SALES MANAGERMETALWORKING LUBRICANTS & VCI
Location: Ahmedabad
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 new 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.
2. 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 .

3. 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.

4. 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.

5. 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.

6. 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.

7. 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.
8. 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.

9. 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.

10. 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.

11. 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
Recent 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
Market-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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