Career Opportunities at TotalEnergies

Job Description

Strategy 

• To manage the full process of Export Sales and business activities of Lubricants to Affiliates (AFA), West Africa and Indian Ocean Islands, NBE Region and Lube Marine business. Aligned to TOTALENERGIES Marketing South Africa Business Roadmap and Lubricants Export strategies. Ensuring sales and operational excellence within a customer centric environment.
• Participate in developing sales and marketing strategies
• Develop and grow business opportunities in the Affiliates and Lube Marine global arena.

HSEQ 

• To ensure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and legislation so as to minimize all risk pertaining to company assets and protection of life.
• Manage the department staff, both internal and external export business partners to align to all relevant health, safety, environmental and quality standards including One Maestro, Patrom and all required reporting and continuous improvement initiatives. Adhere to developed action plans on recommendation and ensure follow up and compliance to implemented programs.

Governance 

• Ensure compliance to effective risk management and business controls. This includes asset management for the area of direct responsibility, as well as compliance of business partners and contractors. Adhere and comply to all relevant company rules together with Export trade policies, regulations and Legislations.

Sustainable Performance 

• responsible for ensuring and supporting new business growth within the Affiliate and Lube Marine Business Area, sustaining existing sales volumes, increasing Market share and increasing the net profit margin. Forecasting monthly Sales /Historical Sales Data to assist the Lube Manufacturing Plant maintain /achieve $/Ton.
  • Profitability ensure that indicated margins are maintained
  • Cost Control of Opex and Varex spend as per budget
  • Ensure maximum Return on Investments

Export Sales Focus and Collections -

• To take charge of the full Export, and Lube Marine business process / activity with regard to white, black oils and base oils to Total affiliates / NBE and Lubrifiants Customers.
• The Export Manager is the point of contact for the Affiliate and manages the Export Sales of the brand/products or set of brands/products within assigned Affiliates. To manage and execute the commercial aspects of the Export, NBE and Lube Marine activity (including legal, tax, risk).
• Manage price increase document and timeous dissemination of price list to Affiliates zones (AFA & West Africa, NBE and Lubrifiants).
• To manage the sales and operational efficiency of the export activities and manage the relationship with the Affiliates and Lubrifiants global customers
• Competencies and skills required for ability to manage decision making and approvals.
• To provide necessary support to the accounts payable and accounts receivable teams for export and Lubrifiants business activities.

Customer Focus 

• Build and maintain effective customer relationships in order to build strong loyalty. Handle and respond to existing products queries from Affiliates and Lubrifiants customers quickly, effectively and accurately. Provide customers with the appropriate selection, sampling of products in response of their inquiries and quotations. Anticipate the Affiliate’s/ customers’ needs and provide appropriate solutions to meet these needs. Developing and expanding lubricants export sales will be crucial for this position.

Product Knowledge 

• Stay abreast of the market conditions and trends in the field pertinent to lubricants and marine business activities.

Human Resources 

• Responsible to manage and support staff development within the export department as defined ‘The better together’ roadmap and all applicable legislation.

Team Leader

• Ability to remain calm under pressure
• In their endeavour to excellence, the fundamental values the jobholder must possess are Commitment, Integrity, Agility, Empathy and Flexibility
• Attending and participating in relevant training courses ( in class and online).

Context and environment

• The Lubricants Export (AFA), NBE region together with the Lubrifiants business requires intensive Customer Service. These sectors are dynamic and requires agility to meet ever-changing customer needs. Due to the nature of these sectors which requires intense pricing negotiations, a strong understanding of legal framework and Ethical Conduct is required. Coordinate and manage activities in a regional basis within the unique country dimensions and context.

Candidate profile

• National Senior Certificate (Matric-grade 12)
• Appropriate Degree or relevant Tertiary qualification in Import and Export Management , Supply Chain /Logistics or Transport Management
• 10 years’ experience in a Petro chemical Industry/ Environment
• 10 years’ experience with Lubricants and Export business
• Experience in SAP, SALSA and LOT, MS Excel and Word and digital dashboards and applications (Power BI reporting).
• Excellent understanding and exposure to costing, cost allocation and VAT application.
• The ability to speak, read and write English fluently as the main business language.
• The ability to speak, read and write French will be advantageous in this role.

