Sales Account Manager - Manufacturing

Job Title

Key Account Manager – Industrial Lubricants (B2B)

About

The Key Account Manager (KAM) will be responsible for driving profitable growth, volume expansion, and account penetration within a defined portfolio of strategic industrial customers. The role demands a technically strong, commercially sharp, and execution-focused professional capable of competing against multinational and leading domestic lubricant brands through application expertise, value-based selling, and disciplined account management.

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.
• Strong understanding of industrial lubrication applications (manufacturing, automotive ancillaries, power, cement, metals, etc.).
• 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.

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.
• Proactively identify and develop new prospect accounts through market mapping, industry intelligence, and competitor analysis.
• Systematically track competitor presence, pricing, and application strategies within key accounts.

Technical Selling & Application Support

• Recommend appropriate products and solutions based on application study, OEM guidelines, and performance requirements.
• Build strong relationships across shop floor, maintenance, production, QA, and procurement functions.
• 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.
• 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.

Key Performance Indicators (KPIs)

• Account-wise volume, revenue, and gross margin achievement
• New account wins and competitor conversions
• Forecast accuracy and receivables performance
• Customer retention and account expansion

Summary

A hands-on industrial lubricant professional with strong application knowledge, disciplined account management skills, and the drive to win business from entrenched competitors by demonstrating superior technical value and commercial credibility.