Stratostaff designs, implements and manages workforce solutions. The Lubricant Commercial Category Sales Manager role is crucial for driving B2B lubricant sales growth within key industrial sectors. This senior management position requires developing and executing sales strategies, leading a high-performing B2B sales team, overseeing strategic account management, and ensuring robust credit management (TAR Management) across the entire portfolio.
Duties and Responsibilities
Business Development & Strategic Account Management
- Develop and execute comprehensive sales strategies to drive lubricant sales growth across key industrial sectors including mining, agriculture, manufacturing, transport, construction, sugar, steel, and government institutions.
- Build and maintain strong relationships with existing B2B accounts, ensuring consistent product supply, service excellence, and long-term partnership sustainability.
- Identify, prospect, and onboard new industrial clients through systematic market penetration and targeted business development initiatives.
- Conduct regular customer visits and engagement activities to strengthen business partnerships and identify expansion opportunities.
- Lead contract negotiation processes with plant managers, MDs, and senior decision-makers across industrial accounts.
Sales Team Leadership & Performance Management
- Lead, coach, and mentor a high-performing B2B sales team of Territory Managers across the country, ensuring achievement of individual and collective sales targets.
- Develop team capabilities in customer management, technical selling, and relationship building through structured training and on-field coaching.
- Assist in journey plan preparation for sales representatives to optimize customer coverage and maximize productivity.
- Monitor team performance through regular reviews, providing constructive feedback and implementing performance improvement initiatives.
- Foster a culture of accountability, excellence, and continuous learning within the sales organization.
Credit Management & Financial Control (TAR Management)
- Collaborate closely with the finance department to ensure timely credit approvals and appropriate credit limit allocations for customers.
- Monitor credit accounts proactively, ensuring payments are collected within agreed terms and minimizing outstanding debts.
- Implement risk mitigation strategies to reduce credit defaults, improve Days Sales Outstanding (DSO), and enhance cash flow management.
- Manage overdue payments through systematic follow-up processes and escalation protocols.
- Balance sales growth objectives with financial prudence and credit risk management.
Market Intelligence & Sales Forecasting
- Gather and analyze comprehensive market intelligence on competitor activities, pricing strategies, customer needs, and emerging industry trends.
- Track competitive landscape within the lubricants sector, providing data-driven insights to inform strategic decision-making.
- Develop accurate sales forecasts and budget plans aligned with company objectives and market realities.
- Provide strategic recommendations to senior management based on market dynamics and customer feedback.
- Identify growth opportunities and potential threats through systematic market research and sector analysis.
After-Sales Service & Customer Value Proposition Implementation
- Ensure customers receive exceptional after-sales support, including technical assistance, product training, and lubrication solutions.
- Implement and champion Customer Value Proposition (CVP) initiatives to enhance customer satisfaction, loyalty, and retention.
- Collaborate with technical teams to deliver lubrication audits, technical consultations, and customized solutions for key accounts.
- Work closely with the marketing team on promotional campaigns, product activations, and customer engagement programs.
- Position the organization as a trusted technical partner rather than just a product supplier.
Sales Performance & Budget Achievement
- Drive consistent achievement of monthly, quarterly, and annual sales budgets, with specific focus on volume targets.
- Ensure sales efforts align with overall company revenue, margin management, and growth objectives.
- Develop comprehensive sales activity reports highlighting key performance insights, challenges, and improvement opportunities.
- Maintain profitability through strategic pricing, product mix optimization, and value-based selling approaches.
Key Competencies
- Strategic B2B Sales & Business Development
- Stakeholder Management & Relationship Building
- Leadership & Team Development
- Credit & Risk Management
- Analytical Thinking & Market Intelligence
- Customer Service Excellence
- Commercial Acumen & Financial Management
Requirements
- Bachelor's degree in Mechanical Engineering (mandatory and non-negotiable).
- Minimum 5-7 years of progressive experience in B2B lubricant sales or industrial sales management, with a demonstrated track record of achievement.
- Proven technical and commercial expertise gained from B2B engineering companies, industrial equipment firms, or Oil Marketing Companies (OMCs).
- Strong background in credit account management, TAR management, and financial control.
- Experience managing remote sales teams and driving performance across multiple territories.
- Demonstrated ability to engage effectively with C-level executives, plant managers, and senior stakeholders.
- Excellent negotiation, communication, and presentation skills.
- Proficiency in sales forecasting, budget management, and data analytics.
- Valid driver's license.
