Careers

Total is a global oil and gas producer and supplier operating in 130 countries with nearly 100,000 employees, who practise their
skills in more than 500 industrial, commercial and support occupations covering all aspects of the petroleum industry: oil and
natural gas exploration and production, renewable energy development, refining, distribution and trading. Total is also a major
player in chemicals.
To further its development, the Group annually recruits worldwide nearly 10,000 new employees, both male and female, juniors
and seniors, at all levels of training. All are different, but share the dynamism, receptiveness, adaptability and team spirit that
are key to the Group's success.

Sales Application
Engineer m/f
One of the world’s leading oil groups, Total offers a range of several thousand petroleum products and branded
by-products, from petrol through lubricants, solvents, fuel oils, bitumens, to butane and propane etc. Total also
markets an extensive range of chemical products, produced in its petrochemical and specialist chemical
operations.
Total’s product range is one of the most diversified, and its teams of Salesmen and Sales Application Engineers
form the bridge with its customers and partners.
Augmenting his or her usual commercial function with a technical advisory role, the Sales Application Engineer
recommends the best products or specially adapted services. He or she also provides independently all customer
follow-up services, negotiates terms of sale and controls the execution of orders. He or she participates finally in
the feedback of information on market conditions, and on the performance of competing products. He or she
must demonstrate his/her capacity to maintain loyalty among customers and partners (dealers, manufacturers,
wholesalers), while expanding the customer base.

> First steps

Usually provided with a company car, often working from home, a Sales Engineer is someone for whom contacts
are everything. Knowledge of the job is acquired in the field, although training is given in the special features of
the products. Reporting to the Sales Manager, a novice will quickly rise to take on responsibility for a geographical
area.

> Career options

After successfully occupying this post, a highly motivated and mobile Sales Engineer can progress by working
on other ranges of products. He or she can also go into Product Engineering or rise, after acquiring marketing
and administration skills, to management posts. Finally, a number of development posts will also become
accessible internationally.

> Profile required

• Engineering or Business School education.
• Technically orientated, aptitude and enthusiasm for making contacts, rigour, good
organisation, self-motivated, tenacious, good negotiating and deal-making skills.
• English required for subsequent international advancement.

Claire P.
Nationality: French – Age: 40
Sales Application Engineer – Paris (France)
Diploma from the UTC in Chemical Sales Engineering
A sale’s engineer’s job
My adventure with the Group began with a postgraduate training course in
Exploration & Production at Pau. After that I entered another branch of the
Group as a Process Engineer at the Donges Refinery. The fortunes of
professional life then led me to a position as “Marketing Services Manager”
at the head office of the “lubricants” division. It was there that I found out
about the job of Sales Application Engineer and as soon as a position
became available I applied for it.
At present, I am part of a sales team. I deal with “internal customers”, the
lubricants sales people, but mainly with external customers in conjunction
with the sales force.
Relaying information
Part of my work consists of relaying information on the products of Total
Lubrifiants to customers and sales people. Specifically, the task involves
giving advice on the utilisation of lubricants, or full training in the use of
our products, firstly to the sales staff and then to customers who need
comprehensive advice. I am myself trained throughout the year by the
Product Engineers – who develop the lubricants - or organisations such
as the IFP as part of my continuing education. As a logical consequence
of this, one aspect of my work consists of preparing lubrication studies.
This involves analysing the lubricant requirements of a customer. The
study is used in support of the introduction and use of products. Precise
details are given of their performances and how they are used. The
document evolves with the installed base of machinery and needs of the
customer.
Another part of my work consists of helping to solve problems
encountered by customers. Occasionally our customers suffer from
mechanical breakdowns and sometimes this leads to expert inquiries in
which the lubricant may be implicated. Using my knowledge of lubricants
and mechanical engineering, I investigate to help to determine the actual
causes of the problem. I provide information, I analyse the product that
has been used, and I look for the source of the malfunction to ensure that
it does not happen again.
In this whole process, I am assisted by the teams at headquarters and in
the plants and research centres of Total Lubrifiants.
Above all, pragmatism and anti-routine
In everything I do, pragmatism is the dominant requirement. My job does
not involve theory. It is a job in which contact and personal relations are
very important, both internally and externally. This is what makes it so
interesting.
On the other hand, the requirements of equipment manufacturers are
becoming ever more demanding and our ranges of lubricants must be
continuously adapted to cater for this. There is nothing like it to break the
monotony of the everyday working environment.
Recruitment, Careers & Diversity Division
2, place Jean Millier – La Défense 6 – 92400 Courbevoie – France
www.careers.total.com
Experiences
Grégory B.
Nationality: French – Age: 35
Sales Application Engineer - Large Accounts – Paris,
La Défense – University Diploma in Thermal Engineering
and Energy Technology
I have been a Sales Application Engineer for large accounts in the
Lubricants division for three years. Handling key Automotive industry
accounts in the segments of Public Works, Transport and Agriculture, I
have technical responsibility for the lubrication and grease maintenance
solutions that we market.
Engineering expertise
Working closely with the marketing director, a Sales Application Engineer
recommends, advises on and validates product options that accord with
the approach to service lubrication which the Equipment Manager or
Maintenance Manager wishes to adopt, allowing for any capability or
equipment limitations.
A thorough knowledge of the relevant technology is essential for
understanding the technical requirements of manufacturers. Customers
and sales staff give us a wide technical brief, therefore I must be kept
informed of all developments and be extremely accurate in my
assessments.
Day-to-day activities
My time is split between working in the office and meeting customers.
The marketing managers may ask me to focus on customer services or
business expansion, but whatever I do my basic job is to help market the
products by ensuring that the technical aspect of our product offering
meets the most demanding requirements. I promote our research and
development and our products and services by, for example, analysing a
lubricant in service, a valuable tool for preventive maintenance. This kind
of analysis, accurately interpreted, can go a long way towards improving
the management of equipment or, in more critical cases, preventing
heavy losses for the operator.
I am often asked by our customers to attend nationwide meetings and
report on developments in lubricants. Lately, fuel economy lubricants and
biodegradables have taken centre stage. Improving the CO2 footprint
through lubricants has been the latest subject raised in conventions at
Colas, Lafarge and Transalliance.
Internally, I work regularly with our Marketing departments to develop
technical brochures for the sales force, or to produce advertorials and
advertising campaigns in specialist magazines.
Developing the products
After assessing the needs of users in the field, I report their requirements
to our development department. I participate in the creation of products.
These undergo tests in service with our own customers, and we monitor
them until validated. At the moment I am involved in two projects: a TP
eco fuel lubricant and a biodegradable lubricant in agriculture.
This occupation requires good personal relationship skills, an ability to
listen, pragmatism, rigour, initiative and creativity.
Photo credit: Dufour Marco.
R.C. PARIS 492 058 714