Area Sales Manager -Industrial

Castrol

13d

About The Position

Castrol is hiring an Area Sales Manager to grow its Industrial business. This field-based role is responsible for achieving sales and profitability targets by developing new business opportunities, strengthening customer relationships, and expanding sales of Castrol Industrial products and services. The position works through both direct sales and distributor channels and collaborates with customers, distribution partners, and internal teams to deliver solutions, support sustainable growth, and strengthen Castrol’s presence in the region. The Area Sales Manager develops and executes territory strategies, identifies and converts sales opportunities, manages the Salesforce pipeline, and drives pricing and profitability through value-based selling. The role also builds customer and distributor relationships, improves distributor performance, plans territory activities, and works with internal commercial and operational teams to deliver customer-focused solutions.

Requirements

Bachelor’s degree, preferably in Business, Engineering, or a related technical discipline.
At least 5 years of industrial sales experience.
Experience in business development, prospecting, and sales pipeline management, with a proactive, hunter-oriented sales approach.
Strong consultative selling, business partnering, negotiation, and relationship management skills.
Experience working with distributors and channel partners to drive business growth and execute commercial strategies.
Proficiency in Salesforce, Microsoft Office Suite, and other digital business tools, with the ability to use data to support commercial decisions.
Strong Microsoft Excel skills, including data analysis, manipulation, and generating actionable business insights.
Ability to demonstrate customer value, identify growth opportunities, and develop effective solutions for industrial customers.
Strong organizational and time management skills, including the ability to independently manage a geographically dispersed sales territory.
Valid driver’s license and willingness to travel up to 75% within the assigned territory, including occasional overnight stays.
Must be at least 18 years of age and legally authorized to work in the United States without requiring employment visa sponsorship now or in the future.

Nice To Haves

Industrial sales experience in industrial lubricants, metalworking fluids, or related technical products and applications.
Strong knowledge of metalworking products and applications and/or industrial lubrication products and applications.
Familiarity with Power BI, SharePoint, Adobe, Workday, and LinkedIn.

Responsibilities

Develop and execute territory sales strategies, including market segmentation, target account identification, and customer coverage plans, to grow sales volume, profitability, and market share.
Identify, qualify, and convert new business opportunities across industrial sites, manufacturing plants, and new applications through direct and distributor channels.
Manage and maintain an accurate Salesforce sales pipeline, tracking opportunities, sales stages, deal values, expected closing dates, and next steps for forecasting.
Drive pricing and profitability through value-based selling, product mix optimization, and disciplined discount management.
Use consultative selling to understand customer challenges, demonstrate product value, and develop solutions aligned with customer needs and business objectives.
Build and maintain relationships with customers and distributors at all organizational levels.
Improve distributor performance through territory coverage planning, inventory management, demand generation, product training, and joint business plans.
Plan and prioritize territory activities to maximize customer engagement, identify high-value opportunities, and ensure timely sales-process follow-up.
Collaborate with Finance, Demand Planning, and other commercial functions to improve operational effectiveness and deliver customer-focused solutions.
Maintain high standards of safety, ethics, regulatory compliance, and professional conduct in accordance with company policies and HSSE requirements.