Lubricants Territory Business Manager  

The Lubricants Territory Business Manager (TBM) (B2C) will ensure achievement of secondary & primary sales targets in line with growth plans (Lubricants) in his territory by effectively developing & managing his distributors, sales team & direct accounts (OEM partner workshops/ Industrial etc.). The TBM will develop and implement sales strategies to drive revenue growth, expand customer base region, and foster long-term relationships with clients.

Key Responsibilities

Territory Management:

• Ensure Market working, collage/productivity norms are followed for self and Distributor Sales Representatives & the Distributors.
• Ensure Brand communication / positioning / pricing as per company direction.
• Conduct regular meetings and business reviews with the distributors and the DSR’s.

Sales Strategy Development:

• Aggressively implement / ensure success of various tie –up schemes targeting Retailers / Mechanics.
• Ensure proper merchandising and aggressive visibility in the market for brand “Gulf”.
• Plan & implement secondary and tertiary development activity as per regional & corporate plan

Customer Relationship Management:

• Foster strong, trust-based relationships with key stakeholders, including executives, decision-makers, and influencers within the organizations.
• Serve as a primary contact person for clients, addressing their inquiries, resolving issues, and ensuring exceeding customer satisfaction.
• Design and implementation of specific incentives and schemes to achieve growth goals.

Performance Tracking and Reporting:

• Review and monitor sales performance metrics, including revenue targets, sales pipeline, and conversion rates, to evaluate territory performance and identify areas for improvement.
• Prepare regular reports and presentations summarizing sales activities, achievements, and forecasts for management review.

• Graduate of any Bachelor’s degree
• Has a driver's license
• With 5-10 years’ B2C experience in Lubricants
• Should have a successful track record & clear achievement of sales growth& channel expansion.
• Develop Strategies, Action Plans with the Sales Manager to achieve the set objectives (including detailed sales activities and programs, expense requirements and role of the company)
• Coach and assist distributors in Business & Sales Planning, Execution, and Market Saturation, Market intelligence gathering, Pricing recommendations, Marketing Program development, equipment campaigns for better efficiency and alignment with the company’s strategies.
• Control and management of credit exposure in terms of DSO and past dues.
• Support distributor sales reps on coordinating sales call to accounts, manage company’s investment and programs in accounts, and provide them coaching and training as needed.
• Develops and maintains an effective network of high street distributors in the assigned geographic area, with individual sales and profitability targets contributing to the entire zone’s objectives.
• Good communication skills in English
• High energy levels and initiative.
• Good commercial understanding of pricing/schemes etc.
• Computer skills – should be comfortable working on Word / Excel / PowerPoint.