Key Account Manager – Industrial Lubricants

Key Account Ownership & Growth

Own a defined portfolio of key and strategic industrial accounts, with full responsibility for volume, revenue, gross margin, and collections.
Develop and execute annual account plans, aligned with customer agreements and company growth objectives.
Identify upselling, cross-selling, and conversion opportunities to expand wallet share within existing accounts.

New Business & Competitive Displacement

Proactively identify and develop new prospect accounts through market mapping, industry intelligence, and competitor analysis.
Lead competitive product replacement initiatives, including technical comparisons, trials, and value justification.
Systematically track competitor presence, pricing, and application strategies within key accounts.

Technical Selling & Application Support

Act as a technical consultant to customers by understanding operating conditions, equipment, and lubrication challenges.
Recommend appropriate products and solutions based on application study, OEM guidelines, and performance requirements.
Plan, execute, and monitor product trials, application upgrades, and conversion programs in coordination with technical teams.

Customer Relationship Management

Build strong relationships across shop floor, maintenance, production, QA, and procurement functions.
Position the company as a solution partner, not merely a lubricant supplier.
Document and communicate measurable customer benefits such as cost savings, equipment life improvement, and downtime reduction.

Channel & Internal Coordination

Execute sales directly or through authorized distributors/channel partners, ensuring alignment on pricing, service, and coverage.
Coordinate closely with supply chain, production, quality, and finance teams to ensure timely delivery and issue resolution.

Reporting, Governance & Compliance

Maintain accurate records of account activity, trials, complaints, and resolutions in CRM systems.
Prepare periodic sales forecasts, opportunity pipelines, and account performance reports.
Ensure adherence to company policies on pricing, credit control, and compliance.

Education & Experience

BE / B.Tech in Mechanical / Production / Industrial / Chemical Engineering (mandatory).
5–8 years of relevant experience in industrial lubricants, Cutting Tools, Industrial consumables or petrochemical B2B sales.
Proven exposure to OEMs, MNC manufacturing plants, large industrial accounts, and channel-led sales models.
Demonstrated success in handling trials, product conversions, and competitive replacements.

Core Competencies & Skills

Strong understanding of industrial lubrication applications (manufacturing, automotive ancillaries, power, cement, metals, etc.).
Ability to position products using Total Cost of Ownership (TCO), productivity improvement, and lifecycle cost benefits.
Excellent technical diagnosis, problem-solving, and solution-selling capability.
Strong commercial acumen covering pricing, margins, contracts, and collections.
Proficiency in MS Excel, PowerPoint, CRM systems, and structured sales reporting.
Effective communication skills to engage maintenance teams, production managers, purchase teams, and plant leadership.

See also