SALES MANAGERMETALWORKING LUBRICANTS & VCI

Location: North India / Assigned Territory

Experience: 7–12 years preferred

Reporting To: Head of Sales & Marketing

Division: Metalworking Lubricants & VCI

ABOUT THE ROLE

We are looking for an aggressive, experienced and technically oriented Sales Manager to drive sales of our Metalworking Lubricants, Cutting Oils, Metalworking Fluids, Rust Preventives and VCI Corrosion Protection Products .

The Sales Manager will be responsible for developing recent industrial customers, managing existing accounts, building the distributor network, conducting product trials and achieving revenue and margin targets for the assigned territory.

This is a hands-on field sales role requiring significant travel and direct engagement with factories, plant heads, purchase teams, production teams, maintenance teams and senior management.

KEY RESPONSIBILITIES1. SALES & TARGET ACHIEVEMENT

- Achieve monthly, quarterly and annual sales targets.
- Develop territory-wise sales plans.
- Grow sales of Metalworking Lubricants and VCI products.
- Increase sales from existing customers.
- Acquire new industrial customers.
- Improve product mix and gross margins.
- Maintain a strong and continuously growing sales pipeline.

1. NEW CUSTOMER DEVELOPMENT

Identify and approach new customers in:
- Automotive
- Auto Components
- Engineering
- Machine Tools
- Forging
- Casting
- Steel
- Bearings
- Fasteners
- Defence
- Railways
- Electrical & Electronics
- Heavy Engineering
- Pumps & Valves
- Precision Engineering
- Metal Processing

The candidate should be comfortable with cold calling, factory visits, prospecting and converting new accounts .

1. TECHNICAL / APPLICATION SELLING

The Sales Manager must be capable of understanding the customer's manufacturing process and identifying opportunities for our products.

Responsibilities include

- Understanding machining and metalworking processes.
- Identifying lubrication and corrosion problems.
- Recommending suitable products.
- Coordinating product trials.
- Monitoring trial performance.
- Working with technical/application teams.
- Converting successful trials into commercial orders.
- Demonstrating cost savings and productivity benefits.
- Replacing competitor products.

Technical selling and solution selling are critical to this role.

1. METALWORKING LUBRICANTS SALES

Develop business for:
- Cutting fluids
- Cutting oils
- Grinding fluids
- Metal forming fluids
- Rust preventive oils
- Corrosion inhibitors
- Specialty metalworking fluids
- Other industrial lubricants as applicable

Build relationships with production, maintenance, purchase and plant management teams.
1. VCI & CORROSION PROTECTION SALES

Develop business for:




- VCI films
- VCI bags
- VCI papers
- VCI emitters
- VCI oils
- VCI liquids
- Rust preventive products
- Corrosion inhibitors
- Industrial corrosion-protection solutions

Understand the customer's storage, transportation, export and packaging requirements and recommend appropriate solutions.

1. EXISTING CUSTOMER MANAGEMENT

- Maintain strong relationships with existing customers.
- Increase wallet share within existing accounts.
- Identify cross-selling opportunities.
- Ensure customer satisfaction.
- Track customer consumption and purchase patterns.
- Prevent competitor entry.
- Develop multi-product relationships.

A key objective will be to sell both Lubricants and VCI solutions wherever relevant.

1. DISTRIBUTOR MANAGEMENT

- Identify potential distributors/dealers.
- Develop new channel partners.
- Manage distributor relationships.
- Achieve distributor sales targets.
- Ensure adequate inventory.
- Monitor outstanding payments.
- Improve distributor productivity.
- Develop territory coverage through the channel.

1. PRODUCT TRIALS & CONVERSIONS

Own the complete trial-to-order process: Lead → Customer Visit → Requirement Identification → Product Recommendation → Trial → Technical Evaluation → Commercial Proposal → Negotiation → Order → Repeat Business

Maintain a detailed record of all trials and conversion status.

1. MARKET INTELLIGENCE

Regularly collect information on:
- Competitor products
- Competitor pricing
- New products
- Customer requirements
- Market trends
- Competitor activity
- New industrial projects
- Customer wins/losses

Share actionable information with the Head of Sales & Marketing.
1. SALES REPORTING & CRM

Maintain accurate and timely:
- Customer database
- Sales pipeline
- Visit reports
- Quotations
- Trial reports
- Order forecasts
- Customer-wise sales
- Territory-wise sales
- Collection status

Use CRM, Excel, BI tools and AI tools wherever possible to improve sales productivity and analysis.

1. COLLECTIONS

- Ensure timely collection of receivables.
- Monitor customer outstanding.
- Follow up on overdue payments.
- Work closely with Finance.
- Maintain discipline on customer credit limits.

Sales growth must be accompanied by healthy collections and cash flow .

CANDIDATE PROFILEMandatory





- 7–12 years of B2B industrial sales experience preferred.
- Strong experience in industrial products and technical sales.
- Proven track record of achieving sales targets.
- Strong customer acquisition skills.
- Experience dealing with manufacturing companies.
- Excellent communication and negotiation skills.
- Willingness to travel extensively.
- Strong follow-up and execution ability.

Preferred Industry Experience

Candidates from

- Metalworking Lubricants
- Metalworking Fluids
- Cutting Oils
- Industrial Lubricants
- Specialty Lubricants
- Rust Preventives
- Corrosion Inhibitors
- VCI
- Industrial Packaging
- Specialty Chemicals
- Surface Treatment
- Industrial Consumables

will be strongly preferred. Candidates with experience selling both Metalworking Lubricants and VCI will have a significant advantage.

SKILLS REQUIREDSales

- New business development
- Key account management
- Distributor management
- Negotiation
- Lead generation
- Closing
- Pipeline management

Technical
- Understanding of machining/metalworking processes
- Lubricant applications
- Corrosion prevention
- VCI applications
- Product trials
- Technical problem solving

Commercial
- Pricing
- Margin management
- Quotations
- Collections
- Customer profitability

Technology
- CRM
- Advanced Excel
- Sales analytics
- AI tools for sales research and analysis

KEY KPIs The Sales Manager will be measured on:
- Monthly sales
- Revenue growth
- Gross margin
- New customers acquired
- Existing customer growth
- Number of active trials
- Trial-to-order conversion
- Sales pipeline
- Distributor sales
- Collections
- Customer retention
- Product mix
- Territory growth

PERSONAL ATTRIBUTES We are looking for someone who is:

Hungry for growth

Highly disciplined

Strong at follow-up

Technically curious

Customer-oriented

Commercially aware

Data-driven

Comfortable in factories

Strong communicator

Persistent negotiator

High-energy field salesperson The ideal candidate should enjoy being in the market , meeting customers and winning business rather than primarily working from an office.

EDUCATION

- Bachelor's degree required.
- MBA / PGDM preferred.
- Engineering / Chemistry / Chemical Engineering / Mechanical Engineering background will be an advantage.

COMPENSATION Competitive salary based on experience and performance.

Strong performance incentives linked to sales, gross margin, new customer acquisition and collections.

IDEAL CANDIDATE

7–12 Years Experience | B2B Industrial Sales | Metalworking Lubricants | Cutting Oils | VCI | Rust Preventives | Corrosion Protection | Technical Selling | New Customer Acquisition | Distributor Management | Key Accounts | Field Sales

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