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Job Description

Assist to maintain and grow business

• Working with technical as well as commercial personnel coordinating and attending meetings with all levels of personnel on products and service offerings.
• Drive out competitor products at current customers
• Compile and present a monthly Technical KPI review of customersl
• Liaising directly with all departments and assisting customers with timely product deliveries
• Preparing quotations and processing orders on time and in full
• Attending tender meetings as well as compiling tender documents on time and in full
• Lead generation of prospect customers
• Target 10% buy-out at prospective mines through testing of superior niche products at higher margins.
• Responsible to track any product trial, take oil samples, interpret oil sample reports, discuss & feedback to mine engineers & maintenance, request dispensing equipment.
• Assist in improving the profitability of the division through introduction of high margin specialized products.
• Jointly responsible for Volume and margin targets of the commercial person in the same area
• Highlight pricing, contract, stock issues to commercial team
• PXL job n°:
• Technical Support

 Right Principle

• Assist your customer to fulfill the right principle of having the Right Lubricant, in the Right Place, at the Right Time, in the Right Quantity, and at the Right Cleanliness level.

 Change Management

• For new sites and customers or new products, manage the change-over procedure.
• Update & assist to manage the change management plan
• Manage lubricant products equivalent & compatibility.
• Special focus on technical aspects - bulk dispensing equipment, signage, bulk & truck requirement, ISO-Cleanliness

 Conduct Lubricant surveys at each customer site as per the customer’s contract requirements.

• Update surveys for any changes on customer equipment level or TMSA product level
• For new equipment introduction, recommend new lubricants that meet the OEM specifications.
• Manage the introduction of new lubricant technologies, product changes and manage cross-contamination control.
• Rationalize the number of lubricant products used on each site in line with customer’s expectations.
• share lubrication and maintenance World Class best practices with the customer, the other Tribologist and the sales team

 ISO Cleanliness

• Ensure that the bulk lubricants issued to customers are at the acceptable ISO cleanliness level in line with the customer’s Technical contract KPI’s.
• Take ongoing baseline oil sample and liaise with LMP the ISO Cleanliness level of delivered product vs COA and give feedback to the customer. Achieve the agreed cleanliness levels for lubricants. through correct filtration on-site and management thereof.
• Management of Filtration performance, cost and stock at selected customer (ISP sites)

 Bulk Dispening equipment

• Ensure the correct functioning of the bulk lubricant dispensing equipment (flow meters, nozzles, hose reels, pumps, tanks) and manage new requirements through engineering team.
• Assist with determining requirements from the customer and help with the scope of project requirements for bulk dispensing equipment
• Assist with engaging Engineering
• Update bulk dispensing equipment asset register.
• Ensure all customer bulk equipment is fitted with the proper signage ( Tank Product Labels, Bulk Product offloading labels, Hose reel labels, Service truck product labels) Ensure Zero leakage philosophy (co-operation/synergy with filter, hose & seal suppliers).

 Value in use & Continues Improvement Projects

• Ensure that there are Continuous Improvement Projects (CIPs) per site, and that these are agreed/approved by the customer. It should be measureable, monitored and reported on regular basis to the customer.
• VIU (Value in Use Projects) Projects to assist the customer with the reduction in client’s total cost of ownership (TCO). - Continuous Improvement Projects (Lubricants) - Fuel Saving Lubricant products - Energy Saving projects - Equipment life extensions - Oil Life extension - Bio Degradable Products Reduced safety risk - Higher Flash Point Products where needed. - Sight Glass with magnetic plug and reservoir - ISO Cleanliness improvement through Rear Earth magnets – Upselling high performance products and greases - Project and proof of performance - Re-lubrication interval optimization for site maintenance schedule - Sell add on products like ANAC oil analysis - Ensure that the number of second tier products replaced by Total products or more cost effective products, equipment life extension (Co-operation with original equipment manufacturers/OEM’s).
• Ensure proper documented Proof of Performance and Customer Testimonial of all VIU/s are in place
• Assist and drive premium product upselling and identify possible energy saving projects at key mining customers
•  Assist to ensure used oil is collected and disposed of in a responsible manner and identify and assist with Pollution and environmental control (ISO 14 000) at the customer site
•  Lubrication problem solving / Failure analysis / Product integrity
• Assist with the investigation of any claim of lubricant failure

