Gulf Oil Lubricants India Ltd.

Background:

Gulf Oil Lubricants India Limited (GOLIL), part of the Hinduja Group, is an
established and one of the leading companies in the lubricants market in India.
It manufactures and markets a wide range of high quality products/services for
the automotive and industrial lubricant segments. The product range is having
extensive global level approvals in terms of specifications
(API,JASO,ACEA,etc) and meets/exceeds these , as well as approvals for a
number of OEM related tests/approvals as part of it’s robust portfolio. The
company also markets Ad Blue (used for BS IV and VI vehicles for reducing
emissions),specialty greases and 2 wheeler batteries. In India , the company
has tie-ups for manufacturing/marketing products for leading OEM’s like Ashok
Leyland, Bharat Benz, Mahindra, Bajaj Auto, Tata Motors and many others.

The company has achieved the distinction of clocking one of fastest growth
rates (of over 12% CAGR) in volumes consistently for over a decade and has
outperformed the industry and competition year-on-year. GOLIL is a listed
entity as a pure –play lubricants player India since the last 5 years and is
focused on continuously adding all round value for all it’s key stakeholders.

GOLIL’s key strategies of a focused segment wise approach, consistent

market share/reach growths in these identified segments , investments in
innovative brand building (ATL + BTL) initiatives at a local and global level ,
passion to strive harder to out perform, superior execution at all levels, OEM
tie-ups and long sustaining partnerships with trade and customers,
differentiation in products/services and a culture in synch with group and brand
values have been the cornerstones of the success of the organization.

The teams that form the organization have been loyal and committed and have
also evolved capabilities, faster responsiveness/agility to enable the company
to achieve the joint Top 2 position key segments like the bazaar, in its
distribution width amongst private sector lube players and Top 3 in terms of
brand positioning amongst all lube players .

The global vision for Gulf is to become a Top 10 player and in line with that,
GOLIL is striving to now become an even stronger organization and a clear
No 2 in the private sector. The teams are determined to continue adding
superior value to all its stakeholders and outperform the industry growth rates
and stay ahead of key competitors. The next milestones would be to grow
even faster ( a challenge given the increased base) and to fortify the
company to become an strong challenger and to then look to become the No 1
brand and company ( Vision of our Honorable Chairman- Mr. Sanjay G
Hinduja) in the private sector . Also to expand in allied/new areas to increase
revenues and profits given the changing business preferences and evolving
Electric Vehicle scenario.

Therefore it is imperative that the leaders (especially Top 2-3 levels of the
organization) , the teams and employees further evolve and enhance
themselves to make the organization fully capable and geared up to take up a
higher mantle and leadership position in the industry in the next 5-7 years.

Today, the Gulf brand is present in more than 100 countries with operations in
more than seven continents with values “Quality Endurance & Passion” as its
core attributes. The brand and technology inputs are provided by the parent
company, Gulf Oil International to the India entity and other geographies.

The Gulf Oil International Group’s core business is manufacturing and

marketing an extensive range consisting over 400 performance lubricants and
associated products for all market segments.

The Gulf brand has very strong association with Motor Sports globally for
decades and with Cricket in India since 2010.

The current Global brand associations with Manchester United, Aprillia Racing
for Moto GP ,Motorsports & for India our associations with cricket legend
Mahendra Singh Dhoni, also rising cricket all-rounder Hardik Pandya & one
of the Indian Premier Leagues foremost team- Chennai Super Kings have
provided excellent platforms for building a stronger brand positioning and
other communication/differentiation initiatives.

Designation : Business Manager

Division / Location : Delhi

Reporting to

Administrative & Functional : Head of Sales- S Oil Project

Reporting

Purpose & Overview:

To drive an effective Sales Organization in the Region to achieve the

agreed business plan / market share / sales turnover and the contribution.

Major Areas of Responsibilities:

a. Ability to be hands on and drive the business with direct

responsibility, adaptive to the current external scenario  
b. Relevant category experience of prospecting, appointing and
managing distributors
c. Will be required to competitively benchmark offer and pricing
d. Provide tactical inputs, support distributors in offer development
e. Lead a team of upto 5 Sales Managers across his region, execute
BTL marketing activities

Desired skill set:

- Experience in Retail Channel management.

- Should possess capability to create, plan and execute regional strategies
in line with company vision.
- Successful track record of delivering higher then market rates of growth
in past assignments.
- Effective Communicator
- Should possess coaching / training skills
- Strong interpersonal and relationship building skills
- Good knowledge of various softwares required for data analysis and
management.
- Self driven / Positive attitude
- Should be aggressive and target oriented and
- Demonstrated capabilities to perform and deliver against odds.
- Should be willing to be located / allocated across geographies.
- Experience in handling key accounts( big corporate accounts) will come
as a added advantage

Profile:
 - Post Graduation in Sales & Marketing with 6 to 8 years of experience in
Retail Channel management.
- Preferably from Lubricant or allied industries.

Key Performance Indicators:

 Delivery of volume growth target

 Delivery of gross margin pool
 New customer acquisition as planned
 Branding & Visibility initiatives/ value added services as planned