1. Organization Functional Alignment
Job Title:
International Fleet Card Sales
Manager, BENELUX
SGL: Work Location:
Rotterdam???
Reports to:
Card Manager Benelux and to European sales
director from LICARD (located in Austria)
Function:
Retail
Last Update:
06/2013
Key Interfaces:
Customers, Store managers, HQ Employees and representatives of Service providers (both internal and
External) business support services, external acquisition sources.
Basic Purpose:
The Netherlands is one of the largest transport markets in Europe and an important growth market to
LUKOIL and LICARD. The person will responsible for selling our international fuel card solution to larger
transport companies in the Netherlands and and to further develop the business. Will be also
responsible for the implementation of agreed CRT/International Sales Strategy in the country of
operations and will also support LUKOIL Fleet teams in PL/CZ/SK/HU/BE. Includes identifying target
customer groups, selecting appropriate acquisition techniques to address the se customer groups,
managing and supervising the parties involved in customer acquisition and customer service, including
the administrative and support processes and client and contract management. The person will provide
support to local CRT customers as well as to Licard International customers from other countries
fueling in LUKOIL CEEB cluster.
PRIMARY FUNCTIONS/RESPONSIBILTIES
Key Activities:
• Define a business development plan to
acquire international transport companies
in the Netherlands in accordance with the
sales- and profitability target set
• Obtain and analyze market data to identify
trends, threats and opportunities.
• Transform the LUKOIL/LIACRD
CRT/International business strategy into
country specific strategies and tactics to
optimize the sales performance
• Maximize the overall CRT/International
sales contribution by balancing volume,
profitability (fleet sales margin), credit
performance and operating costs
• Establish, develop and maintain
relationships with larger, international
transport customers
• Develop clear proposals for current and
prospective customers
• Deliver the plan by applying the SPANCOP
sales methodology process (S=Suspect
who can buy this, P=Prospect the chances
and needs for which he may buy the
product, A=Approach the prospect with the
USPs of your Product, N=Negotiate the
deal for the product if customer shows
interest, C=Close the deal as negotiated,
O=Order. Get the order in writing,
P=Payment follow up.)
CRITICAL SKILLS/LEADERSHIP CRITERIA
Critical Skills:
• Excellent sales- and negotiation skills within a
B2B environment
• Result oriented and able to work both
independently and within a team environment
• True entrepreneur
• Demonstrated atitude for problem-solving
• Pragmatic
• Excellent verbal and written communication
skills, fluent in Polish and English, Russian is an
advantage
• Aibility to work in a matrix organization
• Proficiency in using Microsoft office suite
applications
• Customer friendly
• Sense of responsibility
• Enhanced analytical skills
• Organized
• Open mind
• Rational problem solving
• Self – directed
• Immune to stress
• Valid driver's license
• Language skills: Dutch, English and preferably
German

2. Organization Functional Alignment
• Expedite the resolution of customer
problems and complaints
• Be involved in resolution of customers
problems related to transaction on sites,
system, payments, services incl.
internal/external coordination of the
solution (suppliers, site operators) and
including potential follow up and update of
manuals
• Analyze sales results and revert with
corrective actions to make the plan
• Act as the local expert in fuel cards for the
international transport segment, increase
awareness, provide training and support to
local sales teams and management
• Participate in tradeshows, conferences and
fairs
• Supply management with regular reporting
• Be involved in the local transport
community (federation, transport
organizations…) to further understand the
business needs
• Keeps abreast of competitive activities,
market conditions, new products and
services
• Manage acquisition sources and service
providers relations including the local
external contracts.
• Growing the business whilst reducing costs.
• Obtain knowledge about other LUKOIL
Fleet card offers
• Following of local procedure related to
contract, credit/risk, safety/security…
• Ongoing open-eye risk management
• Active cooperation with local Fleet team
incl. coordination of marketing activities,
hand-over of business cases, representing
one sales team towards customer, incl.
reciprocal substitution of colleagues in case
of holidays/illness or other absence
• Reporting and active cooperation to/with
Card Mgr Benelux
• Support to Fleet Sales Managers from other
CEE&B countries
Measures of Success:
• CRT/International sales performance achieving planned volume, profitability, bad debts and
overdue targets
• Controllable costs management