Area Sales Manager -Industrial

About the Team

Join Castrol as an Area Sales Manager and play a key role in growing our Industrial business. In this field-based position, you will be responsible for achieving sales and profitability targets by developing new business opportunities, strengthening existing customer relationships, and expanding the sales of Castrol Industrial products and services. Working through both direct sales and distributor channels, you will collaborate with customers, distribution partners, and internal teams to deliver innovative solutions, drive sustainable growth, and strengthen Castrol’s presence in the region.

Key Tasks

• Develop and execute territory sales strategies, including market segmentation, target account identification, and customer coverage plans to drive sales volume, profitability, and market share growth.
• Identify, qualify, and convert new business opportunities, expanding Castrol’s presence across industrial sites, manufacturing plants, and new applications through direct and distributor channels.
• Manage and maintain an accurate sales pipeline in Salesforce, tracking opportunities, sales stages, deal values, expected closing dates, and next steps to support business forecasting.
• Drive pricing and profitability through value-based selling, product mix optimization, and disciplined discount management.
• Apply consultative selling techniques to understand customer challenges, demonstrate product value, and develop solutions that support customer needs and business objectives.
• Build and maintain strong relationships with customers and distributors at all organizational levels, including plant personnel, operational managers, senior leadership, and corporate stakeholders.
• Strengthen distributor performance through territory coverage planning, inventory management, demand generation, product training, and execution of joint business plans.
• Plan and prioritize territory activities to maximize customer engagement, identify high-value opportunities, and ensure timely follow-up throughout the sales process.
• Collaborate with internal teams, including Finance, Demand Planning, and other commercial functions, to improve operational effectiveness and deliver customer-focused solutions.

Experience required

• Bachelor’s degree, preferably in Business, Engineering, or a related technical discipline.
• Minimum of 5 years of industrial sales experience, preferably within industrial lubricants, metalworking fluids, or related technical products and applications.
• Strong knowledge of metalworking products and applications and/or industrial lubrication products and applications is highly preferred.
• Proven experience in business development, prospecting, and managing sales pipelines, with a proactive, hunter-oriented sales approach.
• Strong consultative selling, business partnering, negotiation, and relationship management skills.
• Experience working with distributors and channel partners to drive business growth and execute commercial strategies.
• Proficiency in Salesforce, Microsoft Office Suite, and other digital business tools, with the ability to leverage data to support commercial decisions.
• Strong Microsoft Excel skills, including data analysis, manipulation, and generation of actionable business insights.
• Familiarity with digital platforms such as Power BI, SharePoint, Adobe, Workday, and LinkedIn is preferred.
• Ability to demonstrate customer value, identify growth opportunities, and develop effective solutions for industrial customers.
• Strong organizational and time management skills, with the ability to independently manage a geographically dispersed sales territory.
• Valid driver’s license and willingness to travel up to 75% of the time within the assigned territory, including occasional overnight stays.
• Must be at least 18 years of age, legally authorized to work in the United States, and not require employment visa sponsorship now or in the future.
• Commitment to maintaining high standards of safety, ethics, regulatory compliance, and professional conduct in accordance with company policies and HSSE requirements.

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