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 mitigating all financial risks; credit customers are within permitted levels. • Monitor competition in the territory and report to management. • Maintain hierarchical teamwork, nurture, and coach team members. • Ensure cohesive communication and coordination with all support functions: Supply chain, Marketing, Technical, Customer Service, etc. • Managing industrial accounts in Yemen and Iraq. Compliance Objectives: • Ensure full adherence to the company’s compliance program, encompassing economic sanctions and export control program, anti-corruption and fraud policies, procedures, and the Code of Conduct in all professional activities. • Promptly notify the compliance officer/economic sanctions referent to any instances of noncompliance or breaches of economic sanctions or export control that comes to my attention. Any other compliance risks identified during day-to-day activities should also be reported immediately. HSSEQ Objectives • Strict adherence and compliance towards TEMME HSSEQ Policy, Procedures & specific rules & regulations applicable to the area of activity at all time with high Quality of HSSEQ performance • Participate in the training program to acquire HSSEQ knowledge and impart this training to colleagues as and when required by Management. • Reporting of near misses, incidents, hazards & injuries to line Manager within the time frame as required by HSSEQ policies and Manuals. • Conduct joint safety tours as per annual safety tour plan with follow-up and closure of open points identified during the tours. • Participate in the Investigation and analysis of incidents as and when required. • Comply with CR-PROC-TEMME-HSE-024 - Light Vehicle Management procedure for TEMME. • Strict adherence to HSSEQ requirements

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.