Summary Of The Role

The Sales Manager is responsible for driving profitable growth through a balanced mix of direct/key account management and distributorled sales in the region. The role focuses on executing regional sales strategies to achieve revenue, volume, and margin targets while building strong, longterm relationships with customers and channel partners. It involves leading pricing, commercial negotiations, contract management, and ensuring adherence to credit and compliance frameworks. The Sales Manager works closely with marketing, supply chain, finance, and technical teams to deliver effective customer solutions and execution excellence. A key responsibility is to continuously ascertain Lubrizol's market position and translate market insights into actionable strategies. The role actively drives the organization toward a sustained marketleader position in the Paints, Coatings, Inks, and Adhesives segments, ensuring longterm, profitable growth.

Key Activities

Achievement of annual and quarterly sales targets (value, volume, and margin)
Sustainable growth of key accounts and distributor network
Expansion of customer base through new account acquisition and product penetration
Improved distributor productivity (coverage, activation, stock management)
Accurate sales forecasting and AOP/STRAP execution
Timely reporting on sales performance, pipeline, and market intelligence
Strong customer satisfaction and long-term account retention
Adherence to pricing, credit, and compliance frameworks

Responsibilities / Accountabilities

Manage and grow sales through a mix of direct/key accounts and distributor-led channels
Develop and execute regional sales strategy aligned with business objectives
Build strong relationships with key customers, decision-makers, and channel partners
Drive distributor effectiveness through target setting, capability building, and performance reviews
Identify new business opportunities, applications, and market segments
Lead price negotiations, contract discussions, and commercial agreements
Collaborate cross-functionally with marketing, supply chain, finance, and technical teams
Monitor market trends, competitor activities, and customer insights to drive growth
Ensure timely collections, credit discipline, and compliance with company policies

Education / Certification

Requirements (education, experience, competencies and specific job requirements):

Bachelor's degree in chemistry/ chemical engineering/ Polymer Engineering.
MBA qualification preferred.

Experience And Skills

Minimum 10 to 12 years of relevant industry experience in specialty chemical industry (sales & business development)
Previous experience working in a similar role/ professional B2B sales experience in chemicals.
Strong experience in coatings, paints and inks ecosystem
Proven experience handling direct/key accounts and distributor/channel sales
Strong commercial acumen with negotiation and relationshipmanagement skills
Ability to work independently across geographies and manage multiple stakeholders
Excellent communication, presentation, and analytical skills
Willingness to travel as per business requirements

Competencies For The Role

Strategic Execution: Ability to translate business strategy into actionable sales plans and deliver AOP targets
Strong understanding of pricing, margins, P&L, and value-based selling
Key Account & Channel Management
Customer-Centric Mindset
Effective contract, pricing, and stakeholder negotiation skills
Data-Driven Planning: Strong forecasting, pipeline management, and analytical decision-making capabilities
Collaboration & Networking skills

Regional Account Manager PCG ME