B2B / Institutional Sales Strategy
- Develop and execute the overall B2B and Institutional Sales strategy aligned with business growth objectives.
- Drive revenue, volume and profitable growth across institutional customers.
- Identify priority industries, customer segments and geographic markets for expansion.
- Develop segment-specific strategies for:
- Automotive
- Industrial manufacturing
- Infrastructure
- Mining & construction
- Power & utilities
- Steel & metals
- Cement
- Engineering
- Transportation & fleet
- Government / institutional customers
- Develop differentiated value propositions based on product performance, technical support, service, total cost of ownership and customer requirements .
- Build a robust pipeline of new institutional opportunities.
- Establish sales targets, territory plans and account-level objectives.

B. Business Development
- Identify and convert new business opportunities across industries and customer segments.
- Develop new channels, partnerships and strategic alliances.




- Conduct market mapping and competitor analysis to identify whitespace opportunities.
- Build a structured business development funnel from lead generation to conversion.
- Lead negotiations for large institutional contracts and long-term business arrangements.
- Identify opportunities for customized products, private-label opportunities and co-branded solutions , where commercially viable.
- Explore new applications and markets for existing and emerging lubricant products.

C. OEM Business Development
- Develop and manage strategic relationships with OEMs and equipment manufacturers .
- Drive new OEM approvals and product validations.
- Develop a structured OEM acquisition strategy covering:
- Target identification
- Technical requirements
- Product trials
- Field validation
- Approvals
- Commercial negotiations
- Long-term supply agreements
- Work closely with R&D;, Technical Services, Quality and Manufacturing teams to achieve OEM specifications and appro

📌 General manager Business to Business (India)
🏢 T&M Services Consulting
📍 India