Sales Lead - Bulk Fuel (Big/Industrial Drops) & Lubricants

We are seeking an experienced Sales Lead to drive and expand sales of bulk fuel, lubricants, and both big and small drops across a diverse commercial customer base. This role involves managing sales from retail and small drops to large-volume corporate and industrial clients. The successful candidate will have a strong background in the oil and gas, fuel distribution, or petroleum sectors, with hands-on experience in fuel sales, customer acquisition, pricing strategies, credit management, and relationship building. This position requires a proactive approach, combining new business development with effective account management to grow and retain a robust customer portfolio.

Key Responsibilities

Sales & Business Development:
Develop and implement sales strategies for HSD/Diesel, MOGAS, lubricants, and related fuel products. Identify and pursue new business opportunities across retail, small drop, big drop, corporate, and industrial segments. Target high-consumption customers such as factories, commercial establishments, transporters, contractors, and construction firms. Maintain a healthy sales pipeline and consistently meet or exceed monthly, quarterly, and annual sales targets. Explore new territories and customer segments while negotiating pricing, volumes, payment terms, and commercial agreements within authorized limits.

Customer & Account Management:
Build and nurture long-term relationships with corporate and industrial clients. Manage high-value and recurring accounts, identifying opportunities for volume growth and cross-selling. Analyze customer consumption patterns to tailor supply solutions. Address customer complaints and delivery issues in collaboration with Operations to ensure service excellence.

Bulk, Big Drop & Small Drop Sales:
Drive business development for bulk and scheduled fuel deliveries. Manage big and small drop sales based on customer needs, location, and delivery logistics. Understand delivery economics, route profitability, and logistical constraints. Work closely with Supply and Operations teams to guarantee timely and accurate deliveries. Convert ad-hoc buyers into regular supply customers.

Retail & Commercial Sales:
Support the growth of retail fuel sales and strengthen commercial customer relationships. Identify opportunities among fuel stations, generator users, SMEs, and other recurring fuel consumers. Promote lubricant sales alongside fuel products where commercially feasible.

Market Intelligence & Pricing:
Monitor competitor pricing, market trends, customer demand, and regulatory changes. Stay informed about prevailing fuel prices and supplier rates. Provide management with regular market insights and actionable recommendations. Identify opportunities to enhance competitiveness through pricing strategies, delivery models, or service differentiation.

Sales Operations & Reporting:
Maintain accurate records of customers, opportunities, and sales pipelines. Prepare sales forecasts and performance reports. Track sales volume, revenue, gross margin, customer acquisition, and retention metrics. Coordinate with Finance on receivables and credit management. Ensure compliance with company policies and approved commercial terms.

Required Qualifications

- Minimum of 8 years of relevant sales experience in oil & gas, petroleum/fuel distribution, diesel/HSD sales, lubricants, generator fuel sales, or commercial/industrial fuel supply.
- Proven track record in B2B fuel sales and business development.
- Experience managing both new business acquisition and existing accounts.
- Practical knowledge of fuel delivery logistics, drop sizes, transportation, and customer consumption patterns.
- Strong negotiation skills and ability to manage customer relationships effectively.
- In-depth understanding of local fuel markets and commercial customer segments.

Preferred Qualifications

Candidates with backgrounds in oil marketing companies, fuel distributors, lubricant manufacturers, fuel trading firms, generator/fuel solution providers, or large commercial fuel suppliers will be highly regarded.

Key Competencies

New business development, B2B sales, fuel and lubricant sales, corporate and industrial sales, key account management, negotiation, territory development, customer acquisition, pipeline management, commercial acumen, pricing and margin management, sales forecasting, relationship management, team leadership, and market intelligence.

The ideal candidate is more than a sales manager; they possess comprehensive knowledge of the fuel business and can seamlessly navigate between small transactional sales, large-volume drops, and strategic corporate accounts. They are adept at identifying customers, securing business, structuring commercial deals, coordinating supply and delivery, retaining accounts, and driving volume growth.