Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

At bp, we provide an excellent working environment and employee benefits such as an open and inclusive culture, a great work-life balance, tremendous learning and development opportunities to craft your career path, life and health insurance, medical care package and many others.

Role purpose

The HD & Industrial Sales Manager is accountable for profitable growth across the heavy-duty and industrial lubricants portfolio. You will develop and execute sales strategies, grow and protect key accounts, and win new business through consultative, value-based selling. The role requires strong commercial acumen, deep market understanding, and the ability to align internal teams to deliver a seamless customer experience.

Key responsibilities

Commercial growth & performance

• Own and deliver commercial performance targets (revenue, margin, volume, and customer profitability) for HD & Industrial lubricants.

• Build and execute a territory/account strategy that grows market share and strengthens customer retention.

• Identify, qualify, and convert new business opportunities using strong market and customer insight.

Consultative selling & customer value

• Lead consultative selling conversations: diagnose customer needs, pain points, and operating conditions, then propose tailored lubricant solutions.

• Develop clear, compelling Customer Value Propositions that differentiate our offer (technical, operational, and financial value).

• Translate customer requirements into solution proposals, pricing, and commercial terms that protect profitability.

Customer profitability & account management

• Analyze account performance and customer profitability; implement actions to improve value for both the customer and the business.

• Plan and lead key account reviews, pipeline management, and growth initiatives.

• Drive customer satisfaction through proactive communication, issue resolution, and continuous improvement.

Negotiation & deal execution

• Lead negotiation planning and preparation for key accounts, tenders, and contracts.

• Manage pricing strategy, contract terms, and deal governance to ensure favorable, sustainable outcomes.

• Ensure disciplined CRM hygiene, forecasting accuracy, and opportunity stage management.

Partner & stakeholder management

• Manage strategic partnerships and strengthen partner relationship management to extend reach and improve sales efficiency.

• Create strong internal alignment across marketing, technical, and supply chain to ensure consistent delivery, responsiveness, and customer experience.

• Actively gather customer feedback and market intelligence to inform product, service, and route-to-market improvements.

Market intelligence & digital fluency

• Continuously monitor sector, market, customer, and competitor dynamics to inform strategy and improve win rates.

• Use digital tools (CRM, analytics, and customer platforms) to guide decisions, improve targeting, and drive performance.

Required qualifications & experience

• Proven B2B sales experience in heavy-duty and/or industrial lubricants (or closely related industrial fluids/chemicals).

• Demonstrated success delivering profitable growth and managing customer profitability.

• Strong consultative selling skills with the ability to build trusted, long-term customer relationships.

• Proven ability to define and communicate strong Customer Value Propositions.

• Solid capability in negotiation planning and preparation, with evidence of closing high-value deals.

• High digital fluency and comfort using CRM and data for decision-making and forecasting.

• Strong communication, stakeholder management, and active listening skills.

Key competencies (what “good” looks like)

• Commercial acumen and disciplined execution

• Strategic thinking + hands-on sales leadership

• Customer-centric, value-based selling mindset

• Partner relationship management

• Strong cross-functional collaboration and internal alignment

• Analytical thinking and market awareness

• Clear, confident communication and influence

Nice to have

• Formal training/certifications in consultative selling or negotiation

• Experience with distributor/partner-led go-to-market models

• Strong understanding of lubrication applications in industrial operations (manufacturing, mining, marine, energy, transport, etc.)

We support our people to learn and grow in a diverse and challenging environment. We believe that our team is strengthened by diversity. We are committed to crafting an inclusive environment in which everyone is respected and treated fairly.

There are many aspects of our employees’ lives that are meaningful, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, collaboration spaces in a modern office environment, and many others benefits.

Travel Requirement

Up to 50% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Commercial Acumen, Commercial performance, Consultative selling skills, Customer Profitability, Customer Value Proposition, Digital Fluency, Internal alignment, Listening, Managing strategic partnerships, Negotiation planning and preparation, Offer and product knowledge, Partner relationship management, Sector, market, customer and competitor understanding

Legal Disclaimer:

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.