Industrial Lubricants Manager

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1 Industrial Lubricants Manager Role reports to: Group Commercial Director WP Group Overview WP Group is an integrated fuels and lubricants company focused on providing bespoke service solutions to its growing customer base through each its eight business sectors. Based as Esso s Fawley refinery, WP Group is one of the UK's largest privately owned fuel distribution companies holding a substantial share of the fuels markets in which it is active and a national player in lubricants marketing the Mobil brand. Aligned directly with ExxonMobil Fuels and Lubricants, WP is focused on achieving a sustainable culture by behaving ethically, valuing its people and local communities whilst setting the example in the protection of our environment. This holistic approach and visible actions will strengthen WP Group s financial position, create a more resilient business and enhance its reputation. Role Summary An Industrial market and lubrication expert, you will be a key member of the sales leadership team. This senior role will be fully responsible for one of WP Group s fastest growing and most exciting business units and will report directly to the Group Commercial Director. Based from WP Group s Heathrow office in Feltham or HQ at Fawley refinery near Southampton, the Industrial Lubricants Manager will be responsible for the management and development of the of company s Mobil Industrial Lubricants business and sustainable solutions strategy. Key responsibilities will include: Industrial Lubricants business unit management, personnel management, development and hiring, full P&L responsibility and accountability, marketing programmes, key account relationships and Mobil relationship integration and management. Operational excellence is critical to WP s people, customers, suppliers and reputation. You will be responsible for ensuring WP operates safely and with excellence in all business operations, transactions and communications. At WP group we do things right first time with no excuses. At WP Group achievement of sales targets and key KPI metrics is expected. All targets will be agreed with the Group Commercial Director and will be achieved via a coherent and well

2 communicated strategy, key account focus, retention of existing customers, new business growth, effective procurement, strong leadership and a strong team ethos. A brand ambassador, you will represent the company to the highest professional standards at all times and utilise existing relationships to further the company s business goals. An effective working relationship is required with the WP Group Board of Directors, Leadership colleagues and the Operations team where input will also be required regarding delivery fleet structure, location and performance. The effective and robust management of WP s quality system and complaints procedure, this is critical to the long term business success and company reputation. Key Responsibilities Sustainability and Ethics As a business leader and role model, you will ensure the team understand and adhere to all company policies, procedures, business ethics and sustainability commitments. Business Strategy Development Implementation A significant responsibility and on-going area of focus, you will review the existing WP Industrial Lubricants business strategy. Working with the Group Commercial Director, Marketing team and Industrial colleagues you will update and post approval, effectively implement the plan. Ensure the Industrial Lubricants business team, Key Account colleagues, service providers and influencers clearly understand the business strategy and their responsibilities within. ExxonMobil Alignment It is imperative that ExxonMobil Industrial Lubricants strategy is fully understood and that all assistance and resources available from ExxonMobil are utilised. This will include: market segmentation strategies, contacts/roles, training, marketing, knowledge, leads, relationships and maintenance programmes. Sales & Marketing Performance Responsible for meeting agreed sales targets and customer service standards via key performance indicators (KPIs) for the Industrial Lubricant team. Targets will be exceeded through a harmonious and efficient working environment, effective planning, clear

