Value Delivery & Technical Lead - East & South region

Job Purpose:
To provide first line technical advice to direct Mining prospects and customers, and Vivo Energy Sales force (specifically central team) on the use of the Vivo Energy's Fuels, Lubricants, Services and adjacent product portfolio in order to best exploit the technical attributes of the products and services to commercial advantage, and to troubleshoot any technical issues to finally result in TCO (Total Cost of Operations) Management.

To support winning tenders and being part of the deal team by showing a winning brand through technical expertise, best in class product for application and highlight ViU (Value in Use) initiatives to counteract price negotiations.

Lead VIP (Value Improvement Projects) initiatives (conduct surveys and support OU during implementation) as needed and drive delivery through in country TAs (Technical Advisors).

To track usage and progression of projects with the tools developed which include but are not limited to VIP (Value Improvement Projects tool), PMO (Project Management Office) and Tender Toolkit, and ensure timeous delivery on goals and aspirations.

Requirements

Principal Accountabilities:

• Securing technical partnership with key direct accounts (gold, platinum and diamond customers with application of the 80/20 principle including strategic exceptions)
• Provide front line technical support to customers and sales staff including problem solving, troubleshooting and application advice for front line technical issues. Expect to be pro-active in line with Sales/Marketing effort and business objectives or reactive to customer complaints/claims including used oil analysis interpretation. Provide basic failure diagnosis for lubrication related failure (e.g. bearing or gear) where lubricants quality or practices are in question
• Provide advice and supportive evidence that the Shell additivised fuels can be used at specific sites
• Ensuring that we can track value delivery per customer we deliver through the VIP and PMO tools
• Track Mining DVR's and ensure they are delivered to Shell Global as 5 star standards
• Support countries to track TCO (Total cost of operations) initiatives per customer won, quantify the value and maintain SPM (Supplier Performance Management) visibility with the customer
• Provide technical advice and timeous response during tenders and play a key role in the deal closing by highlighting ViU (Value in Use) initiatives to counteract price negotiations
• Correctly specify appropriate Shell products to be used for specific applications (vehicles, machinery and equipment), including the specification of equivalent Shell product to replace a competitor's product, for all lubricants products. Immediate recommendations should be possible for more than 75% of applications, and with use of reference materials and networks, etc. should be possible for 95% of all cases
• Prepare customer plant/equipment audits, lubrication surveys, product rationalization audits and conduct field trials, as necessary to support the overall business strategy
• Liaise with local OEMs or local branches of global OEMs, to develop product approvals, only under guidance from the identified OEM owner in the Line of Business team (OEM Approval Managers) for selected global priority approved OEMs
• Facilitate technical training for Mining and Power teams when needed
• Know and ensure specific fuels quality levels are met as per customer needs and requirements
• Ensure visit reports are done after site visits in 24 to 72 hrs latest
• Provide HSE, Occupational Health, safety and product disposal advice to customers and front-line sales, in line with local legislation requirements. Actively keep up to date with changes in legislation
• Receive referrals of technical problems or other customer contact from BDMs (Business Development Managers) or Resellers and work to resolve with the customer. Feedback to the BDM or Reseller to ensure continual improvement in the fielding of enquiries and understanding of technical issues. Pro-actively update BDM with key customer or product information
• Support and act jointly with local Marketing Specialist and Technical teams to enhance our Shell Technology Intimacy image through Sales into the market
• Driving top and bottom-line growth
• Work closely with local sales and global accounts who have the ‘ownership' of the customers, to provide appropriate technical support to maintain and gain business in line with business strategy. Carry out joint and solo visits (with knowledge of sales force) to new and existing customers providing technical proposals/assistance to generate sales opportunities, with both existing and new products
• Drive cross/up-sales opportunities through developing and delivering appropriate lubricants training to direct Sales/Marketing staff to develop their expertise, as well as tailored training packages for Gold/Platinum Customers where required
• Refer complex technical issues to the Senior Lubricants Technical Advisor for resolution, working with them to ensure issue is completed satisfactorily, with local customer follow up by the Technical staff as necessary
• Develop and deliver appropriate lubricants training to direct Vivo Energy Sales staff to develop their product-application-services expertise
• Delivering DVRs according to global needs and guidelines in order to provide proven Technology Leadership or Value Led examples
• Manage portfolio harmonization process at customer level, including smooth conversion of customers caused by product introductions and retirements
• Acting and behaving according to our Business Principles, Code of Conduct, HSSE standards and rule

Key Challenges:

• Drive accountability through influencing without authority
• Balancing technical requirements with commercial pressures
• Working with a reducing product portfolio while meeting customer's expectations
• Self-committing, balancing own learning from others internally and giving technical support externally
• Having the ability to distil complex information and to communicate clearly and concisely to others
• Managing relationships with key customers and their stakeholders (Diamond/Platinum/Gold)
• Delivers results - accountability. Clear results orientation and capacity to manage self-performance
• Ensuring always up to date with product and sector developments
• Competence in problem solving, good decision-making skills and ability to find solutions to day-to-day issues
• Ability to travel frequently to remote areas, sometimes in harsh environment.
• Ability to impress customers with Vivo Energy CVP (Customer Value Proposition) and Shell's product features, advantages and benefits
• Demonstrates interpersonal sensitivity and communication (written and verbal) skills

Job Knowledge, Skills & Experiences:

• Degree (e.g. BSc, BEng) - engineering or chemistry or comparable technical trade related background skills
• At least 3-5 years' experience in a mining technical (lubricants & applications) environment
• Project management is an advantage
• SAIT or similar qualification
• Good English language skills, French and Portuguese is an advantage
• Experience in a customer-facing role (front line sales) beneficial
• Demonstrates interpersonal and communication (written and verbal) skills
• Have engineering knowledge in industry or transport, or related discipline
• Preferably based in the South or secondary East region

Competencies:

• Using product & application knowledge - Mastery
• Maximizing equipment operability - Skill
• Technical analysis & develop solutions - Mastery
• Technical sales support - Skill
• Building & developing customer relations - Mastery