Lubricant Sales Manager

Brothers Marine · India

The Sales Manager will be responsible for developing and growing the Shell Lubricants business within the assigned territory. The role involves identifying new customers, developing existing accounts, managing distributors/dealers and channel partners, promoting Shell lubricant solutions, and achieving sales and profitability targets.

The candidate will be expected to develop strong relationships with customers and provide application-based lubricant solutions across industrial, automotive, construction, infrastructure, logistics, manufacturing and other relevant industries.

• Achieve monthly, quarterly and annual sales and revenue targets for Shell Lubricants.
• Develop new business opportunities and expand the existing customer base.
• Identify potential industries, companies, fleets, OEMs, contractors and key accounts.
• Generate enquiries, prepare quotations and follow up until order closure.
• Develop and implement territory-wise sales plans.
• Drive sales of key Shell products including Rimula, Tellus, Omala, Gadus, Corena, Morlina and other applicable products.
• Promote value-added and application-specific lubricant solutions.

• Regularly visit existing and prospective customers.
• Understand customer applications, equipment, operating conditions and lubricant requirements.
• Conduct product presentations, trials and technical demonstrations.
• Coordinate lubricant trials and monitor product performance.
• Develop long-term relationships with purchase, maintenance, production and management teams.
• Convert competitor products to Shell products wherever technically and commercially feasible.

Develop business across sectors such as:

• Construction & infrastructure
• Ports and logistics
• Manufacturing
• Steel and engineering industries
• Power plants
• Mining and quarrying
• Cement
• Material handling equipment
• Fleet and transportation
• Marine and related industries

• Develop and manage dealers, resellers and channel partners.
• Identify new channel opportunities within the assigned territory.
• Monitor market prices, competitor activity, product availability and customer trends.
• Develop strategies to increase Shell's market penetration.
• Ensure proper product positioning and adherence to company pricing policies.

• Understand lubrication requirements of various equipment and applications.
• Recommend suitable Shell products based on equipment specifications and operating conditions.
• Coordinate with Shell technical teams for product selection and technical support when required.
• Maintain records of product trials and customer feedback.
• Support customers in improving equipment reliability and lubrication practices.

• Maintain accurate customer and prospect databases.
• Prepare daily/weekly/monthly sales reports.
• Maintain sales pipeline and opportunity tracking.
• Update customer visits, enquiries, quotations, trials and order status.
• Provide regular market intelligence and competitor updates to management.
• Prepare territory-wise sales forecasts.

• Follow up on outstanding payments from customers.
• Ensure sales are made within approved credit limits and commercial terms.
• Coordinate with accounts and management regarding customer credit and payment issues.
• Monitor customer profitability and contribution margins.

The performance of the Sales Manager will be measured on:

• Monthly and annual sales achievement
• New customer acquisition
• New business generation
• Customer retention
• Product-wise sales growth
• Gross margin / contribution
• Number of successful product trials
• Conversion of competitor products
• Sales pipeline development
• Collection performance
• Territory coverage and customer visits
• Channel development

• Bachelor's degree in Mechanical Engineering, Automobile Engineering, Business Administration, Marketing or a related field.
• MBA in Marketing/Sales will be an added advantage.
• 3–8 years of experience in lubricants, industrial products, automotive products, machinery, equipment or B2B technical sales.
• Experience with lubricant brands such as Shell, Mobil, Castrol, BP, Gulf, Fuchs, Chevron, etc. will be preferred.

• Strong B2B sales and business development skills.
• Good technical understanding of lubricants and industrial applications.
• Excellent communication and negotiation skills.
• Ability to develop relationships with industrial customers.
• Strong follow-up and order-closing ability.
• Good understanding of competitor products and market pricing.
• Ability to independently manage a sales territory.
• Good analytical and reporting skills.
• Proficiency in MS Excel, PowerPoint and CRM tools.
• Willingness to travel extensively within the assigned territory.

The ideal candidate should be a result-oriented B2B sales professional who can combine technical understanding with strong commercial skills.

The candidate should be capable of:

• Opening new industrial accounts.
• Building relationships with decision-makers.
• Identifying lubricant applications and requirements.
• Conducting product trials.
• Converting competitor accounts.
• Negotiating commercial terms.
• Achieving sales and collection targets.
• Developing long-term and profitable customer relationships.

The Sales Manager will be responsible for the complete sales cycle within the assigned territory, from prospecting → customer visit → application understanding → product recommendation → quotation → trial → negotiation → order → collection → customer retention .

Extensive field travel is required to meet customers, dealers, industrial establishments and prospective accounts within the assigned territory.

Full-Time

• Salary and incentives will be structured based on experience, market standards and achievement of defined sales targets .