Petroleum & Chemicals
With unprecedented challenges stemming from environmental issues, increasing demand, and strained capacity, the petroleum and chemical industries are facing both significant threats and opportunities. While these issues impact all facets of the business, the sales and marketing functions have been particularly challenged by:
- Eroding margins in maturing markets
- Aggressive nontraditional competitors
- Channel and network choices
- Non-fuel partnership choices
- Commercial marketing and sales transformation
In such a complex and swiftly changing market, customer focus is more important than ever. ZS has tackled these challenges head-on with many leading petroleum and chemical companies, helping them improve their sales and marketing effectiveness and productivity.
Our consulting engagements focus on creating sustainable competitive advantage for our clients in a dynamic global marketplace, and cover a broad spectrum of sales and marketing capabilities. We work closely with our clients to:
- Create growth strategies based on customer insight, competitive assessment, and market opportunity quantification
- Develop go-to-market models built upon detailed customer segmentation, value proposition definition, and customer-to-channel alignment
- Design and optimize hybrid sales forces including sales force sizing and deployment and the streamlining of sales processes
- Build operational capabilities through effective sales force infrastructure and systems that guide hiring, training, and coaching practices; align and integrate performance management and compensation programs; and provide decision support grounded in rigorous sales and marketing analytics
ZS provides a dedicated team of experts who bring industry knowledge and thought-leading sales and marketing issue expertise. ZS is both a strategic advisor for the long-term and a resource that can help with the detailed implementation of new strategies.
If you would like to learn more about our experience with the petroleum and chemical industries, we would be happy to discuss our insights regarding key challenges, critical success factors, and proven approaches.