Careers at Bridge Talent Management

Job Description

Our Partner in Oil and Gas are looking for a Lubricant Category Sales Manager to drive sales through distributors and expand their reach into auto-shops, garages, and independent workshops. This role requires a strong understanding of the lubricant value chain and Route to Market strategies. You will be responsible for managing the sales team, optimizing credit account management, monitoring distributor stock levels, and ensuring sales targets are met.

Key Responsibilities

Distributor & Secondary Sales Growth

• Develop and implement sales strategies to expand lubricant distribution through exclusive and multi-distributors.
• Drive secondary sales by increasing penetration into auto-shops, garages, and industrial end-users.
• Strengthen relationships with distributors and ensure consistent product availability.
• Conduct regular market visits to track distributor performance and identify opportunities for growth.

Sales Team Leadership & Performance Management

• Lead, train, and motivate the sales team to achieve both primary and secondary sales targets.
• Set clear objectives, monitor performance, and provide regular feedback.
• Conduct sales meetings and performance reviews to ensure team alignment with business goals.

Sales Forecasting & Budget Management

• Develop accurate sales forecasts based on market trends and distributor demand.
• Monitor sales budgets and ensure cost-effective operations.
• Implement strategies to meet or exceed monthly, quarterly, and annual sales targets.

Credit & Account Management

• Work closely with the credit control team to ensure timely approvals and align credit limits with company policies.
• Monitor distributor credit accounts, ensuring timely payments and minimizing outstanding debts.
• Implement strategies to reduce credit risks and improve cash flow.

 Distributor Stock & Visibility Management

• Track stock levels at distributor stores to prevent shortages or overstocking.
• Ensure proper product visibility and merchandising at distributor and auto-shop locations.
• Collaborate with the marketing team to execute in-store branding, promotions, and activations.

Customer Relationship & Market Intelligence

• Build and maintain strong relationships with key distributors and auto-shop owners.
• Conduct market research to monitor competitor activity, pricing trends, and customer needs.
• Provide insights and recommendations to senior management for business growth.

Key Performance Indicators (KPIs)

• Sales Performance: Achievement of primary and secondary sales targets, distributor network expansion, and market penetration.
• Sales Team Effectiveness: Percentage of sales team meeting targets, training sessions conducted per quarter.
• Credit Management: Days Sales Outstanding (DSO), timely payments, and reduction of bad debts.
• Stock & Distribution Management: Distributor stock turnover, stock availability, and prevention of stock-outs or overstocking.
• Market & Customer Engagement: Customer retention, distributor satisfaction, and number of market visits conducted per month.

Requirements

Qualifications & Experience

• Bachelor’s degree in Sales, Business Administration, Marketing, or a related field.
• 5+ years of experience in lubricant sales, FMCG, or B2C distribution management.
• Proven experience managing distributors and secondary sales channels.
• Strong leadership skills with a track record of managing and motivating sales teams.
• Proficiency in sales forecasting, credit management, and market analysis.
• Excellent negotiation, communication, and relationship management skills.

Key Skills & Competencies

• Strategic sales planning & execution
• Distributor & channel management
• Sales forecasting & budgeting
• Credit account management
• Market research & competitive analysis
• Leadership & team development
• Stock monitoring & inventory control
• Excellent communication & negotiation

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Job Overview

We are seeking a motivated and results-driven Sales Executive to join our team. In this role, you will focus on customer acquisition, account management, and driving sales growth for our furniture products. You will be responsible for building strong client relationships, managing post-sales support, and ensuring high customer satisfaction.

Customer Acquisition:

• Identify and reach out to potential customers through cold calling, emails, and networking events.
• Conduct product presentations, highlighting features and benefits tailored to customer needs.
• Communicate our value proposition effectively to potential customers.
• Negotiate terms and conditions to secure agreements and close sales.
• Finalize transactions while ensuring high customer satisfaction.

Account Management and Customer Support:

• Build and maintain strong client relationships to understand their needs and concerns.
• Provide information and support to help clients make informed decisions.
• Manage post-delivery communication and handle feedback, complaints, or changes in requirements.
• Resolve customer complaints promptly and effectively.
• Collaborate with team members to ensure a seamless customer experience.
• Gather customer feedback and stay updated on market trends to adapt sales strategies.

Sales Administration and Development:

• Compile and submit individual sales reports as required.
• Ensure accuracy in order information from input to completion.
• Engage in ongoing training and development to enhance your skills.

KEY SKILLS

• Communication: Clear and effective verbal and written skills to build rapport, present products, and negotiate deals.
• Customer Relationship Management: Ability to establish and maintain strong client relationships for repeat business and long-term satisfaction.
• Persuasion and Negotiation: Proficient in influencing decisions, addressing objections, and negotiating favorable terms.
• Active Listening: Attentive listening to understand and respond to client needs and preferences.
• Product Knowledge: Comprehensive understanding of our products, their features, and how they meet customer needs.
• Problem-Solving: Analytical skills to assess challenges and offer effective solutions.
• Time Management: Efficiently prioritize tasks and manage sales pipelines in a fast-paced environment.
• Resilience and Persistence: Ability to handle rejection and remain motivated to pursue potential leads.
• Technical Savvy: Familiarity with CRM software, online platforms, and digital communication tools.
• Emotional Intelligence (EQ): Understand and manage emotions to build better client relationships and handle complex interactions.
• Adaptability: Flexibility to adjust sales strategies based on market trends and customer preferences.
• Sales Strategy and Planning: Develop and execute effective sales plans to maximize conversion rates.
• Presentation Skills: Deliver engaging presentations that highlight key product features and benefits.

 Requirements

COMPETENCIES

• Customer-Centric Mindset: Prioritize and address customer needs with tailored solutions.
• Sales Expertise: Skilled in various sales techniques and methodologies.
• Market Awareness: Understanding of industry trends and competitive landscape.
• Results-Oriented: Focus on achieving sales targets and key performance indicators (KPIs).
• Analytical Thinking: Analyze data and metrics to make informed decisions.
• Adaptability and Agility: Adjust to changing circumstances and market conditions.
• Ethical Judgment and Integrity: Maintain high ethical standards and professionalism.
• Collaboration and Teamwork: Work effectively with marketing, customer service, and product teams.
• Decision-Making: Make informed decisions in sales and customer interactions.
• Resilience and Tenacity: Demonstrate persistence and determination in the face of challenges.
• Emotional Intelligence: Manage emotions and empathize with clients for better interactions.
• Relationship Building: Foster long-term professional relationships with clients and stakeholders.
• Learning Agility: Quickly learn and adapt to new products and market trends.

EDUCATION & EXPERIENCE

• Diploma/Degree in Sales & Marketing or a related field.
• 3-5 years of B2B sales experience with a proven track record of meeting or exceeding sales targets.