JOB DESCRIPTION

Area Sales Manager - Industrial Lubricants

Location: Karnataka
Base Location: Bangalore
Experience: 5 -10 years
Industry: Industrial Lubricants / Industrial Oils / Specialty Chemicals

Position Overview

We are looking for a result-oriented Area Sales Manager to drive the growth of our industrial lubricant business across Karnataka, with Bangalore as the primary base.

The role combines sales leadership, team management, business development, key-account management, distributor development, and individual revenue generation.

The Area Sales Manager will be responsible not only for managing and achieving the overall territory targets through the sales team, but also for personally developing new customers and generating business through individual sales efforts.

The candidate should have a strong background in B2B industrial sales, preferably in lubricants, industrial oils, metalworking fluids, specialty chemicals, automotive products, or related industries.
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Key Responsibilities

1. Territory Sales Leadership

- Develop and execute sales strategies for Karnataka to achieve monthly, quarterly, and annual business targets.

- Drive revenue and volume growth across the assigned territory.

- Identify high-potential industries, customers, and geographical markets.

- Monitor territory performance and take corrective actions wherever required.

- Ensure healthy sales pipeline, customer conversion, collections, and profitability.

2. Individual Business Development & Sales Responsibility

- In addition to team management responsibilities, the Area Sales Manager will have direct individual sales and business-development targets.

- Personally identify, approach, develop, and convert new industrial customers through individual sales efforts.

- Generate new business independently through prospecting, customer visits, technical discussions, product trials, negotiations, and follow-up.

- Maintain an individual pipeline of prospective customers and business opportunities.

- Be directly accountable for the number of new customers acquired, sales volume generated, sales value achieved, and revenue contribution from individually developed accounts.

- Develop new accounts and convert opportunities from competing lubricant brands wherever commercially and technically feasible.
- Establish and grow relationships with decision-makers, purchase teams, maintenance teams, production teams, and technical personnel at customer organizations.

3. Team Management

- Lead, mentor, and motivate the sales team operating within Karnataka.

- Set individual and territory-level targets and monitor performance.

- Conduct regular field visits and joint customer calls with sales executives.

- Review team performance, pipeline, customer acquisition, and target achievement.

- Support team members in developing new accounts and closing important business opportunities.

4.



New Customer Acquisition

- Identify potential customers across automotive, auto components, engineering, manufacturing, heavy industries, aerospace, and other industrial segments.

- Develop and maintain a structured database of prospective customers.

- Conduct regular customer visits and generate enquiries, trials, and commercial opportunities.

- Convert successful product trials into regular business.

- Develop long-term relationships with newly acquired customers.

5. Distributor & Channel Development

- Identify and appoint suitable distributors/dealers in strategically important markets.

- Expand the company's distribution network across Karnataka.

- Develop distributor business plans and monitor their performance.

- Ensure adequate market coverage, stock availability, customer servicing, and business development through the channel.

6. Key Account Management

- Develop strong relationships with major industrial customers and key accounts.

- Identify opportunities for increasing product penetration and share of wallet.

- Understand customer lubrication requirements and coordinate suitable product solutions.

- Conduct periodic business reviews with key customers.

- Ensure customer satisfaction, retention, and continued business growth.

7. Technical & Application Support

- Understand industrial lubrication requirements and customer application challenges.

- Present appropriate lubrication solutions and product benefits to customers.

- Coordinate with the technical/application team for product trials, testing, and troubleshooting.

- Follow up on trials and technical evaluations and convert successful trials into commercial business.

8. Market & Competitor Analysis

- Monitor competitor products, pricing, market strategies, and customer activities.

- Identify market opportunities, emerging applications, and changing customer requirements.

- Provide regular market intelligence and feedback to management.

- Recommend suitable pricing, product, and market strategies.

9. Sales Reporting & Forecasting

- Prepare regular sales reports, forecasts, and territory reviews.

- Track sales volume, sales value, margins, customer acquisition, and pipeline development.

- Report individual as well as team performance against assigned targets.

- Maintain accurate records of enquiries, trials, conversions, and recent business opportunities.

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Performance Measurement

The Area Sales Manager will be evaluated on both team performance and individual business contribution.





Key performance parameters will include:

Overall Territory Performance

- Achievement of monthly, quarterly, and annual sales targets.
- Sales volume and sales value growth.

- Territory profitability and customer retention.

- Distributor and channel development.

- Overall team productivity and target achievement.

Individual Performance

- Number of new customers acquired personally.

- Sales volume generated from individually developed customers.

- Sales value/revenue generated through individual efforts.

- Number of new enquiries and qualified opportunities generated.

- Number and value of successful product trials converted into regular business.

- New business converted from competitor brands.

- Growth of personally developed key accounts.

- Individual contribution to overall territory revenue and profitability.

The management will independently assess the Area Sales Manager's personal contribution to business development and revenue generation in addition to evaluating the performance of the team under his/her supervision.

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Desired Candidate Profile

- Bachelor's degree in Business, Marketing, Mechanical Engineering, Chemical Engineering, or a related field.

- 5 -10 years of experience in B2B industrial sales.

- Experience in industrial lubricants, industrial oils, metalworking fluids, specialty chemicals, automotive lubricants, or related products will be preferred.

- Demonstrated ability to independently acquire new customers and generate business.

- Proven track record of achieving sales targets.

- Strong experience in industrial customer development and key-account management.

- Good technical aptitude and ability to understand industrial lubrication applications.

- Excellent communication, negotiation, presentation, and relationship-management skills.

- Strong commercial orientation with a hunter mentality for new business development.

- Willingness to travel extensively throughout Karnataka.

- Valid driving licence and willingness to undertake frequent field travel.

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Compensation & Benefits

- Competitive salary based on experience and industry expertise.

- Performance-based incentives linked to both individual and territory/team performance.

- Career growth opportunities into Regional Sales Manager and National Sales leadership roles.

- Exposure to diverse industrial sectors including automotive, aerospace, engineering, heavy manufacturing, and other process industries.

- Opportunity to work closely with technical and application teams on industrial lubrication solutions.

Core Expectation

This is a hands-on, target-oriented Area Sales Manager role. The successful candidate is expected to lead the team while also being a strong individual contributor who can independently open new accounts, develop customer relationships, convert technical trials, and generate measurable sales volume and revenue.

📌 Area Sales Manager (Bengaluru)
🏢 SIGMA
📍 Bengaluru