Oil & Petrochemical Trade Market leader (FM) at Antal International

Role Purpose :

• The job incumbent is responsible for transposing the Group's OPT development strategy on the African continent.    

Your Main Duties and Responsibilities:

• Provide market intelligence
• Monitor OPT markets at local level in relation with BU/CCEs, and set strategy, business priorities and business plan. Liaise with Local BU managers or Country Chief Executives to define their needs and actions towards their customers and define what service need to be develop to respond to customer needs
• Visit clients and market stakeholders along with local BV sales representatives or local key account managers in order to look for new opportunities, present proposals, negotiate contracts
• Leverage from local key wins to duplicate in the rest of Africa
• Coordinate Tender/Quotation proposals for the clients, negotiation of Global Framework Agreement
• Write technical proposals on behalf of local OPT Business units or validate proposed technical offers
• Advise on applicable industry standards, equipment and appropriate suppliers
• Validate Financial data for proposals to be submitted to internal BV Engagement committee (AD50)
• Source field equipment and laboratory instruments/fitout on behalf of local Business Units
• Train and audit field  staff
• Liaise with the Global Service Line to discuss technical matters and sales initiatives/opportunities involving international clients
• Drive the change of our Key Account Management Activity shifting from Coordination of works to defining  marketing and sales strategy in order not only to manage our current business portofolio but also to extend our service scope towards new industries, new locations, new services.
• Generate, Follow up business leads and opportunities in Salesforce
• Promote and leverage brand
• Work with other business units to define common action with GSIT, I&F or M&O

Your Experience & Skills :

Technical capabilities

• Has a deep knowledge of API MPMS standards and ASTM/ISO/IP/EN standard testing methods.
• Has been working as an OPT inspector in the field and/or as a lab technician or has been auditing OPT field operations and laboratory testing (vessels, storage facilities, refineries, laboratories)
• Has a deep knowledge of OPT equipment required in the field, laboratory instruments, field and laboratory consumables, laboratory instruments, laboratory fitout equipment, knows suppliers available in the market and market prices.
• Has fair knowledge of OPT laboratory management including ISO 17025 standard
• Has a deep knowledge of oil product, crude oil, LPG, LNG, Ammonia specifications, refining and manufacturing processes.

Oil mid-stream and downstream industry knowledge

• Has a deep knowledge of oil & petrochemical trade business including trading, refining and downstream business and stakeholders
• Has been operating in oil downstream supply chain including oil storage facilities, In-land logistics and retail station networks.

Africa

• Familiar with Africa geography, culture and geopolitical environment

Behavior and Sales & Marketing capabilities

• Has been leading market intelligence initiatives
• Knows how to build a technical and financial proposal issued to clients
• Is familiar with financial statements including revenues, GP, OP, Capex, Pay-back
• Has been involved in direct sales processes, contract negotiations with clients
• Has been building a strong professional network within the industry
• Has been working in team and coordinating sales & marketing actions in relation with multiple operating groups
• Sales & Business Development oriented with proven track records in growing a business
• Customer relationship  excellence
• Key Account Management
• Familiar with CRM (Salesforce is an added value)

Personal skills

• Outstanding change management, communication and influencing skills.
• Digital skills.
• Fluent in French (mother tongue) and English
• Autonomy, self-direction, confidence
• Ability to cope with extremely different cultures
• Ability to be on business trips half time on a yearly average

Leadership competencies

• Leader of opinion & inspiring communicator
• Proven change leader
• Strong ability to set priorities and execute follow through

Working in close relation with:

• Internal : from Vice President to local operating groups, local/Global Key Account Managers, Business unit Managers, Technical Managers, Finance,  legal, Internal Committees, field operators & lab technicians

External :

• Key accounts, New Prospects,  Operations Managers
• Suppliers
• Industry council