Business Development Manager – South Middle East & Iraq

### **Contexte et environnement** **Types of contacts associated with the position** **INTERNAL:** * Establish a link between each destination and all other support functions (Marketing, HSE, Customer Service, Technical, Supply Chain). * As part of the ALTO project restructuring, managing the industrial accounts in Iraq and Yemen in terms of compliance, loadings and payments for the active accounts. * Understanding of internal logistics management and key stake holders. * Transforming TotalEnergies brands to align with its positioning strategies in the destinations. * Adapting to the dynamic work environment with new distributor management concepts (SSM, Distributor portal, etc.) * Understanding the defined action plans for key markets (Rupture Markets within SOUTH ME and Iraq) targeting strategic and measured growth. **EXTERNAL:** * Operating in a high growth market and competitive environment. * Competition from other lube international and local players affecting our profitability/market shares. * Understand and continuous update of custom regulations which are dynamic. * Frequent travelling is an essential job requirement. * Awareness about political situation of responsible countries. * Be watchful of counterfeit activities in responsible countries and coordinate with UAE anti-counterfeit team. * Adapting to working with mature and organized distributors, as well as new distributors who would need guidance. * Direct interaction with the industrial clients for compliance, loadings and payments **Framework for the position's reflections** * Creation of new solutions to problems encountered * Transformation at entity level * Strict implementation of instructions **Nature of the position's interactions** * The position requires precise communication skills * The position requires the ability to influence and convince * The position requires negotiation skills **The position operates in a specific market (regulated, competitive, etc.)** * Highly challenging markets due to political instability, weak infrastructure, security risks that severely limit consistent business operations and distribution control. ### **Activités** **CORE RESPONSIBILITIES (LUBRICANTS):** * Responsible to analyse country wise and segment wise potential to devise and implement country wise strategies in the SOUTH ME region and Iraq. * Function as an excellent relationship link between distributors of TotalEnergies and TotalEnergies UAE sales office. * Focus on developing organized segment wise sales in each destination. * Scouting and appointing new distributors in vacant countries for TotalEnergies. * Set annual volume targets for each distributor and assist them to achieve that. * Set realistic annual Business Plans coordinating with distributor & TotalEnergies UAE marketing department. * Price List preparation in order to achieve the desired profitability and make the products commercially viable. * Reporting with forecasting linked to order processing. * Implementation of designed strategies in the respective segments in focus countries. * Being open to challenges, team building & coaching and continuous learning. * Continuous update on the socio-economic and political framework of the responsible territory. * Scouting, identifying and reporting of any counterfeiting activity of TotalEnergies or Elf brands in the perimeter. * Responsible in managing the distributors, resellers and direct accounts for the industrial team in Iraq and Yemen by handling the compliance, payments and loadings. **COMPANY OBJECTIVES:** * Meet/Exceed Volume and GMVC targets for each destination/sales office. * Increase TotalEnergies market share in each destination. * Implement Group’s HSSEQ guidelines across distributor and sales office premises. * Follow Credit department’s guidelines to reduce receivables and cover all transactions under LC or BG * Grow retail business in each destination and provide all the required tools in order to make TotalEnergies an established retail brand. **PURPOSES:** * Strict adherence and compliance towards Group HSSEQ Charter & MAESTRO requirement and affiliate’s HSSEQ Policy, Compliance * Business Development to capture more opportunities and volume growth. * Grow retail business to maintain/penetrate and become one among top 3 positions in each destination. * Grow the Industrial business in the core markets with potential. * Develop OEM business wherever possible. * Ensuring DMS+ and Distributor Online Portal is rolled out and status reviewed with all distributors half-yearly. * Analyse market potential, product line and pack positioning to improve all mixes to optimize business productivity. * Build and present for approval win-win scenarios for new business and market consolidation and implementation. * Demonstrate ability to lead projects in markets/company as well as ability to work on global tenders involving inter-affiliate cross functionality. * Ensuring payments and Bank Guarantee is updated mit