Lubricants Business Leader

Brain Works is partnering with a leading heavy-duty industrial equipment distributor to place a Lubricants Business Leader
. This high-impact role is responsible for owning and growing the lubricants business across Georgia, supporting a multi-branch footprint and diverse customer base in construction, and heavy equipment environments.

The organization is investing in a strategic leader who can bring structure, commercial discipline, and market insight to a critical and profitable product category. This role owns both the strategy and execution of the lubricants business, with a mandate to drive market penetration, strengthen field sales effectiveness, and accelerate profitable growth in a competitive landscape.

This is a high-impact role reporting to a Vice President, serving as the Subject Matter Expert (SME) while partnering closely with the sales team to drive market penetration, competitive displacement, and customer retention.

As Lubricants Business Leader, you will serve as the architect and operator of the statewide lubricants strategy—balancing revenue growth, profitability, customer retention, and competitive positioning.

This role operates at both the strategic and field-execution levels, partnering closely with sales leadership and regional field teams to strengthen technical knowledge, improve customer engagement, and uncover growth opportunities.

• Creating and executing a comprehensive lubricants growth strategy
• Strengthening technical and commercial capabilities across the field sales organization
• Improving market penetration, retention, and competitive displacement
• Building strong distributor and customer relationships
• Leveraging data and analytics to drive disciplined execution and performance improvement

• Create, communicate, and execute a comprehensive lubricants business strategy aligned with broader product support objectives
• Identify and prioritize growth opportunities across customer segments and competitive accounts
• Develop and implement sales strategies that improve penetration, retention, and profitability
• Partner cross-functionally to ensure lubricants initiatives align with service, parts, and equipment support strategies
• Support strategic customer pursuits, including presentations, negotiations, and closing activities

• Serve as the primary lubricants subject matter expert for the Product Support Sales organization
• Strengthen technical understanding across engine oils, hydraulic fluids, drivetrain fluids, and application-specific products
• Partner with regional sales leaders to elevate effectiveness through training, coaching, and joint customer engagement
• Participate in customer calls to model discovery, value-based selling, and competitive positioning
• Improve how lubricants opportunities are identified and tied to equipment usage, maintenance practices, uptime, and total cost of ownership

• Build and maintain strong relationships with key customers, distributors, and internal stakeholders
• Conduct regular business reviews with strategic accounts to identify expansion opportunities and ensure retention
• Support resolution of complex customer issues related to lubricant selection, performance, or competitive challenges
• Monitor market trends, customer preferences, and competitive activity across the lubricants landscape
• Manage and grow distributor relationships within Georgia
• Identify opportunities to gain share through education, differentiation, and value-based selling
• Translate market intelligence into actionable recommendations for leadership and field teams
• Maintain accurate sales activity, pipeline, and performance tracking using CRM and internal systems
• Develop forecasts, reports, and performance analysis to support leadership decision-making
• Establish dashboards to track revenue, penetration, and growth trends
• Analyze execution gaps and implement practical, data-driven improvements to strategy and field execution

• Bachelor’s degree in Business, Marketing, Engineering, or related…