JOB DESCRIPTION
DEPARTMENT Energy Department
Job Title Oil and Coal Supply & Marketing
Report to Chief Management Coordinator, Energy Division
PT Toyota Tsusho Indonesia
Internal Liaison a. Deputy Chief Management Coordinator, Energy Division
PT Toyota Tsusho Indonesia
b. Toyota Tsusho Corp. Tokyo (TTC) Crude & Petroleum Products Group
c. Toyota Tsusho Petroleum, Singapore (TTP) /General Manager, Crude & Petroleum Products
Role a. To secure sales of petroleum precuts & coal in the retail and
industrial sectors of Indonesia market so as to achieve
the volume, contribution and customer service in the
marketing plan.
b. To secure supplies to support sales in these markets,
including arrangement for oil & coal imports and assessment of
suitable investment in logistics support facilities.
PRINCIPAL RESPONSIBILITIES AND ACCOUNTABILITIES
A. Sales and Marketing Planning
1. Monitor and analyse market trends, competitors' activities and price movements as
inputs for developing marketing strategies.
2. Set detailed volume/contribution targeting within customer segment/product.
3. Prepare/update customer databases to facilitate market planning.
4. Develop plan of action encompassing :
- identifying target customers and their product requirements
- handling of "strategic accounts".
- balancing of new acquisitions with support of existing customers.
- setting of customer service/visit levels.
B. Identifying Supplier Capability and Logistics Support
1. Gather and analyse market information in respect of key oil supply sources and markets,
freighting patterns in the region, supply/demand positions, tankage availability and
price-markers' movements.
2. Prepare/update supplier databases to establish individual supplier capability and to
facilitate procurement planning.
3. Analyse economics of supply chain (freighting, inter-mediate storage, breakbulk, land
transportation and distribution, etc).
4. Identify suitable logistics support facilities that may be attractive for the Company
to invest in for long term sustainability of business.
C. Business Negotiation and Implementation
1. Sell customer benefits ( product quality/special grades, financing, security of supply,
defensive pricing etc)
2. Know standard terms in the industry ( for both domestic market and international cargo
trade).
3. Understand and apply process of tailoring and agreeing key terms with potential
customer/supplier: price, volume, product specifications, payment terms and security
instruments (such as letter of credit, standby letter of credit, bank guarantee ).
4. Ensure counterparty comply with contractual terms.
5. Ensure fulfilling of documentation requirements by both the Company and counterparty
- delivery receipt, invoice; bill of lading, letter of indemnity, certificate of quality,
certificate of quantity etc.
6. Appraise customer credit status and maintain a constant surveillance on the credit
worthiness of customers, and collect money on time.
7. Identify and evaluate key risks: performance risk, payment risk, bankruptcy/fraud,
counterparty risk. Understand and apply appropriate hedging instruments to manage
financial risk due to price volatility.
D. Maintaining Customer Relationship
1. Build relationships through trust, empathy, sensitivity to customer needs.
2. Respond to customer feedback and monitor performance to ensure reliable service and
support.
3. Attend to complaints/disputes promptly, and co-ordinate resolution of conflicts to
customer satisfaction, and help to reach amicable settlement where compensation is
justified.
Supply and Sales Competences
• Fuels & coal product knowledge and applications
- Fuel oil, gas oil, motor gasoline, & coal
- Critical quality parameters vis a vis stability, Al+Si, pour point
• Market analysis
- supply/demand of oil & coal products ( international and regional) and impact on domestic market
- interpreting oil & coal cargo prices ( backwardation/contango; seasonality )
- relationship between physical & paper markets
• Effective and efficient sales planning
- targeting (direct, reseller)
- prospecting (telephone, email, cold call)
- call planning
• Time management (optimise sales effort )
• Sales skills
- understand the sales sequence involving planning
• understand segmentation and customer buying motives
• competitor information
• determine what marketing mix to use
- relationship building with customers
- consultative sales and customer service (helping customers to solve problems)
• Negotiation skills
- techniques of opening sales, discussing and closing deals
• Risk management skills
- hedging physical sales that are exposed to price volatility
REQUIREMENTS
Male/Female,
Age 27 - 35 years old,
Min S1 of any major.
Excellent command of English, both spoken and written.
Min 3 years EXPERIENCE in oil company or similar.
Jakarta Base
Please send the application letter and CV (max 300 kb) to widi@toyotatsusho.co.id, Not later than august 25, 2008.
Only short list candidate will be notified.
[Non-text portions of this message have been removed]
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