Base Location: Multan, Pakistan
Business Segment: B2B – Industry
Customer Segments: Fertilizer, Textile, Cement, and Sugar Industries
Role Type: Field-Based Sales
1. Role Purpose
To drive profitable growth of the Process Oils business across the assigned territory, with a primary focus on Fertilizer, Textile, Cement, and Sugar industries. The role holder will be responsible for managing strategic and key accounts, developing new business opportunities, strengthening customer relationships, and delivering the annual volume target.
The successful candidate must demonstrate outstanding sales behaviours, a strong Sales First mindset, and a relentless focus on customer value, market development, and business results. This is a frontline commercial role requiring high field engagement, proactive opportunity creation, and disciplined execution of sales strategies.
2. Key Responsibilities
A. Business Growth & Sales Delivery
- Deliver the annual sales target while ensuring sustainable and profitable business growth.
- Develop and execute territory-specific sales plans aligned with overall Process Oils business objectives.
- Identify and convert new business opportunities across Fertilizer, Textile, Cement, and Sugar sectors.
- Drive volume growth through customer acquisition, increased share of wallet, product conversions, and expansion of existing accounts.
- Maintain a healthy sales pipeline to support consistent performance and future growth.
- Monitor sales performance, forecast demand accurately, and take timely corrective actions to close gaps against targets.
B. Key Account Management
- Develop strong, long-term relationships with key customers, procurement teams, technical stakeholders, plant management, and decision-makers.
- Build account development plans for strategic customers, identifying opportunities for volume growth, retention, and portfolio expansion.
- Understand customer requirements, operating conditions, product specifications, and purchasing dynamics to develop tailored value propositions.
- Ensure high customer satisfaction through responsive service, effective issue resolution, and proactive engagement.
- Protect existing business against competitive threats while identifying opportunities to increase market share.
- Establish strong customer partnerships based on reliability, technical credibility, and measurable value creation.
C. New Business Development & Market Penetration
- Map the Process Oils market across the assigned territory, identifying high-potential customers, applications, and industry clusters.
- Proactively prospect new customers and convert opportunities into sustainable business.
- Develop a strong understanding of competitor activities, market pricing, customer preferences, and emerging industry trends.
- Identify opportunities for product trials, technical validation, and conversion from competing brands or alternative products.
- Collaborate with technical, marketing, supply chain, and other internal teams to accelerate customer acquisition and business conversion.
- Build a robust pipeline of qualified opportunities to support both immediate targets and long-term growth.
D. Sales Behaviours & Sales First Culture
- Demonstrate exemplary sales behaviours through customer centricity, ownership, accountability, resilience, and a strong bias for action.
- Adopt a Sales First mindset by prioritising customer-facing activities, commercial opportunities, and revenue-generating actions.
- Maintain a high field presence with structured customer visits, purposeful engagement, and effective follow-through.
- Demonstrate a hunter mentality by continuously pursuing new opportunities rather than relying solely on existing business.
- Take end-to-end ownership of opportunities, from prospecting and needs identification through negotiation, conversion, and volume realisation.
- Act with urgency in responding to customer needs, resolving issues, and removing barriers to business growth.
- Build internal partnerships and collaborate effectively to deliver superior customer outcomes.
- Consistently demonstrate ethical conduct, commercial discipline, and compliance with company policies.
E. Commercial & Operational Excellence
- Develop commercially sound proposals, negotiate effectively, and maintain discipline on pricing, margins, and payment terms.
- Ensure timely order planning, demand visibility, and coordination with supply chain to support uninterrupted customer supply.
- Monitor receivables and support timely collections in line with company credit policies.
- