solange-dobroy@uol.com.br
POSITION SPECIFICATION
Leading LPG Company
POSITION TITLE Commercial Manager, LPG Bulk Business São Paulo State
REPORTS TO Director, LPG Bulk Business
Brasil
SUPERVISES Six Key Managers
TOTAL HEADCOUNT About 40 People
LOCATION Greater São Paulo Area
CORPORATE BACKGROUND
The client Company is the wholly-owned subsidiary of the largest LPG
(Liquefied Petroleum Gas) distributor in the world, with operations in 27
countries, employing 13,500 people, and a turnover of € 5 billion. It is
part of a conglomerate, with aggregate sales revenues of € 15 billion (2007)
employing 34.000 people worldwide.
Historically, energy has been a key domain for this entrepreneurial group
since its foundation as a coal trading company, hundred years ago. It
developed into a diversified global organization by creatively adapting to a
changing business environment.
THE COMPANY IN BRASIL
The Company, headquartered in Rio, has a modern, nationwide storage, filling
and distribution infrastructure, with 19 Filling Plants and 45 Distribution
Centers. Annual turnover in the range of R$ 3.5 billion, employing close to
4.000 people. The Company's Sales and Service organization is structured in
two Product Divisions: Bulk Products (industrial and commercial customers),
and Cylinder Products (domestic consumers).
The Company's aggregate share (Bulk and Cylinder products) is approx 23.5%
of the brazilian LPG market. Annual volume sold is approx. 1.5 million tons,
distributed through 25.000 resellers, reaching about 10 million households
(domestic consumers), and more than 30.000 industrial and commercial
customers (supplied with LPG in bulk).
Because of their forward momentum and the favorable long term outlook of the
business, the Company wishes to bring aboard a highly qualified, sales and
business development oriented executive to lead the Company to higher levels
of growth in the Sao Paulo region of strategic relevance.
This entry position of vital importance could lead, after an entry period of
two-three years, to increased responsibilities for the executive who can
demonstrate capacity in terms of significant contributions to the
development of the Company's Bulk Business in the São Paulo region.
THE POSITION
Reporting to the Director, LPG Bulk Business, Brasil, based in Rio, this
high impact position will have full responsibility for the successful growth
of the Company's Bulk Business in the SP market.
He will plan, develop, coordinate and implement an aggressive business
development program, consistent with the potential of this important market
and with the Company's overall strategies for the region, with the following
main accountabilities:
• Provide overall leadership and direction to his organization in the
development of business strategies that generate profitable growth,
supported by detailed objectives, and action plans,
• Lead his organization in executing approved strategies and plans to meet
the needs of customers and deliver targeted sales and financial results,
• Build, lead and motivate a high-performance team, establish a culture and
environment that enables attraction and retention of superior talent at all
levels,
• Maintain and strengthen critical relationships with major existing
customers and conquer new key accounts,
• Bring a consultative approach to business development, with an obsessive
focus on understanding the client's business and solving his needs.
THE IDEAL PERSON
We are looking for people in the 35 to 45 age bracket who have verbal and
written fluency in English and solid academic credentials (Business
Administration, Mechanical, Electrical or Chemical Engineering, and/or
related disciplines, MBA a valuable plus).
Well developed leadership skills and the ability to inspire and motivate
others by example, rather than by virtue of position in a hierarchy.
Flexible and adaptable to an entrepreneurial, result oriented, fast-paced,
rather informal culture. International exposure/perspective a plus.
These persons will be proactive and innovative executives, who plan well,
and execute from conviction rather than conformity, communicate well both
verbally and in writing, and possess the personal discipline and
administrative skills necessary to develop and manage an aggressive and
proactive sales organization.
Other desired characteristics include, trans-cultural sensitivity, a strong
bottom line orientation, and a sense of urgency. Strategic vision, sensivity
to identify and develop new business opportunities, and the ability to
negotiate at the highest levels of the corporate environment are, clearly,
an intrinsic part of the ideal candidate's profile.
Unquestionable standards of ethics and integrity. Interested in a long-term
career opportunity. Has the potential to grow into management positions with
increasing responsibilities.
IDEAL BACKGROUND AND EXPERIENCE
Our client is interested in bringing aboard a sales leader with an excellent
track record in the selling/marketing of a top quality, technology,
distribution and service intensive product, positioned in such a way that
price considerations are reduced to a minimum in customers' choice of a
supplier.
The successful candidate will have a minimum of five to ten years experience
in a business building leadership role, with a modern, technology intensive,
and service-driven company (catering its products/services to a corporate
clientele).
COMPENSATION ASPECTS
This is a key position within our client's organization, offering an
attractive base salary, performance bonus and benefits package. The
opportunity for additional compensation and rapid career advancement is
limited only by the capability, initiative and contribution of the
successful candidate.
Maria Rosa Amat
SRTE-9006/SE
São Paulo, SP
mrosa_es3000@yahoo.com.br
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