Our client is a leading energy sector company with robust operations across East Africa. As a major player in the distribution and marketing of petroleum products and specialties, the organization is dedicated to delivering excellence in industrial solutions and fostering sustainable growth. With a strategic emphasis on B2B market penetration, customer-centric innovation, and operational excellence, the company seeks a results-driven Lubricant Commercial Category Sales Manager to lead industrial sales growth and build lasting partnerships across key sectors.

DUTIES AND RESPONSIBILITIES:

1. Business Development & Strategic Account Management

• Develop and execute comprehensive sales strategies to drive lubricant sales growth across key industrial sectors including mining, agriculture, manufacturing, transport, construction, sugar, steel, and government institutions
• Build and maintain strong relationships with existing B2B accounts, ensuring consistent product supply, service excellence, and long-term partnership sustainability
• Identify, prospect, and onboard new industrial clients through systematic market penetration and targeted business development initiatives
• Conduct regular customer visits and engagement activities to strengthen business partnerships and identify expansion opportunities
• Lead contract negotiation processes with plant managers, MDs, and senior decision-makers across industrial accounts

2. Sales Team Leadership & Performance Management

• Lead, coach, and mentor a high-performing B2B sales team of Territory Managers across the country, ensuring achievement of individual and collective sales targets
• Develop team capabilities in customer management, technical selling, and relationship building through structured training and on-field coaching
• Assist in journey plan preparation for sales representatives to optimize customer coverage and maximize productivity
• Monitor team performance through regular reviews, providing constructive feedback and implementing performance improvement initiatives
• Foster a culture of accountability, excellence, and continuous learning within the sales organization

3. Credit Management & Financial Control (TAR Management)

• Collaborate closely with finance department to ensure timely credit approvals and appropriate credit limit allocations for customers
• Monitor credit accounts proactively, ensuring payments are collected within agreed terms and minimizing outstanding debts
• Implement risk mitigation strategies to reduce credit defaults, improve Days Sales Outstanding (DSO), and enhance cash flow management
• Manage overdue payments through systematic follow-up processes and escalation protocols
• Balance sales growth objectives with financial prudence and credit risk management

4. Market Intelligence & Sales Forecasting

• Gather and analyze comprehensive market intelligence on competitor activities, pricing strategies, customer needs, and emerging industry trends
• Track competitive landscape within the lubricants sector, providing data-driven insights to inform strategic decision-making
• Develop accurate sales forecasts and budget plans aligned with company objectives and market realities
• Provide strategic recommendations to senior management based on market dynamics and customer feedback
• Identify growth opportunities and potential threats through systematic market research and sector analysis

5. After-Sales Service & Customer Value Proposition Implementation

• Ensure customers receive exceptional after-sales support, including technical assistance, product training, and lubrication solutions
• Implement and champion Customer Value Proposition (CVP) initiatives to enhance customer satisfaction, loyalty, and retention
• Collaborate with technical teams to deliver lubrication audits, technical consultations, and customized solutions for key accounts
• Work closely with marketing team on promotional campaigns, product activations, and customer engagement programs
• Position the organization as a trusted technical partner rather than just a product supplier

6. Sales Performance & Budget Achievement

• Drive consistent achievement of monthly, quarterly, and annual sales budgets, with specific focus on volume targets
• Ensure sales efforts align with overall company revenue, margin management, and growth objectives
• Develop comprehensive sales activity reports highlighting key performance insights, challenges, and improvement opportunities
• Maintain profitability through strategic pricing, product mix optimization, and value-based selling approaches

KEY COMPETENCIES:

• Strategic B2B Sales & Business Development
• Stakeholder Management & Relationship Building
• Leadership & Team Development
• Credit & Risk Management
• Analytical Thinking & Market Intelligence
• Customer Service Excellence
• Commercial Acumen & Financial Management

