Job Description Job Purpose - Nayara Energy Ltd, a 20 MMTPA refinery offers array of products varying from Light distillates, middle distillates to bottom ends. Institutional Business team is assigned responsibility of evacuation of 3 MMTPA or (over) 15% of the Refinery yields comprising of 7 products i.e., Petcoke, Sulphur, Bitumen, HSD, HF HSD, LDO and Fly Ash resulting in revenue of USD 650 Mn approx. While evacuation of Bottoms is key function, the key to success shall be maximizing the realizations. Area Managers having sound technical knowledge and commercial acumen, are posted across country to generate new enquiries, cater to customers as well as ensuring compliance. They are also responsible for launching new products. They should be a pleasant personality and have effective communication and analytical skills. Area managers are the face of the organization ACCOUNTABILITIES & RESPONSIBILITIES Accountabilities Activities Achievement of Annual Business/Sales Plans Constant monitoring of Annual Business / sales Plan across all business lines. Develop & grow Institutional sales business by best source optimisation & maximum realisation. (source could be channel or geographies) Build up b2b customer volumes for all the products and ensure positive realisation. Implement short- & long-term strategy to increase sales & maximize margin realization Marketing of Institutional Sales Product to diversified industries & institutions (Private sector, public sector & Government organisations) Implement new Tools to increase sales effectiveness. Manage major and critical accounts along with management of all other accounts. Owning and exceeding annual sales targets within assigned territories and accounts. Building and maintaining strong, long lasting customer relationship. Proposal, evaluation, and induction of channel partners 3 Supply chain management. Co-ordination with Supply locations to ensure smooth supplies. Proposing new supply location depending on requirement 4 Compliance Stringent implementation of customer on-boarding and credit policies. Ensure all statutory requirements are complied with. 5 Network Management Serving as a business representative at major industry events, conferences, trade shows, and expositions in domestic & international markets. To render regular and qualitative inputs to Govt. bodies & enable designing of favourable policies 6 Key Accounts Customer / client interaction and networking Competitor pricing analysis. Financial impact analysis on supply chain Ensuring timely despatch to customers - no dry outs 7 Rolling out Pricing Roll out pricing to customers and implement the same. Market Information To keep tracking new market developments, tenders by government, and give the accurate update to concerned HO team 9 Complaints redressal To address customer complaint in close co-ordination with technical team. KEY CHALLENGES Manage the competitive market dynamics. All Public sector undertakings and Private Refineries offer B2B product range. Evacuation of products: to ensure timely evacuation so that there is no threat of containment and smooth functioning of Refinery operations; best realization and margins for the organisation. Delivery and tracking ABP numbers. KEY DECISIONS Made by Jobholder: Generate new leads. Continuously explore and evaluate new geographies. Ensuring optimal realization and margins on sales of B2B Co-ordination with supply locations. Boundary management. Explore opportunity for offering bouquet of products. Recommendations to superior: New business proposals Market seeding for new products SKILLS & KNOWLEDGE Educational Qualifications & Certifications: BE / MBA Relevant (Functional/Level) & Total Years of Experience: Min 10Years of experience in Sales and Marketing in Oil and Gas sector. Total 10-15 years of exp Relevant Experience: The experience contains both in institutional sales of diversified industries preferably in Oil and Gas sector. Incumbent to have a demonstrated track record of meeting / exceeding goals and should be skilled in building rapport, opening doors and understanding business requirements. Analytical mind with problem solving aptitude Functional Skills: Product Knowledge Knowledge of business operations and procedures Technical knowhow Market knowledge -Internal & external Knowledge of Statutory requirements and taxation Pricing Legal & compliance Taxation Behavioural Skills: Demonstrate Strategic thinking abilities. Negotiation skills Excellent Communication skills Networking ability Influencing skills