Manager, Crude Sales (West & Near East Area)

JOB PURPOSE:

Manage the development and implementation of Far East, West & Near East regional sales strategy, policies and annual plans for ADNOC's Crude and oversee the development and execution of all related planning, scheduling and programming to ensure efficient and uninterrupted sales & supply to customers. Plan and manage various market studies and statistical analysis in order to define competitive sales strategies, pricing policies, production availability, product surpluses/deficits, offtake and inventory schedules, lifting entitlements, etc. while reviewing clients performance and deviations in respect of pricing, payment, destination, etc. ensuring timely remedial actions in conformity with ADNOC, Government and OPEC policies (as applicable). Lead negotiations and amendments of sales contracts for ADNOC's Crude as necessary. Advise senior management on procedures and strategies to secure profitable outlets for ADNOC's Hydrocarbons & derivatives. Manage the development and ensure up-to-date profile/data is maintained on existing and potential clients and competitors local and international. Develop and maintain client relationships to promote the ADNOC brand presence and to grow ADNOC’s business

KEY ACCOUNTABILITIES:

Job Specific:

Crude Sales

• Manage the development and implementation of sales plans for ADNOC’s Crude, includes identifying clients, assessing contract terms, proposing selected markets and recommending sales initiatives.

• Manage the development and ensure up-to-date business information on existing and potential clients and competitors is maintained through market sources such as business meetings and conferences, international consultants, and market research to achieve a better understanding of prevailing business and develop new markets to secure ADNOC’s interests.

• Initiate studies of various market sources of pricing information, identifies differentials in market areas and of other competitors, conducts comprehensive pricing analysis and recommends ADNOC’s competitive monthly/quarterly pricing range through Price Sales Committee Meetings related to ADNOC’s Crude.

• Manage the coordination with other ADNOC’s Group Operating Companies and with clients on matters related to freight rate; participate in sales negotiations and concludes demurrage claim, whenever received from client, checks the Notice of Readiness (NOR), statement of facts, time sheet calculations showing dispatch of funds and or any other related matters with regards to CFR or FOB shipments.

· Manage the development and review of monthly and quarterly reports on operational and sales performance status, including market review, future outlook and competitive analysis and forecasting.
Negotiating, Monitoring & Implementation of Contractual Aspects.

• Negotiate crude oil sales within the approved terms and conditions of contracts. Includes meeting existing and potential customers, reviewing contractual provisions and recommending appropriate changes in contractual terms.

• Supervise all individual clients’ communications through telecoms, meetings, written fax/telex messages for commercial, operational and financial aspects. Maintain good relationship with existing clients and establishes new potential clients according to ADNOC’s marketing objectives and policies.

• Follow-up on competitors’ activities through meetings and other market sources, identify impact on ADNOC’s sales activities and recommends to management as necessary.

• Plan and manage the coordination with Supply Operations in maintaining stock-level, and if necessary floats spot tender or direct negotiation with existing and potential clients. Review the analysis on bids received from various clients to choose and recommend the winner to management in-line with marketing policies and procedures.

• Manage the provision of technical assistance and advices to ADNOC’s clients on use or substitution of Hydrocarbons & its derivatives for end-use such as grade development. Recommends to Management on proper allocation regarding maximum Hydrocarbons & its derivatives’ mix advantages.

• Plan and manage the floating of spot purchase tenders to meet domestic market requirements, in-case of shortage or increased consumption from local clients.

• Advise Supply Operations on contractual provisions including volumes and off-take. Coordinate and advise Market Research teams on contractual provisions including volumes and prices. Evaluate potential profitability in collaboration with Marketing Research team and recommend to management as appropriate.

• Discuss desired deviations from contracts with Clients in terms of under lifting/over lifting, demurrages, credit disputes, etc. Liaise with Supply Operations Division on operational deviations, evaluate ADNOC’s commercial advantages/disadvantages, resolve problems and recommend appropriate action.

• Undertake missions to clients in their respective geographical area to promote ADNOC’s crude oil. Participate in conferences and industry events to improve ADNOC’s exposure and to keep abreast of crude oil market technology and information.