Requirements

• Bachelor's degree in Mechanical Engineering (mandatory and non-negotiable)
• Minimum 5-7 years of progressive experience in B2B lubricant sales or industrial sales management, with demonstrated track record of achievement
• Proven technical and commercial expertise gained from B2B engineering companies, industrial equipment firms, or Oil Marketing Companies (OMCs)
• Strong background in credit account management, TAR management, and financial control
• Experience managing remote sales teams and driving performance across multiple territories
• Demonstrated ability to engage effectively with C-level executives, plant managers, and senior stakeholders
• Excellent negotiation, communication, and presentation skills
• Proficiency in sales forecasting, budget management, and data analytics
• Valid driver's license

• Develop and execute comprehensive sales strategies to drive lubricant sales growth across key industrial sectors including mining, agriculture, manufacturing, transport, construction, sugar, steel, and government institutions
• Build and maintain strong relationships with existing B2B accounts, ensuring consistent product supply, service excellence, and long-term partnership sustainability
• Identify, prospect, and onboard new industrial clients through systematic market penetration and targeted business development initiatives
• Conduct regular customer visits and engagement activities to strengthen business partnerships and identify expansion opportunities
• Lead contract negotiation processes with plant managers, MDs, and senior decision-makers across industrial accounts
• Lead, coach, and mentor a high-performing B2B sales team of Territory Managers across the country, ensuring achievement of individual and collective sales targets
• Develop team capabilities in customer management, technical selling, and relationship building through structured training and on-field coaching
• Assist in journey plan preparation for sales representatives to optimize customer coverage and maximize productivity
• Monitor team performance through regular reviews, providing constructive feedback and implementing performance improvement initiatives
• Foster a culture of accountability, excellence, and continuous learning within the sales organization
• Collaborate closely with finance department to ensure timely credit approvals and appropriate credit limit allocations for customers
• Monitor credit accounts proactively, ensuring payments are collected within agreed terms and minimizing outstanding debts
• Implement risk mitigation strategies to reduce credit defaults, improve Days Sales Outstanding (DSO), and enhance cash flow management
• Manage overdue payments through systematic follow-up processes and escalation protocols
• Balance sales growth objectives with financial prudence and credit risk management
• Gather and analyze comprehensive market intelligence on competitor activities, pricing strategies, customer needs, and emerging industry trends
• Track competitive landscape within the lubricants sector, providing data-driven insights to inform strategic decision-making
• Develop accurate sales forecasts and budget plans aligned with company objectives and market realities
• Provide strategic recommendations to senior management based on market dynamics and customer feedback
• Identify growth opportunities and potential threats through systematic market research and sector analysis
• Ensure customers receive exceptional after-sales support, including technical assistance, product training, and lubrication solutions
• Implement and champion Customer Value Proposition (CVP) initiatives to enhance customer satisfaction, loyalty, and retention
• Collaborate with technical teams to deliver lubrication audits, technical consultations, and customized solutions for key accounts
• Work closely with marketing team on promotional campaigns, product activations, and customer engagement programs
• Position the organization as a trusted technical partner rather than just a product supplier
• Drive consistent achievement of monthly, quarterly, and annual sales budgets, with specific focus on volume targets
• Ensure sales efforts align with overall company revenue, margin management, and growth objectives
• Develop comprehensive sales activity reports highlighting key performance insights, challenges, and improvement opportunities
• Maintain profitability through strategic pricing, product mix optimization, and value-based selling approaches

• Strategic B2B Sales & Business Development
• Stakeholder Management & Relationship Building
• Leadership & Team Development
• Credit & Risk Management
• Analytical Thinking & Market Intelligence
• Customer Service Excellence
• Commercial Acumen & Financial Management
• Negotiation skills
• Communication skills
• Presentation skills
• Sales forecasting
• Budget management
• Data analytics

• Bachelor's degree in Mechanical Engineering (mandatory and non-negotiable)
• Minimum 5-7 years of progressive experience in B2B lubricant sales or industrial sales management, with demonstrated track record of achievement
• Proven technical and commercial expertise gained from B2B engineering companies, industrial equipment firms, or Oil Marketing Companies (OMCs)
• Strong background in credit account management, TAR management, and financial control
• Experience managing remote sales teams and driving performance across multiple territories
• Demonstrated ability to engage effectively with C-level executives, plant managers, and senior stakeholders
• Excellent negotiation, communication, and presentation skills
• Proficiency in sales forecasting, budget management, and data analytics
• Valid driver's license