Executive, Sales

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

• Evaluate various market sources of information through publications, internet, and libraries on Crude & Condensates and identify prevailing prices of the main market areas and competitors. Prepare the company's competitive price and recommend to Sales Pricing Committee Meetings (weekly & monthly presentations).
• Maintain constant contact with existing clients through participation in negotiations of contracts and briefs, meetings, and email/letter/telephone. Discuss their requirements, resolve problems, and recommend actions according to 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 potential problems or changes in contract terms regarding agreed schedules and financial issues.
• Establish new contracts (new clients), including comprehensive investigation covering financial, operational, performance, and market background status, through market analysis and intelligence techniques, in consultation with Marketing Research. Evaluate new clients and recommend nominations based on product availability, coordinating the finalization and confirmation of such contracts to secure profitable outlets for the company's Crude & Condensates.
• Monitor competitors' activities for portfolio of clients in assigned market area, identifying implications and recommending necessary actions, 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 actions.
• Negotiate and recommend Term & Spot sales of surplus products, following up on pricing and overall trends in comparison with other markets and competitors' hydrocarbon products, and recommend pricing changes accordingly.
• Maintain and update clients' data including contract history, performance records, creditworthiness, and competitive suppliers.
• Coordinate with the company L&S and clients on matters related to freight rates, negotiate and follow up on demurrage claims when received from clients. Check the Notice of Readiness (NOR), statement of facts, and timesheet calculations showing dispatch of funds or any other related matters regarding 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 shortages to meet client commitments and sales agreements at marginal and competitive price levels.
  Supervision
• Plan, supervise, and coordinate all activities in the assigned area to meet functional objectives.
• Train and develop assigned staff on relevant skills to enable them to become proficient on the job and deliver respective section objectives.
  Budgets
• Provide input for the 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 the company's and International standards.
  Performance Management
• Contribute to the achievement of the approved Performance Objectives for the Section/Department in line with the company's 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 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 the company's Code of Practices.
  Reports
• Provide inputs to prepare Section MIS and progress reports for company Management.
  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 contact 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 contact with other Directorates (like Finance, Upstream, Downstream, etc.) for defining sales business needs.
• Regular contact with the company's Group Companies for production plans and product availability.
  External Communications & Working Relationships
• Regular contacts with the company's clients for execution of sales agreements and discussion of market requirements.
• Regular contacts with customers and affiliated petroleum arm companies for investment matters.
• Contacts with third-party service providers, 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 relationship management, account management, and business development work.
  Work Condition, Physical Effort & Work Environment
  Physical Effort
• Minimal – regular walking, standing, and keyboard use, as required.
• Frequent business travel 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