HD & Industrial Sales Manager

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.

Customers & Products

Sales Group

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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• Commercial acumen and disciplined execution
• Strategic thinking + hands‑on sales leadership
• Customer‑centric, value‑based selling mindset
• Partner relationship management
• Strong cross‑functional collaboration and internal alignment
• Analytical thinking and market awareness
• Clear, confident communication and influence

• Formal training/certifications in consultative selling or negotiation
• Experience with distributor/partner‑led go‑to‑market models
• Strong understanding of lubrication…