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 strong 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 current channels, partnerships and strategic alliances.




Conduct market mapping and competitor analysis to identify whitespace prospects.
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 recent 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 approval

📌 General Manager Business To Business Gpo
🏢 T&M Services Consulting
📍 Gpo