Oversee preparation of monthly and quarterly reports on operational and sales performance status, including Market reviews, future outlook, competitive analysis and forecasting

Generic Management:

• Plan and supervise the activities of the personnel and resources of the Department to achieve the Division objectives in an efficient and cost-conscious manner while ensuring implementation of approved operational plans for the Department in line with Division objectives.

• Develop the knowledge, competencies and innovative spirit in the Department and support the establishment of Personal Development Plans (PDP’s), Succession Planning and Talent pipeline within the Department in coordination with the Human Capability Group to continuously develop employees with emphasis on UAE Nationals to meet Emiratization targets.

Budgets and Operational Plans:

• Compile and provide input for preparation of the Division budgets and regularly monitor expenditure against approved the Department budget levels.

• Investigate, highlight and reconcile any significant variances to ensure effective performance and cost control.

Policies, Systems, Processes & Procedures:

• Lead the implementation of approved Department policies, processes, systems, standards, procedures and internal controls in order to support execution of the Division work programs in line with Company and International standards.

Performance Management:

• Implement the Company Performance Management System for individuals within the Department in accordance with Company approved guidelines and continuously monitor the achievement of the Department KPIs related to the approved Annual Performance Management Contract and the Balanced Score Card.

Organization Structure and Development:

• Review, develop and recommend the appropriate organisation structure for the Department that will best utilise human capital while proactively incorporating sustainability into the on-going work practices to meet the business objectives.

Innovation and Continuous Improvement:

• Encourage innovation, enhance employee motivation and support initiatives for implementation of Change Management to continuously improve operations and services.

• Propose 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 Department.

Health, Safety, Environment (HSE) and Sustainability:

• Support the institution of an HSE culture and ensure compliance with relevant HSE policies, procedures, systems & controls and applicable legislation and sustainability guidelines across the Department in line with international standards, best practices and ADNOC Code of Practices.

• Ensure adequate HSE training and induction for all Department employees to meet HSE standards.

Management Information Systems (MIS) and Reports:

• Prepare all Department MIS and progress reports to provide accurate and timely reports and necessary information to Company Management to effectively manage the business.

COMMUNICATION & WORKING RELATIONSHIP:

Internal:

• Regular work-related contacts with Vice Presidents and all reporting staff and team members on matters related to the Directorate’s strategy and policies, operations, administration, people, HSE and integrity.

• Regular contacts with other Directorates (like Finance, Upstream, Downstream, etc.) for sales strategies and planning.

• Regular contact with Executive Management of ADNOC Group Companies for planning and monitoring supply operations and production plans.

External:

• Regular contacts with senior managers and higher Government Officials in clients' countries for business relationship and petroleum products.

• Regular contacts with customers and affiliated petroleum arm companies for investment matters.

• Contacts with third party service provider, suppliers, consultants and industry experts.

• Frequent contacts with ADNOC Shareholder and partners for discussion, exchange of information / expertise purposes.

QUALIFICATIONS, EXPERIENCE, KNOWLEDGE & SKILLS:

Minimum Qualification:

• Bachelor’s degree in Marketing / Business Administration / Finance / Accounting.

• Master’s degree in Engineering / Business Administration / Management preferred.

Minimum Experience & Knowledge & Skills:

• 15 years of relevant experience in oil & gas or Petrochemical Industry, at least 8 of which should be in Downstream business at a supervisory level.

Professional Certifications:

CORE / TECHNICAL SKILLS:

Legal and Regulatory Compliance (L3), Business Risk Management Process (L3), Crude Quality and Blend Optimization (L3), Commercial Negotiations (L3), Sales Strategy Development and Planning (L3), Sales Reporting and Administration (L3), Regulatory Compliance Management (L3), Market Intelligence (L3), Stakeholder Management (L3), Strategic Planning and Management (L3), Data Analysis (L2), Stakeholder Relationship Management (L3), Trading and Deal Execution Processes (L4), Oil and Gas Industry Operations (L3), Process Evaluation and Improvement (L3), Market Insight and Strategy (L3), Innovation Process Development (L3)