Executive, Sales

Job Purpose

Implement ADNOC's Crude & Condensates sales strategy, policies and annual plans ensuring efficient and uninterrupted sales & supply to customers. Act as a focal point for ADNOC s Crude & Condensate clients on sales related issues and provide prompt support in resolving them.
Analyze the market for ADNOC s Crude & Condensate and coordinate the activity for selling and marketing the products while providing value addition to ADNOC Group of companies and key stockholders.
Liaise with Supply Operations team on all contractual and operational provisions and matters e.g. volume, ship acceptance and lifting.
Explore new business opportunities and maintain, enhance existing business relationships. Identify and follow-up problematic areas or changes to agreed schedules and financial issues.
Negotiate and discuss requirements and resolves problems of existing and potential clients (Major, End-user & Traders).
Analyze clients performance, follow-up on their operational aspects and recommend as necessary actions to management according to ADNOC s marketing objectives and policies.

Job Specific Accountabilities (Part 1)

Crude & Condensate Sales Operations
Evaluate various market sources of information through publications, internet and library etc. on Crude & Condensates and identify the prevailing prices of the main market areas and of other competitors. Prepares ADNOC s competitive price and recommends to Sales Pricing Committee Meetings (weekly & monthly presentations).
Maintain constant contacts with existing clients through participation in negotiations of contracts and briefs, meetings and email/letter/telephone. Discusses their requirements, resolves problems, if any, and recommends appropriately in conformity with approved contract terms and conditions.
Liaise with Supply Operations and Sales Accounting & Budget Department on all contractual and operational provisions and matters such as volume, pricing and lifting.
Liaise with Marketing Research and analyze data to identify any potential problems or changes in contract terms and conditions regarding agreed schedules and financial issues.
Establish new contract (new client), includes comprehensive investigation covering financial, operational, performance and market background status, through market analysis, market intelligence techniques, in consultation with Marketing Research. Evaluate the new client accordingly, recommend the nominations based on product availabilities and coordinate the finalization and confirmation of such contract to secure profitable outlets for ADNOC s Crude & Condensates.
Monitor the competitors activities for portfolio of clients in assigned market area, identifies implications, if any, and recommends necessary action, in collaboration with Marketing Research.
Analyze clients performance, including operational, financial and commercial aspects. Prepare frequent status reports (such as lifting forecasts) and recommend required remedial action.
Negotiate and recommend Term & Spot sales of surplus products and follow-up prices and overall trends in comparison with other markets and competitors Hydrocarbon products; recommend pricing changes accordingly.
Maintain and update clients data including contract history, performance records, creditworthiness and competitive suppliers.
Coordinate with ADNOC L&S and with clients on matters related to freight rate, negotiates and follows-up demurrage claim, whenever received from client. Check the Notice of Readiness (NOR), statement of facts, and timesheet calculations showing dispatch of funds and/or any other related matters with regard to CFR or FOB shipments.
Participate in resolving client s quality claims or concerns in line with management guidelines.
Evaluate and participate in Crude & Condensate purchase matters in case of shortage to meet client commitments and sales agreements at marginal and competitive price level.

Job Specific Accountabilities (Part 2)

Job Specific Accountabilities (Part 3)

Generic Accountabilities

Supervision
Plan, supervise and coordinate all activities in the assigned area to meet functional objectives.
Train and develop the assigned staff on relevant skills to enable them to become proficient on the job and deliver the respective section objectives.
Budgets
Provide input for preparation of the Section / Department budgets and assist in the implementation of the approved Budget and work plans to deliver Section objectives.
Investigate and highlight any significant variances to support effective performance and cost control.
Policies, Systems, Processes & Procedures
Implement approved Section / Department policies, processes, systems, standards and procedures in order to support execution of the Section s / Department work programs in line with Company and International standards.
Performance Management
Contribute to the achievement of the approved Performance Objectives for the Section / Department in line with the Company Performance framework.
Innovation and Continuous Improvement
Design and implement new tools and techniques to improve the quality and efficiency of operational processes.
Identify improvements in internal processes against best practices in pursuit of greater efficiency in line with ISO standards in order to define intelligent solutions for issues confronting the function.
Health, Safety, Environment (HSE) and Sustainability
Comply with relevant HSE policies, procedures & controls and applicable legislation and sustainability guidelines in line with international standards, best practices and ADNOC Code of Practices.
Reports
Provide inputs to prepare Section MIS and progress reports for Company Management.

Generic Accountabilities (continue)

Internal Communications & Working Relationships

Regular work related contacts with Senior Vice President, Division Vice President and team members on matters related to the Crude & Condensate sales initiatives.
Continuous contacts with Supply Operations for related operational matters and with Marketing Research to discuss interface matters, such as volume, pricing, LCs, payment delays, short payment, etc.
Frequent contacts with other functions within MS&T (like Marketing Research, Sales Accounting & Budget, etc.) for sales related activities.
Occasional contacts with other Directorates (like Finance, Upstream, Downstream, etc.) for defining sales business needs.
Regular contact with ADNOC Group Companies for production plans and product availability.

External Communications & Working Relationships

Regular contacts with ADNOC clients for execution of sales agreements and discuss market requirements.
Regular contacts with customers and affiliated petroleum arm companies for investment matters.
Contacts with third party service provider, suppliers, consultants and industry experts.

Minimum Qualification

Bachelor s Degree in Business Administration / Finance / Accounting.

Minimum Experience, Knowledge & Skills

10 years of sales and marketing experience within the Oil & Gas industry including intensive technical sales, customer relation management, account management, and business development work.

Professional Certifications

As applicable

Work Condition, Physical effort & Work Environment

Physical Effort
Minimal regular walking, standing and keyboard use, as required.
Frequent business travels within Abu Dhabi or overseas and occasional site visits as needed.
Work Environment
Air conditioned office environment,
Exposed to prevailing weather conditions while visiting outside.

Additional Details

Job Family / Sub Family: Commercial / Sales