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.
  

Requirements

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.