Puma Energy

Main Purpose:

To drive the development of the Puma Lubricants business through providing direct on-site as well as indirect technical support services to B2B customers, Distributors and Puma Sales Teams. Identify and fully understand the issues, requirements and needs. Use this knowledge to identify and develop solutions, value add proposals together with the sales team. Develop and consistently implement the 5 Steps HPL CVP approach in B2B Liaise very closely with Regional Lubricants Sales Manager AND Global Technology Manager Lubricants To build very strong customer relationships with sales teams existing and potential customers especially with customer’s technical-/ engineering staff. Identify the need for new products & practices, introduce new products & practices, support the sales and marketing teams introducing new products Assist to develop sales supporting documents i.e. PDS’s/ TDS’s, Case Studies, Customer Testimonials, Guided Sales Packages, Training material, etc. This is a technology/ engineering role within the Lubricants Teams in conjunction with a very strong sales drive, delivering value and demonstrating our capability in lubrication solutions (products & services) to customers.

Quality Management System Compliance • Comply and support the Quality Management system in all aspects of your role. • Adopt and implement the principles of continuous improvement in all aspects of your role. • Ensure the awareness of customer requirements (internal & external) are promoted throughout the business. • Review, monitor and provide feedback on the effectiveness of the quality management system. • Engage, support and continuously improve communication processes that support the quality management system and provide positive outcomes for the business, customers and key stakeholders. Workplace Health & safety • Challenge unsafe behavior when observed. • Regularly inspect the work area for hazards and safety compliance. • Recognize demonstrated safe behavior and promote within your work group. • Seek opportunities to improve safety performance and remain informed of safety best practice and legislative standards. • Set an example for fellow workers to follow by implementing the ideas of workplace health and safety in your department. • Discuss the safety aspects of all operations with your workers and the importance of workplace health and safety. • Ensure that safety is included in all worker departmental inductions and job training sessions. • Ensure that every worker required to undertake any task has adequate job training and safety instructions given and recorded and that standard work procedures are adhered to. • Investigate all incidents to determine causes and what corrective action is required to prevent recurrence. Complete the Company’s Incident Report Form and ensure the appropriate notifications of incidents, events and injuries. • Instruct workers in the safe use of personal protective equipment issued. • Ensure that first aid locations, fire protection equipment, evacuation procedure and other emergency procedures are made known to all workers under your control. • Ensure all equipment tests and inspections are complied with as required by law.

Knowledge Skills and Abilities, Key Responsibilities:

Key Responsibilities:

• Support the sales team to identify and develop customer value and cost savings opportunities to develop comprehensive CVP’s (Customer Value Proposition) to build sustainable business.
• Active direct on-site engagement with the key stakeholders at these prospect customers to understand their activity and identify their issues with a view to provide an offer that would add value.
• Develop- and consistently implement the 5 Steps Value Solution approach at the customer/ prospect
• Assist the sales team to handle and resolve customer enquiries, complaints, queries and if required undertake trouble shooting visits at the customer site, Root Cause Analysis (RCA)
• Support the sales team to undertake technical surveys at customer sites to understand the customer lubrication requirements and current methods of operation.
• Assist the sales team to set-up and manage solution evaluations, including agreed upon evaluation KPI’s, at customer sites and develop a robust business case process on demonstrating the value of our products back to the customer after the evaluation has been completed.
• Provide recommendations to the customer on how to improve equipment use, the storage and handling of lubricants, Health & Safety concerns and any other engineering issues, which could demonstrate value to the customer.

Qualifications & Experience:

• Preferred Post graduate university / Bachelor degree in Mechanical Engineering,
• Min 5 years’ experience in Mechanical Engineering, Lubrication Experience is an advantage
• Skills:
• Affinity to lubrication technologies
• Strong analytical skills
• Strong knowledge of Microsoft Office Suite applications; Presentation tools and programs;
• Ability to travel extensively
• Fluent English

Competencies:

• Exceptional written and verbal communication skills
• Ability to work in a fast-paced, organizationally flat environment and under pressure
• Excellent negotiation and analytical skills
• Highly motivated
• Strong work ethics
• Ability to interact with large external clients and vendors as well as key internal stakeholders
• Work independently
• Be a strong team player
• Work on multiple projects concurrently.
• Strong and hands-on problem solver

Key Relationships and Department Overview:

Internal :

• Technology Team – global
• Lubricants Teams – global and regional
• Sales & Marketing Teams – regional and global
• Operations Teams - regional

External :

• Existing and potential B2B customers especially technical- and engineering staff
• Lubricants-/ Tribology-/ Lubrication Engineers Associations
• Technology partners (additive suppliers, base oil suppliers, rebrand product suppliers)
• Blenders and manufacturers
• Training Organizations/ Industry Associations
• Oil Analysis Laboratories
• Engineering Groups & Networks