Eunisell Limited, a leading African chemical specialty fluid management oil and gas services company supplying key products and solutions to a wide range customers.
We are recruiting for the position of
Job Title: Sales Manager
Location: Lagos
Responsible to: GMD; CEO
Job summary
The Sales Manager role will oversee acquisition of new accounts and expansion of business within current accounts, as well as ensuring account profitability and high client service levels. This requires working closely and coordinating with the Operations side of the business. The ability to quickly establish trust and build long-term executive level relationships with clients is absolutely critical to this position.
Role and Responsibilities
- Client Relationship Management
- Develop a ‘trusted advisor’ relationship with key executive decision makers
- Provide executive leadership in sales cycles – from prospecting to pricing to closing
- Participate and lead sales and client planning meetings
- Effectively handle client bids and negotiations
- Elevate discussions to establish strategic partnerships with clients
- Bring leading practices and new ideas to client executives (capture mindshare)
- Elicit client feedback to help guide future product and service direction
- Maximize cross-selling by providing strategic input to assist related accounts
- Work closely with Operations to deliver high level of service to clients
- Organize client forums and industry events to market Eunisell
- Ensure that proper structures exist for the redistribution of Lubrizol additives, Dow products, Houghton Subsea fluids, production chemicals and the other Chemicals both in Nigeria and the entire West Africa
- Employ best customer care practices to ensure the proper maintenance, service and retention of customers.
- Employ the organic growth of the business with established customers through technical support services and other adequate promotional aids.
- Employ the use of marketing intelligence to identify new markets and adopting the necessary strategies to capture such market.
- Seek out new markets for the wide array of Lubrizol additives and aggressively introducing these new products in the market.
- Systematically build brand loyalty through exposing the customers and end users to the superior technology and products of our partners
- Managing key Account
Sales planning
Develop sales strategy which ties into overall corporate goals
- Work with Top management to achieve corporate marketing goals.
- Effectively lead and manage resources to deliver on that strategy
- Support sales teams in identifying and developing account and opportunity strategies
- Provide timely and accurate revenue and profitability forecasts
- Proactively identify industry and economic trends that can impact Eunisell’s business
- Identify all potential risks and develop mitigation plan
- Develop relevant internal and external metrics to measure the sale organization’s performance
- Communicate sales plans and status to management
People Management
- Provide growth and development opportunities
- Provide regular guidance and coaching to other members of their sales teams
- Create a positive environment for the team
- Deliver results by leveraging the skills of the right people at the right time
- Lead resolution of difficult issues through effective negotiation tactics
- Maintain high degree of motivation in team members to sell and deliver high levels of client satisfaction
- Select channel members and building the necessary synergies among them
Knowledge Management
- Standardize sales processes and enforce use of best practices and systems
- Motivate team to contribute to knowledge repositories
- Help Eunisell capture mindshare by marketing/speaking at events
- Actively contribute to expanding company knowledge base
- Retain daily, weekly, monthly and annual reports.
Competency and Skills Requirements
- High integrity
- Strong track record successfully leading and managing sales teams
- Proven track record in selling additives as well as solution selling
- Demonstrated leadership, people and process management skills
- Excellent relationship building skills, especially at the executive level
- Able to quickly build rapport with people
- Excellent verbal, written and visual/presentation communication skills
- Able to think ‘outside the box’
- Must have ability to handle multiple responsibilities -- to work across many accounts, projects, and/or issues and prioritize effectively
- Should be both sales and operationally inclined – can sell as well as deliver
- Should be familiar with solution selling concepts and methodologies
- Should be comfortable working with standard PC applications (Word, Excel, PowerPoint, Outlook)
- Internally motivated
Minimum Qualifications
- A first degree/HND in Science/Engineering,
- Professional certification
- Relevant post graduate degree (MBA, MSc) will be an added advantage.
- 7-10 years sales experience within the oil and gas industry
Travel Requirements
- This role requires occasional travel
- The individual will be expected to visit client locations and attend meetings
Application Closing Date
28 February, 2013
Method of Application
Qualified and Interested candidates should send Application to:
[email protected]