The Sales Manager will be responsible for developing and growing the Shell Lubricants business within the assigned territory. The role involves identifying new customers, developing existing accounts, managing distributors/dealers and channel partners, promoting Shell lubricant solutions, and achieving sales and profitability targets.
The candidate will be expected to develop strong relationships with customers and provide application-based lubricant solutions across industrial, automotive, construction, infrastructure, logistics, manufacturing and other relevant industries.
Key Responsibilities1. Sales & Business Development Achieve monthly, quarterly and annual sales and revenue targets for Shell Lubricants.
Develop new business opportunities and expand the existing customer base.
Identify potential industries, companies, fleets, OEMs, contractors and key accounts.
Generate enquiries, prepare quotations and follow up until order closure.
Develop and implement territory-wise sales plans.
Drive sales of key Shell products including Rimula, Tellus, Omala, Gadus, Corena, Morlina and other applicable products.
Promote value-added and application-specific lubricant solutions.
2. Customer Development Regularly visit existing and prospective customers.
Understand customer applications, equipment, operating conditions and lubricant requirements.
Conduct product presentations, trials and technical demonstrations.
Coordinate lubricant trials and monitor product performance.
Develop long-term relationships with purchase, maintenance, production and management teams.
Convert competitor products to Shell products wherever technically and commercially feasible.
3. Industrial Sales Develop business across sectors such as:
Construction & infrastructure
Ports and logistics
Manufacturing
Steel and engineering industries
Power plants
Mining and quarrying
Cement
Material handling equipment
Fleet and transportation
Marine and related industries
4. Channel & Market Development Develop and manage dealers, resellers and channel partners.
Identify new channel opportunities within the assigned territory.
Monitor market prices, competitor activity,



product availability and customer trends.
Develop strategies to increase Shell's market penetration.
Ensure proper product positioning and adherence to company pricing policies.
5. Technical & Application Support Understand lubrication requirements of various equipment and applications.
Recommend suitable Shell products based on equipment specifications and operating conditions.
Coordinate with Shell technical teams for product selection and technical support when required.
Maintain records of product trials and customer feedback.
Support customers in improving equipment reliability and lubrication practices.
6. Sales Reporting & CRM Maintain accurate customer and prospect databases.
Prepare daily/weekly/monthly sales reports.
Maintain sales pipeline and opportunity tracking.
Update customer visits, enquiries, quotations, trials and order status.
Provide regular market intelligence and competitor updates to management.
Prepare territory-wise sales forecasts.
7. Collections & Commercial Management Follow up on outstanding payments from customers.
Ensure sales are made within approved credit limits and commercial terms.
Coordinate with accounts and management regarding customer credit and payment issues.
Monitor customer profitability and contribution margins.
Key Performance Indicators (KPIs) The performance of the Sales Manager will be measured on:
Monthly and annual sales achievement
New customer acquisition
New business generation
Customer retention
Product-wise sales growth
Gross margin / contribution
Number of successful product trials
Conversion of competitor products
Sales pipeline development
Collection performance
Territory coverage and customer visits
Channel development
Required Qualifications Bachelor's degree in Mechanical Engineering,



Automobile Engineering, Business Administration, Marketing or a related field.
MBA in Marketing/Sales will be an added advantage.
3–8 years of experience in lubricants, industrial products, automotive products, machinery, equipment or B2B technical sales.
Experience with lubricant brands such as Shell, Mobil, Castrol, BP, Gulf, Fuchs, Chevron, etc. will be preferred.
Required Skills Strong B2B sales and business development skills.
Good technical understanding of lubricants and industrial applications.
Excellent communication and negotiation skills.
Ability to develop relationships with industrial customers.
Strong follow-up and order-closing ability.
Valuable understanding of competitor products and market pricing.
Ability to independently manage a sales territory.
Good analytical and reporting skills.
Proficiency in MS Excel, PowerPoint and CRM tools.
Willingness to travel extensively within the assigned territory.
Preferred Candidate Profile The ideal candidate should be a result-oriented B2B sales professional who can combine technical understanding with strong commercial skills.
The candidate should be capable of:
Opening new industrial accounts.
Building relationships with decision-makers.
Identifying lubricant applications and requirements.
Conducting product trials.
Converting competitor accounts.
Negotiating commercial terms.
Achieving sales and collection targets.
Developing long-term and profitable customer relationships.
Authority & Accountability The Sales Manager will be responsible for the complete sales cycle within the assigned territory, from prospecting → customer visit → application understanding → product recommendation → quotation → trial → negotiation → order → collection → customer retention .
Travel Requirement Extensive field travel is required to meet customers, dealers, industrial establishments and prospective accounts within the assigned territory.
Employment Type Full-Time
Compensation Salary and incentives will be structured based on experience, market standards and achievement of defined sales targets .

📌 Lubricant Sales Manager (Mumbai)
🏢 Brothers Marine
📍 Mumbai