Lubricant Sales Manager

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.

Key Responsibilities
1. Sales & Business Development  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.
2. Customer Development  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.
3. Industrial Sales 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
4. Channel & Market Development  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.
5. Technical & Application Support  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.
6. Sales Reporting & CRM  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.
7. Collections & Commercial Management  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.
Key Performance Indicators (KPIs) 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
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