing of all existing convenience stores operations, in order to maintain standards and ensure quality and compliance with policies and procedures. Sports the C-Stores staff in Abu Dhabi area in implementation of new systems, policies, procedures, products, equipment’s, etc. in order to ensure smooth operation and enhance quality and standard of services. Maximizes sales levels to achieve targets and gross margin levels. Ensures product availability, stock holding and inventory control

Job Specific Accountabilities (Part 1)

• Inspections and visits regularly to audit C-Stores operations, control quality and standards of services offered to customers and ensure that C-store staffs are complying with policies and procedures lead for the store. Submits his reports to Senior Sales Manager and Filling Station Superintendents for review and action if necessary.

• Checks the shortfalls and any outstanding issues from previous inspections are rectified. Reports un-attended pending issue to the supervisor to take it up the Department Manager.

• Follows up the training programs on new policies, procedures, systems, products, equipment’s, etc. for new and existing staff in all C-stores in Abu Dhabi area.

• Maximizes sales levels to achieve the set targets and ensures maximum gross margin levels are also achieved. Ensures product availability, stock holding and controls inventory, stock loss and consumable expenditure.

• Assists the Supervisor in the implementation of all promotional activities in C-Stores as agreed with concerned suppliers.

• Ensures compliance with all health and safety and environment policies and procedures, maintenance of acceptable levels of hygiene and housekeeping in all C-Stores throughout UAE.

• Supervises the merchandising standards in the C-Stores and ensures it is in line with C-Stores operating policies and procedures and merchandising guidelines.

• Monitors customer service standards to ensure quality and compliance with C-Stores operating policies and procedures.

• Carries out market price and product ranging surveys on a monthly basis in Abu Dhabi Area to ensure competitiveness and enhance cost-effectiveness.

• Performs other related duties as and when assigned by the Senior Sales Manager.

Job Specific Accountabilities (Part 2)

Job Specific Accountabilities (Part 3)

Generic Accountabilities

Supervision
• Plan, supervise and coordinate all activities in the assigned area to meet functional objectives.
• Train and develop the assigned staff on relevant skills to enable them to become proficient on the job and deliver the respective section objectives.
Budgets
• Provide input for preparation of the Department budgets and assist in the implementation of the approved Budget and work plans to deliver Section objectives.
• Investigate and highlight any significant variances to support effective performance and cost control.
Policies, Systems, Processes & Procedures
• Implement approved Section policies, processes, systems, standards and procedures in order to support execution of the Section’s work programs in line with Company and International standards.
• Comply with all applicable legislation and legal regulations.
Performance Management
• Contribute to the achievement of the approved Performance Objectives for the Section in line with the Company Performance framework.
Innovation and Continuous Improvement
• Design and implement new tools and techniques to improve the quality and efficiency of operational processes.
• Identify improvements in internal processes against best practices in pursuit of greater efficiency in line with ISO standards in order to define intelligent solutions for issues confronting the function.
Health, Safety, Environment (HSE) and Sustainability
• Comply with relevant HSE policies, procedures & controls and applicable legislation and sustainability guidelines in line with international standards, best practices and ADNOC Code of Practices.
Reports
• Provide inputs to prepare Section MIS and progress reports for Company Management.

Generic Accountabilities (continue)

Internal Communications & Working Relationships

• Has daily contact with Senior Sales Manager, other C-Stores staff and Filling Stations Superintendents in relation to C-Stores operations and related matters.
• Has regular contact with Filling Station staff concerning C-Store operations.

External Communications & Working Relationships

Contact with external parties including consultants, third party service providers, and government agencies as required

Minimum Qualification

Bachelor’s degree in Marketing

Minimum Experience, Knowledge & Skills

• 3-5 years’ experience in FMCG/Retail business, preferably in the UAE.
• A logical and Analytical approach in dealing with suppliers and customers
• Good communication skills
• Good knowledge of English and Arabic
• PC literacy
• Valid UAE driving license

Professional Certifications

As applicable

Work Condition, Physical effort & Work Environment

Physical Effort

• Moderate. Driving standing and walking most of working time (90%).

Work Environment
• Duties are performed mainly in C-Stores/Office air conditioned surroundings. Nevertheless this job requires a lot of driving every day. Exposed to prevailing weather conditions when driving

Additional Details

Job Family / Sub Family: Commercial, Sales

Job Dimension

Revenues/ Budget: As per approved financial budget
Direct Reports: As per organization chart
Indirect Reports: As per organization chart