Job Description
Our Partner in Oil and Gas are looking for a Lubricant Category Sales Manager to drive sales through distributors and expand their reach into auto-shops, garages, and independent workshops. This role requires a strong understanding of the lubricant value chain and Route to Market strategies. You will be responsible for managing the sales team, optimizing credit account management, monitoring distributor stock levels, and ensuring sales targets are met.
Key Responsibilities
Distributor & Secondary Sales Growth
Develop and implement sales strategies to expand lubricant distribution through exclusive and multi-distributors.
Drive secondary sales by increasing penetration into auto-shops, garages, and industrial end-users.
Strengthen relationships with distributors and ensure consistent product availability.
Conduct regular market visits to track distributor performance and identify opportunities for growth.
Sales Team Leadership & Performance Management
Lead, train, and motivate the sales team to achieve both primary and secondary sales targets.
Set clear objectives, monitor performance, and provide regular feedback.
Conduct sales meetings and performance reviews to ensure team alignment with business goals.
Sales Forecasting & Budget Management
Develop accurate sales forecasts based on market trends and distributor demand.
Monitor sales budgets and ensure cost-effective operations.
Implement strategies to meet or exceed monthly, quarterly, and annual sales targets.
Credit & Account Management
Work closely with the credit control team to ensure timely approvals and align credit limits with company policies.
Monitor distributor credit accounts, ensuring timely payments and minimizing outstanding debts.
Implement strategies to reduce credit risks and improve cash flow.
Distributor Stock & Visibility Management
Track stock levels at distributor stores to prevent shortages or overstocking.
Ensure proper product visibility and merchandising at distributor and auto-shop locations.
Collaborate with the marketing team to execute in-store branding, promotions, and activations.
Customer Relationship & Market Intelligence
Build and maintain strong relationships with key distributors and auto-shop owners.
Conduct market research to monitor competitor activity, pricing trends, and customer needs.
Provide insights and recommendations to senior management for business growth.
Key Performance Indicators (KPIs)
Sales Performance: Achievement of primary and secondary sales targets, distributor network expansion, and market penetration.
Sales Team Effectiveness: Percentage of sales team meeting targets, training sessions conducted per quarter.
Credit Management: Days Sales Outstanding (DSO), timely payments, and reduction of bad debts.
Stock & Distribution Management: Distributor stock turnover, stock availability, and prevention of stock-outs or overstocking.
Market & Customer Engagement: Customer retention, distributor satisfaction, and number of market visits conducted per month.
Requirements
Qualifications & Experience
Bachelor’s degree in Sales, Business Administration, Marketing, or a related field.
5+ years of experience in lubricant sales, FMCG, or B2C distribution management.
Proven experience managing distributors and secondary sales channels.
Strong leadership skills with a track record of managing and motivating sales teams.
Proficiency in sales forecasting, credit management, and market analysis.
Excellent negotiation, communication, and relationship management skills.
Key Skills & Competencies
Strategic sales planning & execution
Distributor & channel management
Sales forecasting & budgeting
Credit account management
Market research & competitive analysis
Leadership & team development
Stock monitoring & inventory control
Excellent communication & negotiation
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