Manager, Commercial and Industrial Sales

Job title : Manager, Commercial and Industrial Sales

The ideal candidate will play a key leadership role in sales growth and market expansion within the commercial and industrial segment, with responsibility for petroleum product sales and support for gas development initiatives. The role will focus on winning and retaining high-value customers, including IOCs, NOCs, government institutions, large corporates, and industrial clients, through strong relationship management, competitive pricing, sound commercial judgement, and strict compliance with relevant requirements.

Job Details

Sales Strategy & Business Development

• Develop and implement sales strategies for commercial and industrial customers to achieve volume and margin targets.
• Identify new business opportunities and negotiate contracts with large-scale buyers (manufacturing, logistics, power generation).
• Monitor market trends, competitor activities, and customer needs to adjust strategies proactively.

Market Penetration & Customer Acquisition

• Lead acquisition efforts across IOCs, NOCs, government entities, and large corporate institutions.
• Secure sizeable, multi-year supply contracts across priority sectors.
• Establish and deepen C-suite and procurement-level relationships within target organizations.
• Develop strategic partnerships to accelerate market access and penetration.

Customer Relationship Management

• Build and maintain strong relationships with key accounts, ensuring high levels of customer satisfaction and retention.
• Resolve escalated customer issues promptly and professionally.
• Conduct regular client visits and business reviews to strengthen partnerships.

Pricing & Contract Management

• Collaborate with Finance and Supply Chain to set competitive pricing structures aligned with market dynamics and company profitability goals.
• Negotiate long-term supply agreements and ensure compliance with contractual terms.
• Monitor credit exposure and enforce payment terms to minimize risk.

Sales Operations & Performance Monitoring

• Oversee daily sales operations, ensuring timely order processing, delivery coordination, and invoicing.
• Track and report on sales performance metrics (volume, revenue, margin) to management.
• Implement CRM tools and dashboards for real-time visibility of customer interactions and pipeline.

Regulatory Compliance & Risk Management

• Ensure adherence to NMDPRA/DPR regulations and company HSE standards in all sales activities.
• Monitor and mitigate risks related to pricing volatility, credit exposure, and supply disruptions.
• Maintain accurate documentation for audits and compliance checks.

People, Process & Technology Development

• Design and build the C&I organizational structure, including Sales, Key Accounts, and Commercial Operations.
• Recruit, develop, and lead high-performing commercial talent.
• Establish clear sales processes, CRM usage, pipeline management, and reporting systems.
• Maximize existing technology to drive optimal sales data capturing.
• Implement performance-based accountability frameworks within the SBU.

Requirements

• Bachelor’s degree in Marketing, Supply Chain, Business Administration, Economics, or related field.
• Master’s degree would be an added advantage
• Minimum of 8–10 years in sales (preferably B2B) within downstream oil & gas or FMCG, with at least 3 years in a key leadership/team-lead role.
• Strong knowledge of petroleum product pricing, distribution channels, and industrial customer requirements.
• Strong commercial acumen, negotiation strength, and strategic thinking capability.
• Excellent negotiation skills.
• Translates complex data into clear insights and actions; champions BI and predictive models