HDDO - OEM / Key Accounts Manager

About the Activities The HDDO OEM networks are one of the key focus of activity for the HDDO Channel, and which also represent the greatest opportunity for profitable new business growth. The complexity of the negotiations and development of new business within these networks requires a focused role to assist the HDDO Sales Manager & support the activities of the Commercial & Industrial teams. This role will also be the key one to focus on the development of larger 'National Account’ opportunities and thereafter the ongoing management and control of these accounts. About the Job Dimensions Reporting to the HDDO Channel Manager - this position sits within the HDDO Sales Team and the role is to identify, prospect, convert and manage National Accounts within the Off Highway and Agricultural markets. The role will be responsible for existing National Accounts and to develop new business in line with the HDDO budget and strategy. The role is a wide ranging one, involving liaison with a number of departments within the TOTAL operation and the wider TOTAL business worldwide. The role will also include the prospection, development and ongoing management of all OEM related business within the HDDO sector, and will include liaising with all relevant business departments, including the Product Managers in TOTAL France. The role will not have any direct personnel management responsibility, but there will be a significant amount of liaison and interaction with other team members and other business departments and personnel. About the Context and Environment Sales role Responsible for meeting the overall GMVC and volume budget. This target is to be met from a combined objective from both the OEM and National Account prospects/customers in targeted business sectors as outlined in the HDDO strategy/business plan. Direct responsibility for the national accounts. Further prospect develop and gain national CV accounts in the HDDO sector. OEM Direct responsibility, which includes the RTO Network, SCANIA & VOLVO Trucks. Long-term development of business within UK OEM truck Groups (incl OEM Partners Renault Trucks/ German OEM target & other manufacturers/ fleet where synthetic/ FE product is required also Off highways plant equipment manufacturers). The role is essential to the successful implementation of Paris-negotiated international agreements covering the supply of lubricants to U.K. partner truck networks also development of the TOTAL brand within UK truck OEMs. The HDDO Sales Manager broadly prescribes the method of implementation. However a high degree of initiative and own original thought is required to suggest methods and actions that will result in the increase Total’s share of the currently small, but growing, penetration of the Partner OEMs. About the Accountabilities OEM & Key Account Management Organise and participate in regular business review meetings with OEM management to monitor performance. Develop contact with OEM field sales teams, organise joint field staff meetings as required. Research and then develop focused strategic marketing initiatives to gain significant business in their network. Produce regular reports on Total’s activity within the OEM network in terms of both Total’s and the competitor activity for submission to senior TOTAL UK management and marketing Paris. With support from the HDDO Sales Manager - negotiate new commercial arrangements with partner OEM parts and aftersales departments. With sales support, assist in managing the credit performance of the OEM networks. Using own commercial knowledge of the HDDO networks seek out, develop and implement new sales initiatives to improve penetration of partner network & in consultation with the HDDO Sales Manager. Maintain a database of all Partner OEM dealer networks to include all contact information. Make commercial presentations as required to OEM contacts at all levels. Maintain comprehensive records of all meetings with customers. Assist the HDDO Sales Manager in working with legal dept over all contractual issues relating to business with the OEM’s. Liaison with marketing Paris as required covering all commercial and some product technical and marketing issues. Act as the central contact with all partner OEM owned networks to ensure proper service levels and a proactive support to this business is provided at all times. Introduction of Paris developed international marketing packages to the OEM networks. Promote ANAC to key national accounts. Work with Area Managers to support and assist in role out of new commercial initiatives at individual dealership level. Maintain the highest standards of presentation and communication both external and internal. Work closely with the OEM’s parts and aftersales sales forces to ensure their close co-operation and help by communication of Total’s objectives and action plans. Provide lubricants commercial and marketing support to the OEM’s parts and aftersales sales forces as required. Participate in regional OEM parts and Aftersales meetings as required. Profile Top UK OEM groups to target groups that fit with TOTAL strategy. Profile top 'National Account’ opportunities in line with the channel HDDO strategy and business plan. About the Candidate Whilst it is desirable that the job holder should have a good knowledge of the Truck OEM & fleets markets, of more importance is sound commercial judgement gained over a minimum of 5 years in a Key Account level role. A logical methodical approach to resolving often complex commercial and political issues with major organisations is essential. Professional representation of the company at all levels with the National Accounts & OEMs hierarchy. The confidence and ability to make detailed presentations to personnel at all levels within large organisations. A highly articulate, resourceful, self-starter with drive, determination and ambition.