Retail Lubricants Development Manager
Vivo Energy – Shell Licensee
Total des années d'expérience :18 years, 3 Mois
Retail Lubricants Development Manager, responsible for driving Lubricants sales through category product planning, and working with retail teams to put in place fit for purpose CVPs to deliver excellent on-site execution.
Proven track record in implementing Sales & Marketing initiatives and delivering results within highly competitive and deregulated markets.
Taste of the challenge, team spirit and sense of effort is what makes me a Marathon runner; New PB 2h49:04
o Mission : In charge of the development of the Lubricants business within B2B customers:
Search new business:
- Identify, recruit, develop and maintain long-term business relationships with customers and
partners;
- Work with stakeholders (Marketing, Technical and Supply) to develop new CVP that addresses
the client’s needs, concerns, and objectives.
Implement in the geographical area comprising 4 concrete plants the strategy defined at national level.
Main activities / responsibilities :
- Apply and manage the health and safety policy set for the area;
- Support sales reps in negotiations with key customers and manage directly some of them;
- Organize the action plan for prospection to renew and optimize regularly the customer portfolio;
- Manage accounts payable and limit credit risks;
- Manage the cash (price and payment terms) with the credit department and participate in credit meetings;
- Work closely with TSS to promote solutions to customers and develop mix product (VAP);
- Manage plants supervisors on all production and delivery aspects (quality, availability, costs) and optimize resources between plants (staff, trucks, pumps, ….);
- Vertical integration : co-ordination with cement and aggregates teams in the area;
- Animate Placing & Finishing service and the network of subcontracted applicators;
- Give a reliable and regular reporting on the activity and likely developments in the market;
o Mission : Supervise administrative team (7 people) to support the sales force :
Billing: 23 concrete plants and 2 Aggregates careers :
- Supervise the administrative processing of orders;
- Ensure timeliness and accuracy of billing;
- Ensure compliance with the pricing policy of the company;
Customer Credit : Over 1, 000 active clients :
- Participate with area managers to identify and prevent the customer credit risks;
- Facilitate Credit Customer Committee and monitor the action plan;
- Interface with Credit Insurance : ACMAR & COFACE;
- Provide case management in litigation : 215 Litigation at the end of 2011, 8 Lawyers;
Main activities :
- Implementation of the new sales administration organization : Billing & Customer Credit;
- Stream Lead Sales (O2C = Order To Cash) for the Lafarge group project called "Tone",
accept the changes and adaptation to both business processes and target template to support
the growth of the company (pilot country = Morocco
- Monitoring information system stabilization and receipt of new developments;
- Monitoring the deployment of the front tool in the AWB Network : Training & Support;
- Redesign of new information system called Experts_Immo - EKIP (Front and Back Office software based on Oracle technologies) :
Standards and Procedures organizer within the Finance Group
o Mission : Conversion to International Accounting Standards
o Served Sectors : Banking, Real Estate and Industry
o Subject : Evaluation and Amortization of property under the “Fair Value”
August 2005 : Finance Direction « Centrale Laitière »
o Subject : Optimization of working capital standpoint Client
several audit missions in the industry, banking and real estate sectors
Subject : Designing a database to manage the customer portfolio
Corporate and Organization Direction « ACRED »
o Subject : Proposal for a model of corporate customer segmentation
Certification in International Accounting Standards « IFRS » o Subject : Determination and allocation of the loss of value in accordance with IAS 36
Bachelor in « Finance and Accounting »
Baccalaureate Mathematical Sciences