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 retail, corporate, and industrial sectors. The successful candidate will have a strong background in the Oil & Gas, Fuel Distribution, or Petroleum industries, with proven expertise in fuel sales, customer acquisition, pricing strategies, credit management, and relationship building. This role combines new business development with account management, requiring a proactive approach to acquiring new customers while nurturing and growing existing accounts.

Key Responsibilities

Sales & Business Development: Develop and implement sales strategies for HSD/Diesel, MOGAS, lubricants, and related fuel products. Identify and target high-consumption customers such as factories, commercial businesses, transporters, contractors, and construction companies. Build and maintain a robust sales pipeline, consistently meeting monthly, quarterly, and annual sales targets. Explore new territories and customer segments, negotiating pricing, volumes, payment terms, and commercial agreements within authorized limits.

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

Bulk, Big Drop & Small Drop Sales: Develop business opportunities for bulk and scheduled fuel deliveries. Manage big and small drop sales based on customer consumption, location, and delivery logistics. Understand delivery costs, route profitability, and volume economics. Coordinate with Supply and Operations teams to ensure timely and accurate deliveries. Convert ad-hoc customers into recurring supply contracts.

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

Market Intelligence & Pricing: Monitor competitor pricing, market trends, customer demand, and regulatory factors. Maintain awareness of supplier pricing and fuel market conditions. Provide management with regular market insights and recommendations. Identify pricing or service differentiation opportunities to enhance competitiveness.

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. Monitor receivables and collaborate with Finance on credit management. Ensure compliance with company policies and approved commercial terms.

Required Qualifications

- Minimum of 8 years’ 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 find this role particularly relevant.

The ideal candidate is more than a sales manager; they possess comprehensive knowledge of the fuel business at all levels. They can seamlessly handle small transactional sales, large-volume drops, and strategic corporate accounts. Success in this role means identifying customers, securing business, structuring commercial agreements, coordinating supply and delivery, and consistently growing account volumes.

This position offers the opportunity to lead a dynamic sales function with clear KPIs including sales revenue, fuel volume sold, gross margin, customer acquisition and retention, and pipeline management, ensuring measurable impact on business growth.