Job Description

Job Purpose

Lead and grow the B2B and institutional sales portfolio across fleet, government, energy, industrial, manufacturing, and construction sectors. The role will manage Key Account Managers and Sales Engineers, drive new business opportunities, strengthen key customer relationships, and deliver technical and commercial solutions that support sustainable revenue growth.

Job Responsibilities

Lead B2B sales activities across fleet, government, energy, industrial, and manufacturing sectors.
Develop sales strategies, account plans, and pricing approaches for key customers.
Manage and develop Key Account Managers and Sales Engineers.
Lead tenders, contract negotiations, renewals, and long-term SLAs.
Build strong relationships with strategic customers and identify new business opportunities.
Work with technical and marketing teams to develop tailored customer solutions.
Drive cross-selling across lubricants, batteries, filters, spare parts, and related solutions.
Monitor competitor activity, sales pipeline, forecasting, and overall performance.

Qualifications & Experience

Bachelor's degree in Mechanical Engineering or a related field; MBA is an advantage.
Minimum 10 to 15 years of B2B sales experience across fleet, oil & gas, industrial, or government sectors.
Strong experience in key account management, contract negotiation, tenders, and solution selling.
Proven experience leading technical sales, account management, or business development teams.

Knowledge & Skills

Strong knowledge of lubricants, batteries, filters, spare parts, and fleet solutions.
Good understanding of B2B procurement, tendering, and contract processes.
Strong leadership, coaching, and sales performance management skills.
Experience with CRM systems, pipeline management, forecasting, and sales analytics.
Excellent negotiation, stakeholder management, strategic thinking, and presentation skills.