 Product Lifcycle management

• Keep product requirements for mining current and up-to-date and work on the business case to ensure a complete and equivalent product slate for the mining and industrial segments.
• Communicate additional product development request to Product Technical Support
•  Customer Product Complain Management
• Communicate and handle all product complaints at customer level and liaise with Product Support Technical Team. Do on site investigation in product complaint / failure.
• Assist with Lubricants Root Cause Failure analysis

 Training

• Complete all TMSA required training on time and in full
• Lubrication and ISO cleanliness training for Customer . Help with training and development of Customer Maintenance Personnel in lubricants. Total Product equivalents, Basic Lubrication, Grease, Premature Bearing Failure, Improving oil ISO Cleanliness, Oil sampling and analysis, Storage & handling and to ensure that there is cost-effective usage of lubricants by the customer through training.
• Coaching and in-service training for customers
• Best practice sharing to team & customers
• Account Maintenance
•  Meeting the SALSA monthly requirements is a qualifying criteria for VCS
  •  All Master data must be completed and kept up to date on an ongoing basis
  •  All customer appointments must be logged in SALSA calendar
  • All customer visits will be documented through the visit report function
  • All customer visits must be entered immediately after the visit is completed and no later than 5 days after the visit
  •  Number of customer visits for the quarter to meet agreed divisional target
  •  All Sold to’s and Prospects need to be loaded with yearly potential

 Prospects must have:

•  At least two visit reports. Visit reports should be recent
•  At least one opportunity attached to it
•  At least one contact point

Opportunities must have:

• At least one visit report and should be recent
• At least one contact point stating who is the decision maker
•  Manage and present account reviews
•  Manage customer, ISP and 2nd Tier supplier Agreements
•  Manage and present internal and external results Weekly/Monthly reporting/KPI

Context and environment

• Challenge is to achieve an effective balance between daily operational issues whilst focusing on high delivering high-level strategic business objectives for TMSA.
•  Identify financially viable solutions for customers to ensure long term sustainable and profitable business in a highly contested market .
•  Building proof of good performance of products in applications through Value in Use projects
•  Other internal and external constraints which make this job challenging are an uncertain regulatory environment, general skills shortage and high subsequent turnover; BBBEE compliance for people management, building trust and managing/convincing engineers technically.

Candidate profile

• Technical qualification – Matric + National Diploma (T3 or BTech) in Mechanical engineering or equivalent -
•  One of the following:
  •  (preferred) - 5 year experience in technical lubricants sales or lubricant technical support to mining customers and or similar experience.
  •  (alternative) - 5 year experience in mechanical engineering / mining environment
•  Comprehensive mechanical know-how of engines, transmission, hydraulic and or typical mining and or manufacturing equipment
•  Sound knowledge of fuel & lubricant specifications and in-depth knowledge of TMSA and competitors’ products.
•  Previous experience in mechanical maintenance, bulk lubrication equipment, and filtration would be a requirement.
•  Management, Negotiation, Analytical thinking, and presentation skills and mining industry experience.
•  The following would be advantageous:
  •  STLE – CLS certification or ICML - MLT1 & MLT2 or MLA1 & MLA2, Systematic Failure analysis, SAIT Lubrication Engineer
  •  Qualifications in Condition monitoring - Oil Analysis, Vibration Monitoring, Thermography.
•  Must reside in the area of responsibility
•  Must be willing and able to travel. Valid drivers licence
•  Good organization, negotiation, planning and time management skills are essential.
•  Computer literacy is essential with good working knowledge of Microsoft packages.