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24 Mar 2023

Lubricants Sales Manager at Puma Energy

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Job Description

Main Purpose:
Lubricants Sales Managers:
 Is responsible for establishment and development of a Long term Commercial Relationship with existing/new:
 Distributors, and Wholesale Customers
 Lubricants consuming Firms / Companies / and Contractors
 Liaise with internal stakeholders (Business Support/Finance/Operations/Fellow B2B team members) to ensure Customers are served well in accordance with Puma Energy standards
 Primary role is to drive performance of Lubricants business, manage key processes to ensure that all customers’ contractual & performance deliverables are achieved; which is critical to the success of the offer implementation and sustainability

Knowledge Skills and Abilities, Key Responsibilities:


1.Monthly Projection/forecast of:

Lubricants products volume demand
Determining Existing Customers / Prospects volume demand
Assessing and considering the impact of seasonality in volume projections
Explain reasons for variances in budgeted volume against actual realized volumes
Track stock movement – with Stock Account team
Conduct Periodical reviews to optimize stock availability vs performance
Liaise with Local/Regional Supply team to ensure adequate supply of Lubricants in the market at all times (zero out of stocks)

Aligning Volume Projections to the overall Company business objectives.

2.. Achieve:

Monthly Sales Objectives as stipulated in the Goal Setting document (posted in workday)
Customers acquisition targets
Offer Preparations
Tender bidding documents preparations and submissions
Volume and Customer base Growth Objectives
Gross margin targets (Profitability)
Maintenance of effective professional business relationships with Customers and other internal / external stakeholders

3. Coordinates/Prepare:

Route to Market Plans and implementations
New Lubes business development plans and opportunities
Customer Support Initiatives:
Total Fuel management Offer
Technical Data Sheets, Products Specifications, and Labs testing
Storage and dispensing facilities provisions
Waste Oil disposals
Basic Trainings
Internal Stake holders meeting to align Lubricants Prices, Margins, and Price Changes in the Systems
Relevant Reports for Management consumption
Marketing and Sales strategy; to promote business activities and grow sales of Lubricants Sales to the B2B Customers base

4.Manage Distributors / Wholesale Customers

Assist to set-up their volume budgets
Align them with their Trading Terms & Conditions
Set-up monthly and quarterly performance reviews
Conduct Sales Team review meetings
Determine the incentive structures for both Distributors and their Sales Team

Ideally this Role is responsible for general business growth of business partners from Plans, Implementations, and tracking of results (Measurements and Evaluations)

5. Discuss and recommend Terms & Conditions of payments to management;

Communicate the agreed terms to relevant Customers and follow up on payments as per the agreement

Maintain effective administrative control of:

KYC Processes / Documentation,
Customer Contracts (Supply Agreements),
Sales Procedures,
Accounts receivables,
Price Build-ups,
Credit Policy: Payments terms, Credit Security, Credit Renewals, and Collections

6.Track Competitors activities in the Industry:

Conduct marketing Intelligence to determine/undergo:
SWOT Analysis outcomes
Selling prices comparisons
Route to Market & Coverage strategies
Closely following-up on competitors offers and their Sales Proposition – Opportunities to Improve
Track Performance of Parallel products (imports) and Counterfeits

Forge, through Industry Associations, demanding for better taxation regime; and level play grounds for all players in Lubricants business

7.Perform / discharge any other company duties as and when such duties are assigned to this Job Title by the B2B Manager or other Superior Authorities


Education & Experience:

Tertiary Education preferably Chemical Engineering degree or equivalent
5 – 7 years’ experience in Oil/Gas industry in the country or outside Tanzania
Proven experience in influencing executive/senior management around major commercial decisions
2 – 4 years’ experience in Key Account Management, Customer Services, and Marketing
Exposure to Lubricants, Value Management, and Inventory control will be an added advantage


Computer Skills (MS Office)
Business Knowledge
Fluent English
Negotiation Skills
Communication and Interpersonal Skills


Problem solving
Strong leadership skills
Strong interpersonal and group communication skills
Conflict resolution and problem solving
Goal oriented
Ability to manage own schedule to achieve work efficiency and effectiveness

Key Relationships and Department Overview:

Local: Business Support/Finance/Operations/Fellow B2B team members
Regional Lubricants Manager
Wholesale Customers & Resellers
Consumers of Lubricants in different channels of the Economy namely Mining, Transportation, Manufacturing, Construction, Agriculture & Forestry, Public Admin, Food & Beverages, Tourism, Hotel & Restaurants, and Others.
Regulatory Authorities, Testing Laboratories, Marketing Agencies, Research Institutions/agencies

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Method of Application

Submit your CV and Application on Company Website : Click Here

Closing Date : 30th March, 2023.

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