Segment Manager Industrial Sales

1 week ago

Mumbai, Maharashtra, India TotalEnergies Full time

Job Dimensions

Segment Manager needs to be resourceful, knowledgeable & well versed with Key applications for Lubricants in the Chemical, Cement, Energy Segment and take business to next level along with team by developing new & key Accounts with sustainable

Textile is new focus segment & thus its more of Business development role in early years with focus to grow Knitting oil business and develop inroads in other focus sub segments of Weaving, Processing & coning oils.

  • Chemical Segment: Being a Niche & High volume segment opportunity, Focus business development to grow White oil & specialities lubes business with Refineries, Petrochemical Plants, Pharma Ingredient & other Chemical industries.
  • Energy Segment: Energy production & consumption mix is in transition from conventional to renewable & sustainable energy.
  • Textile Segment

Develop & implement Route 2 market plan(Distribution) for gaining market share in Textile(Focus Market Knitting, Weaving, Processing & Coning)

Develop relationships with IOEM of the segment to secure endorsements & approvals of our offer.

Participate in conventional energy lube opportunities & develop speciality lubes business with Renewable & Gas energy segment customers/OEMS & Service providers

Activities

Operational

Manage our relationship with Key Accounts to keep business ringfenced. Prospect / develop / consolidate our relationships

Make proposals to reply to tenders launched by Key Account & Prospects for the supply of lubricants

Develop the TotalEnergies brand awareness at Prospects & key accounts & Facilitate local relationships between Total affiliates, APMO zone and IOEMs.

Technical:

Obtain / renew contracts of TotalEnergies Lubricants with key Accounts as set in business plan

Carry out market intelligence on new technologies defined by IOEMs in order to integrate the min our R&D action plan

Update / report relevant activities of competitors & As key stakeholder in conducting relevant test / trial / field test for our offer & product differentiation.

Business development:

Transform Product trials into business impacts per segment by owning the prospect traction & trials tracker.

Mentor & Coach Subordinate team on Key account action deployment to keep business ringfenced & grow share of business with customers.

Identify direct sales opportunities & assist sales team to develop sales by conducting site audit, product trial & demonstrating value to customer.

Actively propose initiatives to improve performance / efficiency such as the TCO approach (Total Cost of Ownership)

  • Implement the annual customer account plans in particular regarding:
  • Stakeholder and Relationship management at all levels and through all functions of the Customer and the Company
  • HSEQ and Ethical compliance
  • Support Textile DBM by sharing best practices, market and channel related insights and coach them to improve their capabilities.
  • Execute prospecting strategy for key accounts, including data gathering, market knowledge, stakeholder and relationship management and tender/offer processes, which may include participation in processes across several territories as well as channels.
  • Manage Textile Distributor business reviews to communicate and prove value delivery and reinforce relationships.
  • Stakeholder and Relationship management at all levels and through all functions of the Customer and the Company
  • HSEQ, Ethical compliance & Due diligence
  • Manage all revenues and costs associated within the activity at the Distributors to maximize impact on account profitability
  • Collect and monitor results from the execution, both from a Customer and Company perspective, and analyze against the planning, and run (min) quarterly Business reviews in order to undertake corrective actions if necessary. Share insight, market knowledge and experience in structured format using available CRM tools(Salsa) and other methodologies.

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