Sales Manager - Fuel & Lube

Job Summary

The Sales Manager for the Fuel & Lubricants industry will be responsible for growing the business by managing relationships with clients in the fuel and lubricants segment, identifying new business opportunities, and providing technical solutions from the company’s product portfolio. The role requires a solid understanding of chemical applications in fuels, lubricants, and additives, combined with sales expertise. The successful candidate will leverage technical knowledge to meet customer needs, deliver tailored solutions, and contribute to the overall growth of the company in this segment.

Key Responsibilities

Sales and Business Development

• Develop and execute sales strategies to grow revenue within the Fuel & Lubricants market.
• Proactively identify and pursue new business opportunities by engaging with prospects and expanding existing customer accounts.
• Prepare and present technical and commercial proposals to potential and current customers, aligning with their specific needs.
• Negotiate contracts and close deals that drive revenue growth, while maintaining profitability goals.

Account Management

• Manage and grow a portfolio of clients in the Fuel & Lubricants segment, ensuring long-term relationship management and account growth.
• Serve as the primary point of contact for clients, understanding their business goals and providing solutions from the company’s chemical product line.
• Conduct regular meetings with clients to discuss current projects, address concerns, and explore opportunities for growth.

Technical Expertise and Consultation

• Utilize a strong understanding of chemistry to provide customers with technical insights on product applications, performance, and benefits.

• Utilize understanding of Dixie chemical processes and capabilities to identify customer manufacturing synergies and develop turn key manufacturing opportunities
• Collaborate with customer R&D and production teams to understand their requirements and offer technically sound solutions.
• Provide technical sales support to ensure that clients understand the value of products in their specific applications.

Cross-Functional Collaboration:

• Work closely with internal teams, including R&D, marketing, and production, to develop and deliver solutions tailored to customer requirements.
• Provide customer feedback to the internal teams to guide product development and improvement.
• Prioritize customer and business development work

Market Research and Strategy:

• Stay updated on industry trends, market developments, and competitive activity to ensure the company’s offerings remain competitive and aligned with market needs.
• Conduct technical and market analysis to identify potential areas for growth and contribute to strategic business planning.
• Attend industry trade shows, conferences, and customer meetings to showcase the company’s capabilities and establish new business contacts.
• Provide requirements/input/data needs for product literature

• 5–10 years of relevant sales, business development, or technical account management experience (Customer facing technical experience) in the fuel and lubricant industry, with a strong understanding of chemical formulations for fuel additives, lubricants, and performance chemicals.
• Bachelor’s degree in Chemistry, Chemical Engineering, or a related technical field. A focus on petroleum, fuels, lubricants, or additives is preferred.
• Experience with industrial, automotive, or specialty lubricants, as well as additives used in fuels for improving efficiency and performance.
• Strong knowledge of chemical products and additives used in fuels and lubricants.
• Background in key target markets: fuel and lubricant marketers and/or fuel and lube additive manufacutrers.
• Ability to provide technical insights on product applications, benefits, and performance within fuel and lubricant formulations.
• Proven track record of developing new business, achieving sales targets, and managing client relationships in the fuel and lubricant market.
• Strong understanding of chemical products, formulations and their applications in the Fuel & Lubricants sector.
• Demonstrated ability to sell technical products and provide high-level technical consultation to customers.
• Ability to assess customer requirements, translate them into technical and commercial solutions, and provide problem-solving support.
• Excellent verbal and written communication skills, with the ability to present technical information effectively to both technical and non-technical stakeholders.
• Strong negotiation skills for closing deals and finalizing contracts while maintaining profitability and meeting customer needs.
• Aggressive mindset towards developing new business opportunities from their initial discovery to obtaining the first purchase order.
• Must have the ability to challenge the status quo, think differently, and have the ability to build relationships with customers at all levels of the organization.
• Ability to work in a fast-paced, dynamic environment, with strong prioritization and time management skills to handle multiple projects and customer demands.
• Willingness to travel to meet customers, provide technical presentations, and attend industry events or conferences as required.

Preferred Qualifications

• Previous experience in technical sales within the fuel or lubricant sectors, with a focus on high-performance additives or products.
• Understanding of industry standards and regulations related to fuel and lubricant products (e.g., ASTM standards, API classifications for lubricants).
• Established network of relationships within the fuel and lubricant industry, including key contacts at oil refineries, additive suppliers, and industrial lubricant manufacturers.

Skills and Competencies

• Sales-Driven: Ability to identify opportunities, close deals, and meet sales goals while maintaining strong client relationships.

• Negotiation Skills: Expertise in negotiating contracts and achieving mutually beneficial agreements.
• Technical Knowledge: Deep understanding of chemistry and the ability to translate complex technical information into customer-focused solutions.
• Relationship Management: Strong interpersonal skills and the ability to build and maintain long-term relationships with clients.
• Communication and Presentation: Excellent verbal and written communication skills, with the ability to present technical information effectively to both technical and non-technical stakeholders.
• Collaboration: Ability to work closely with R&D, production, and marketing teams to ensure alignment on customer needs and product development.
• Adaptability: Capable of working in a fast-paced, dynamic environment with shifting priorities.
• Problem Solving: Analytical thinking and problem-solving skills to address customer challenges and provide effective solutions.

Work Environment

• Travel is required to meet with customers, provide technical presentations, and attend industry conferences.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Physical Demands & Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

This job may require the following: walking primarily on a level surface periodically throughout the day; reaching above shoulder heights and below the waist as required to work on equipment or store materials throughout the workday. Proper lifting techniques are required.

May require exposure to the manufacturing areas where under certain areas require the use of personal protective equipment such as fire-retardant clothing, respirator, safety glasses with side shields, goggles, hard hat, steel-toed boots and mandatory hearing protection.