Lubricant Commercial Category Sales Manager

Job Title: Lubricant Commercial Category Sales Manager

Reports to: Head of Specialties

Location: Nairobi Kenya

PROFILE INTRODUCTION:

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

• Bachelors 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 drivers license