National Oil Company of Malawi
The National Oil Company of Malawi (NOCMA) whose main objective is to ensure security of fuel supply in Malawi is a wholly owned Malawi Government Company established under the Company’s Act of 1984 on the 10th of December 2010 and commenced its operations in 2012. NOCMA is responsible for managing the Country’s 60 million litres Strategic Fuel Reserves facilities situated in Blantyre, Lilongwe and Mzuzu, and smaller depots in Chilumba, Chipoka and Mchinji.
Over the past twelve (12) years, the Company has grown tremendously in its national strategic importance with its fuel importation market share growing from ten percent (10%) in 2015 to an average of sixty-five percent (65%) in 2022/2023 and this has been matched with growth in Institutional capacity and investments to enable efficiency and effectiveness in executing its mandate.
In its drive to ensure improved and sustained efficiency and effectiveness in delivery of its mandate, NOCMA is seeking to recruit qualified and experienced candidates to fill the following highly rewarding positions that have arisen within the Company at executive and managerial level.
An attractive remuneration package commensurate with experience and qualification is on offer to the right candidates with prospects to build a meaningful career within the Oil Industry.
NOCMA is therefore excited to invite interested applications to apply for the following position:
Job Title: Business Development & Supply Chain Manager
Department: Operations
Grade: NOC4
Reporting to: Director of Operations
Purpose of the Job
To manage NOCMA’s business development plans and activities and all supply chain activities to improve NOCMA business, fuel supplies and distribution services.
Key Roles and Responsibilities
- Having an in-depth knowledge of business products and value proposition.
- Manage fuel contracts – Ensure customers meet contract requirements, limiting company exposure by managing customer credit and customers’ current volume forecasts.
- Identifying and mapping business strengths and customer needs.
- Researching business opportunities and viable income streams.
- Following industry trends locally and internationally.
- Drafting and reviewing contracts.
- Create margin and revenue for the organization through generating profitable and retain high demand.
- Develop and maintain a prospect database and generate new sales leads for both spot and commercial term sales.
- Develop and maintain sales proposals.
- Manage long-term customer relationships and while balancing short-term needs. Managing and retaining relationships with existing clients; whilst Increasing client base.
- Create appropriate sales tools to manage his / her portfolio of business.
- Work closely with Operations team to optimize channel, customer and netback margins for diesel and petrol sales.
- Develop sales strategies in line with the market area plans to achieve stated goals.
- Present formal proposals to potential new customers or existing customers to grow spot and term.
- Facilitate consolidation or enhancement of smaller customers who have been identified as needing new business models.
- Ensure appropriate functions are consulted throughout the sales process, such as: Legal, Finance, Credit, etc.
- Build and update account plans for key growth customers.
- Work with customers to establish a common set of goals and objectives linked to account plans with a focus on value creation, mutual ownership, and execution.
- Perform account reviews reinforcing NOCMA value proposition to facilitate overall business, opportunity pipeline management and contract execution results and getting customer management agreement to field initiatives that need to be completed.
- Work closely with Operations and Finance support teams to deliver exceptional day-to-day customer support and operational excellence.
- Work closely with HSSE Manager to ensure that HSSE is upheld at customers’ sites.
- Plan, organize and implement training programs for customers.
Responsibility
Reporting to the Director of Operations, the incumbent will directly be responsible for the following officers within NOCMA:
a) Senior Supplies Officer
b) Senior Distribution Officer
c) Senior Business Development & Promotion Officer
The Person
Required Competences, Experience, Attributes and Skills
The required candidate should have the following competences, experience, skills, and attributes:
- Bachelor’s Degree in Business Administration, Engineering, Logistics and Supply Chain. An MBA will be an added advantage.
- 5-10 years of solid sales experience required.
- Proven track record for sales and new business management development skills.
- Knowledge of distribution businesses and B2B relationship management.
- Demonstrated skill balancing risk and reward in decision making process.
- Knowledge of geographic footprint and oil industry players in the country.
- Proven ability to build internal and external networks to enhance business and share knowledge.
- Ability to strategically plan a network of clients geographically.
- Strong communication skills – written and verbal.
- Negotiations – Ability to effectively close deals while ensuring mutual value. Can drive customer conversations to a “win-win”. Experience in effectively managing difficult conversations.
Ability to effectively leveraging customer relationships through a negotiation process. - Value maximization – Ability to construct account reviews with customers.
- Interpersonal interaction – Ability to express ideas and points of view in a clear, well-structured, and concise manner. Can influence and persuade others through communication
Method of Application
Interested candidates who meet the required qualifications and experience should send applications with cover letter, copies of certificates, detailed curriculum vitae (CV), names, addresses and telephone numbers of three traceable referees to the following address:
The Chief Executive Officer
National Oil Company of Malawi
Private Bag 370
Lilongwe
Attention: The Human Resources & Administration Manager
Email: nocmajobs@nocma.mw
The closing date for receipt of applications is 5th October 2022
Female candidates are strongly encouraged to apply as NOCMA is committed to achieving relevant quota’s as per the provisions in the Malawi Gender Equality Act, 2013.