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Business Hunter Russia
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Архивная вакансия
от 18.01.2012 |
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Компания:
Направления деятельности:
Продажи и закупки (менеджмент)
Регионы работы:
Москва
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Company
Multinational oil production Company – the global leader on the energy market. The Company is present in more than 100 countries. The staff is more than 110 000 people.
Work location: Moscow
Position
Business Hunter Russia
Function
• Perform evidence-based market study of Russian potential on TEO, building data base on each airline: current existing fleet, oil used, approvals, contacts, including data of airline maintenance and adoption of new western/Russian equipment.
• Pro-active prospecting, approaching and visiting end-customers across Russia, building sustainable value growth for the Company in the 3 named areas (TEO conversion, PEO conversion and Military / Governmental tenders).
• Overall responsibility to identify, shortlist, negotiate and implement deals related to conversions via RU distributors.
• Leading relationship with local OEM´s, prioritizing Flight evaluation projects: e.g. Ascender with CIAM and SATURN.
• Develop further sales of TEO in Russia by striking direct relationships with major airlines, MRO´s and OEMs (manufacturers).
• Ensure that products are included into ciam green book for potential suppliers for Military tender/ Governmental business in Russia.
• Liaise & resolve incidental supply, S&OP and order-to-cash issues in Russia where they cannot be resolved by the existing team.
• Keep D- SPANCOP for TEO up to date on a monthly basis.
• Sending weekly report about customer visits performed and progress.
• Using POPSA – sending POPSA as preparation for customer visits.
Purpose
• The main purpose of this role is to accelerate C3 growth from US$ 800k p.a. 2011 LE to $US 3 m by 2015 through TEO (Turbine Engine Oil) conversion, PEO (Piston Engine Oil) conversion and Military / Governmental tenders.
• Should proactively identify sales opportunities on top of current existing business, gaining new business from TEO & PEO conversions from competitor engine oils to our ASTO´s and PEO´s.
• Measured annually only on incremental business vs. previous years existing business, focusing on TEO conversion, PEO conversion and Military / Governmental tenders.
• Should deliver 450 K USD additional C3 in the first year (2012) and additional year on year 500 K USD C3 margin in 2013, 2014 and 2015.
• Geography: needs to stretch across entire Russia especially out of Moscow region (towards the East), with future potential stretch during next years to Ukraine, Belarus.
Requirements
• Eager individual, hungry for growth and to make a mark in this business, realizing top-line growth year on year.
• Fluent Russian and English, applying European business standards.
• Business hunting for Russia consists of following components:
1. Airline conversion to the Company (TEO and in the slip stream Greases and Fluids);
2. Incremental PEO conversions;
3. Governmental tenders – CIAM penetration.
• The overriding idea is to proactively approach the end-customer for conversions to the Company and follow up with distributors when the end-customer is ready to buy.
• Distributors will cover further commercial offers and supply of products to end customers.
• This role is intended to accelerate growth and hence distributor management and maintenance of existing customers does not lie with this person as that would distract from hunting.
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