Types of contacts related to the position: Internal & external ☒ / Internal ☐ / External ☐

Time horizon of the position: Long-term (+3 years) ☒ / Medium-term (1-3 years) ☒ / Short-term (-1 year) ☐

Stakeholders related to the position: Sales and Technical local and regional teams / Product Engineers / HSEQ / External clients / Suppliers (equipment, goods and services) / Service maintenance / Fluid Management / Internal clients (back office, marketing, technical teams, service teams such as Anac system team, logistics, credit management) / Zone LBU Industry Director.

Scope of position’s responsibilities:

☒ Development of new solutions to address identified issues

☐ Transformation at business line / company level

☐ Transformation at entity level

☒ Implementation of guidelines while optimizing processes

☒ Strict implementation of guidelines

Position’s types of interactions:

☐ Level 1: The role requires the ability to communicate clearly and accurately. 

☐ Level 2: Level 1 + The role requires influencing and persuasion skills.

☒ Level 3: Level 2 + The role requires negotiation skills.

Does the role operate within a specific market environment (regulated, competitive, etc.)? The products and solutions offered must be aligned with client and company regulations. The role requires a solid understanding of competitors’ products and solutions. Position’s target segments represent a significant growth opportunity for the LBU Industry in the Caribbean market. 

The Business Developer / Application Engineer contributes to the development of strategic industrial segments in the Caribbean region by combining technical expertise with business development activities.

The position holder contributes to all stages of the commercial process, from prospecting and customer development to customer retention, while promoting TotalEnergies Lubricants as a provider of value-added lubrication solutions.

Activities

• Providing support to both Sales and Technical teams in driving the development of the priority market segments (power generation, mining, food & sugar, cement, among others). 
• Matrix-managing Sales and Technical teams to support target identification and ensure capability development.
• Managing relationships with key stakeholders, including customers, service providers, and equipment manufacturers.
• Developing technical and service proposals for product implementation and bath monitoring, as well as supporting the Sales and Technical teams in effectively promoting these offers to customers.
• Analyzing customer needs and operations to propose optimization solutions generating measurable performance and maintenance improvements.Conducting lubrication audits and promoting high-value TE solutions.
• Defining, implementing, and monitoring field trials, ensuring proper follow-up and performance validation.
• Supporting fluid management activities and interpreting diagnostics to ensure optimal lubricant performance.
• Contributing to the resolution of technical issues and claims.
• Serving as liaison or interface with HQ’s Segment Managers to ensure alignment of the regional segment strategy with TE’s global strategic direction.

Training & Capability Development

• Developing the technical capabilities of the Sales and Technical teams through continuous knowledge updates and field support. 
• Designing and delivering training sessions for internal teams and customers on products, applications, and services (proactively as well as based on needs).
• Staying up to date with product range and services developments and updating internal and customer training materials.

Global Functional Contribution

The role holder serves as a market segment expert for the LBU Industry. In this capacity, responsibilities include:

• Sharing feedback, best practices, and lessons learned from the Caribbean market within the global TE community and expertise network.
• Contributing to the LBU Industry Committee for the target segments.
• Reporting customer needs and field product feedback, and cascading key takeaways from these forums to the local team.
• Actively contributing to the definition of the priority segments strategy in the Caribbean region, including market analysis and proactive recommendations to support the expansion of market positions.
• Acting as a technical and market reference for key segments within the LBU Industry.

QHSE

• Applying and promoting QHSE policies and procedures in all activities.
• Contributing to sustainable development by integrating environmental considerations into technical solutions and customer support.