HD & Industrial Sales Manager

## HD & Industrial Sales Manager Apply remote type:
This position is a hybrid of office/remote working locations:
South Africa - Johannesburg time type:
Full time posted on:
Posted Todaytime left to apply:
End Date:
July 7, 2026 (13 days left to apply) job requisition :
RQ105614
** Entity:
** Customers & Products
** Job Family Group:
** Sales Group
*
* Job Description:

** At bp, we provide an excellent working environment and employee benefits such as an open and inclusive culture, a great work-life balance, tremendous learning and development opportunities to craft your career path, life and health insurance, medical care package and many others.### ### Role purpose

The HD & Industrial Sales Manager is accountable for profitable growth across the heavy-duty and industrial lubricants portfolio. You will develop and execute sales strategies, grow and protect key accounts, and win new business through consultative, value-based selling. The role requires strong commercial acumen, deep market understanding, and the ability to align internal teams to deliver a seamless customer experience.## Key responsibilities### Commercial growth & performance
* Own and deliver commercial performance targets (revenue, margin, volume, and customer profitability) for HD & Industrial lubricants.
* Build and execute a territory/account strategy that grows market share and strengthens customer retention.
* Identify, qualify, and convert new business opportunities using strong market and customer insight.### Consultative selling & customer value
* Lead consultative selling conversations: diagnose customer needs, pain points, and operating conditions, then propose tailored lubricant solutions.
* Develop clear, compelling
** Customer Value Propositions
** that differentiate our offer (technical, operational, and financial value).
* Translate customer requirements into solution proposals, pricing, and commercial terms that protect profitability.### Customer profitability & account management
* Analyze account performance and customer profitability; implement actions to improve value for both the customer and the business.
* Plan and lead key account reviews, pipeline management, and growth initiatives.
* Drive customer satisfaction through proactive communication, issue resolution, and continuous improvement.### Negotiation & deal execution
* Lead negotiation planning and preparation for key accounts, tenders, and contracts.
* Manage pricing strategy, contract terms, and deal governance to ensure favorable, sustainable outcomes.
* Ensure disciplined CRM hygiene, forecasting accuracy, and opportunity stage management.### Partner & stakeholder management
* Manage strategic partnerships and strengthen partner relationship management to extend reach and improve sales efficiency.
* Create strong internal alignment across marketing, technical, and supply chain to ensure consistent delivery, responsiveness, and customer experience.
* Actively gather customer feedback and market intelligence to inform product, service, and route-to-market improvements.### Market intelligence & digital fluency
* Continuously monitor sector, market, customer, and competitor dynamics to inform strategy and improve win rates.
* Use digital tools (CRM, analytics, and customer platforms) to guide decisions, improve targeting, and drive performance.## Required qualifications & experience
* Proven B2B sales experience in
** heavy-duty and/or industrial lubricants** (or closely related industrial fluids/chemicals).
* Demonstrated success delivering profitable growth and managing customer profitability.
* Strong
** consultative selling
** skills with the ability to build trusted, long-term customer relationships.
* Proven ability to define and communicate strong
** Customer Value Propositions**.
* Solid capability in
** negotiation planning and preparation**, with evidence of closing high-value deals.
* High
** digital fluency
** and comfort using CRM and data for decision-making and forecasting.
* Strong communication, stakeholder management, and
** active listening
** skills.## Key competencies (what “good” looks like)
* Commercial acumen and disciplined execution
* Strategic thinking + hands-on…