Role Purpose :
The job incumbent is responsible for transposing the Group’s OPT development strategy on the African continent.
Your Main Duties and Responsibilities:
Provide market intelligence
Monitor OPT markets at local level in relation with BU/CCEs, and set strategy, business priorities and business plan. Liaise with Local BU managers or Country Chief Executives to define their needs and actions towards their customers and define what service need to be develop to respond to customer needs
Visit clients and market stakeholders along with local BV sales representatives or local key account managers in order to look for new opportunities, present proposals, negotiate contracts
Leverage from local key wins to duplicate in the rest of Africa
Coordinate Tender/Quotation proposals for the clients, negotiation of Global Framework Agreement
Write technical proposals on behalf of local OPT Business units or validate proposed technical offers
Advise on applicable industry standards, equipment and appropriate suppliers
Validate Financial data for proposals to be submitted to internal BV Engagement committee (AD50)
Source field equipment and laboratory instruments/fitout on behalf of local Business Units
Train and audit field staff
Liaise with the Global Service Line to discuss technical matters and sales initiatives/opportunities involving international clients
Drive the change of our Key Account Management Activity shifting from Coordination of works to defining marketing and sales strategy in order not only to manage our current business portofolio but also to extend our service scope towards new industries, new locations, new services.
Generate, Follow up business leads and opportunities in Salesforce
Promote and leverage brand
Work with other business units to define common action with GSIT, I&F or M&O
Your Experience & Skills :
Technical capabilities
Has a deep knowledge of API MPMS standards and ASTM/ISO/IP/EN standard testing methods.
Has been working as an OPT inspector in the field and/or as a lab technician or has been auditing OPT field operations and laboratory testing (vessels, storage facilities, refineries, laboratories)
Has a deep knowledge of OPT equipment required in the field, laboratory instruments, field and laboratory consumables, laboratory instruments, laboratory fitout equipment, knows suppliers available in the market and market prices.
Has fair knowledge of OPT laboratory management including ISO 17025 standard
Has a deep knowledge of oil product, crude oil, LPG, LNG, Ammonia specifications, refining and manufacturing processes.
Oil mid-stream and downstream industry knowledge
Has a deep knowledge of oil & petrochemical trade business including trading, refining and downstream business and stakeholders
Has been operating in oil downstream supply chain including oil storage facilities, In-land logistics and retail station networks.
Africa
Familiar with Africa geography, culture and geopolitical environment
Behavior and Sales & Marketing capabilities
Has been leading market intelligence initiatives
Knows how to build a technical and financial proposal issued to clients
Is familiar with financial statements including revenues, GP, OP, Capex, Pay-back
Has been involved in direct sales processes, contract negotiations with clients
Has been building a strong professional network within the industry
Has been working in team and coordinating sales & marketing actions in relation with multiple operating groups
Sales & Business Development oriented with proven track records in growing a business
Customer relationship excellence
Key Account Management
Familiar with CRM (Salesforce is an added value)
Personal skills
Outstanding change management, communication and influencing skills.
Digital skills.
Fluent in French (mother tongue) and English
Autonomy, self-direction, confidence
Ability to cope with extremely different cultures
Ability to be on business trips half time on a yearly average
Leadership competencies
Leader of opinion & inspiring communicator
Proven change leader
Strong ability to set priorities and execute follow through
Working in close relation with:
Internal : from Vice President to local operating groups, local/Global Key Account Managers, Business unit Managers, Technical Managers, Finance, legal, Internal Committees, field operators & lab technicians
External :
Key accounts, New Prospects, Operations Managers
Suppliers
Industry council
Apply via :
www.antal.com