3 communication of objectives, implementation of the strategy and timely completion of agreed actions. Personal and Team Development Communicate clearly and effectively with all team members, leadership team colleagues and line management. Through the demonstration of a positive disposition and role model behaviours, you will lead by example setting the standard with colleagues at all times and in all circumstances. Continually seeking to improve your own and team s performance, you will be an advocate and proactive participant in WP s Personal Development Process. CRM Management The capability to ensure the complete understanding of the company s CRM system and report functions is critical to the success of this role. WP continually strives to provide the most advanced systems. This will provide the level of management information required to manage the complexities of business and understand the value of its activities. Performance Management To help ensure all employees perform to the highest possible standards and in-line with company expectations, WP employs a robust performance management process. This includes individual personal development plans, monthly review meetings and quarterly performance management. CRM derived data will be utilised to monitor and manage all team members performance regarding both financial and other KPI driven business metrics. Leadership Team Member The WP leadership team is a cross functional group of tier one business leaders who generally report directly to a board director. This important and influential team is tasked with the daily leadership of the business and is empowered to ensure that the correct initiative and actions are taken to deliver the required business goals and strategy objectives. A key business leader, the Industrial Lubricants Manager will attend quarterly meetings and contribute as required. Work life Balance WP is committed to ensuring all employees achieve an appropriate balance between their working commitments and family life. However, in a senior role you will be expected to take part in work-related activities outside of normal working hours (e.g. Sales Appointments, Training, Meetings, and Marketing events). The company will work to provide adequate notice is provided to enable you to lead and participate with enthusiasm. Daily Responsibilities Effective leadership and recruitment of the Industrial Lubricants team to ensure delivery of the required budgetary requirements, sales volumes, product, share of wallet, data integrity and other KPI commitments are exceeded.

4 Understand your Delegation of Authority (DOA) level and act accordingly to ensuring compliance with all company systems, processes, conduct and ethics, including: HR, finance, procurement, credit etc. Deliver the business strategy by identifying and developing new business opportunities and markets within the Industrial Lubricants business remit and sales areas. Pro-actively work to continuously improve internal communication, building strong crossfunctional relationships particularly with leadership team colleagues and functions (senior management, HR, sales leaders, operations and credit). Strictly adhere to the company's credit policy accepting that zero bad debt is achievable. Pro-actively seek to improve your knowledge of the WP Group businesses, products and service offerings across all sectors. Become a knowledge expert and be vocal in expressing your thoughts, ideas and opportunities. Ensure you are fully compliant with the WP Group performance management process, developing fair and relevant plans for yourself and team members, hold timely and positive reviews in line with the company's documented process. Management and effective utilisation of the company's CRM system, providing coaching and direction as required, ensuring maximum effectiveness. Identify and provide all appropriate training to ensure the WP sales pipeline process is fully utilised and a positive, proactive manner is taken at all times. Management of sales figures and other key metrics monitoring closely using the most up to date tools available, taking the required steps to generate further quality business. In the cases of business contraction, you will fully understand the root causes and seek to rectify immediately report all instances where this is not possible. Conduct regular training needs assessments for your team and benchmark against other WP departments and sales teams. Understand, develop and/or implement selected training in line with requirements of the Industrial Lubricants Team and conduct the required post-training competence assessments with HR. Periodically monitor the accuracy of the customer data and ensure the team capture review key data during each call and to manage any poor performance appropriately. and

5 Qualifications, Skills and Market Knowledge Relevant senior level management experience, relevant industry preferred Formal business qualifications would be a strong advantage Strong industrial lubrication relationship, technical and market knowledge essential Proven successful track record managing a significant sales business unit Reside a commutable distance to WP s Southampton or Feltham office s or relocate accordingly Visible leadership skills and a an effective communicator who is well organised High level of desire to achieve goals /targets perform in a pressurised environment Ability to build team and capable of mentoring others to fulfil capabilities People development via specific coaching skills around core competencies is required Good IT skills, essential to have knowledge of Microsoft programmes including Outlook, excel, Word, and able to use Microsoft CRM systems or similar to a high degree Strong financial acumen and ability to analyse financial data Team player who is both supportive and approachable Full UK driving licence WP Group Competency Matrix Requirements Customer Focus 5 People Development 3 Communication 5 Decision Making 4 Influencing 4 Relationship Building 5 Planning & Organisation 4 Problem Solving 4 Results Focus 5 Team Work 4 Strategic Planning 3 Commercial Awareness 4 Company & Brand Champion 5 Personal Responsibility, Attitude & Conduct 5 Technical Knowledge 4

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