Total: Lubricant Business Developer-AFA Zone

Posted on :

14 Jun, 2016

Category :

Business Mgt Jobs in South Africa


About us / company profile
Give your best to better energy and make the commitment with Total. With over 500-plus professions in 130 countries, we offer high safety and environmental standards, strong ethical values, an innovation culture and wide-ranging career development. Be part of the global team whose mission is already shared by 100,000 employees: to make energy better each and every day.

job description

Job Title
Lubricant Business Developer-AFA Zone

South Africa

Functional discipline


Employment type
Regular position

Experience level required
6 – 10 years

NP range

Affiliate (if known)

Marketing & Services

Job Description
Within the TOTAL Middle East & Africa region, we are looking for a ‘Regional Business Developer’ in charge of Lubricants. In a highly dynamic and growing market, you will be responsible for the development of lubricants sales for several countries ( South Africa + NBLS, Angola, Malawi, Mozambique, Zambia and Zimbabwe ), with a focus on the retail market, especially through the distributors channel and service stations. In order to fullfill this mission, you will be supported by the TOTAL expertise in strategy, marketing and innovation, combined with your desire to handle ambitious and exciting projects within an international group, leader in Africa.

Thus, you will have the following responsibilities:
– Identify all business opportunities in the markets
– Negotiate long-term trade relations
– Set up the sales action plans
– Track the results and challenge our positions
– Carry out promotional actions

Required profile:
– Strong motivation to meet business challenges
– Knowledge of retail markets and strategic vision of sales channels
– Experience on Lubricants sales or related Automotive markets would be a must
– Proven skills in negotiation, especially on B2B2C sales and / or FMCG, with good knowledge of long chain of distribution
– High level of education in business & marketing
– Position based in Johannesburg (South Africa), frequent travels are expected in the country under your responsibility.
– Attractive salary package including a fixed and a significant variable part

Candidate profile

The main activities and the incumbent’s tasks are:
1. To ensure the achievement of sales targets, part of the growth plan, meaning:

  • Establish the commercial action plan for each distributor in each country
  • Set sales goals for each distributor and network, methods, tools and resources to be implemented
  • Monitor customers and prospects by ensuring regular and structured field visits

2. Understand the local markets, detect expectations and key players :

  • Study the market potential, the requested products, consumer use and retail channels behaviours
  • Identify the top 10 players for distribution and contact them
  • Establish the diagnosis for network, collect the expectations of managers and operators, benchmark with competitors or our subsidiaries “Best in Class”

3. Put in place the global offer for the retail segment and the key actions:

  • Based on the available tools, put in place the product range and related services
  • Establish sales and recommended prices list
  • Establish the GTC with the subsidiary for the distributors and channel network if not existing

4. Prospect and select distributors

  • Define the selection grid and evaluate each prospect with the subsidiary
  • Negotiate with prospects within the delegation frame
  • Validate the objectives and methods for marketing TOTAL products
  • Define the rights and responsibilities of each party in a contract

5. Monitor the relationship with distributors

  • Coach the sales teams of distributors and ensure a proper implementation of the Total products range
  • Accompany distributors in prospecting, selling, promoting and products launching
  • Provide first level of technical assistance for products

6. Drive the actions plan within the network

  • Validate objectives for each point of sale and the distribution methods for TOTAL products
  • Ensure the permanent availability of products
  • In the framework of 4 main sales leverages within the network channel, activate each lever depending on the typology of each station (segmentation)
  1. Provide sales and operational marketing support for affialiates
  • Set up of the fundamental practices for retail business
  • Communicate the reference documents (Distributors Guide, Network Guide, ROC Guide, Merchandising ..) and decision support tools (TDP)
  • Set up the sales methods, events, promotions and training

8. Transfer gradually expertise to the local teams

  • Training program on sales negotiations, merchandising and promotions
  • Implementation of training courses for distributors sellers, distributors, gas station attendants, trail heads and managers

9. Report all sales developments through the sales management tool

  • Fix the targets to be achieved for any commercial initiative and analyze the results. Report the results of the actions in a transparent and consistent way to RLM and management of the affiliate
  • To do so, use of Salsa (TOTAL CRM Tool) for visit reports, prospects sheets, schedule of activities, and information market / competition
  • Quarterly Performance Analysis with RLM, DC AMO and the affiliate based on the performance indicators

10. Involve in the implementation of the HSEQ policies and compliance rules of the Total Group

  • To be part of the achievement of the TRIR objectives of each affiliate
  • Ensure a high level of security of sales transactions within the sites (stations / resellers)

Context and environnement

  • Portfolio of profitable products and services with technical aspects
  • Fast Development Plan over a wide geographical area with various sized subsidiaries


  • Increase our sales volumes within the distributors segment and networsk by expanding the customer base, and professionalizing our sales in service stations and distributor

Candidate profile

  • Significant experience in operational sales within FMCG markets or ideally Lubricants Automotive markets through Distributors
  • Hunger to sell in the B2B2C sectors, with a good knowledge of the long distribution chains, and motivated by sales challenges in very various environments

Removal Date

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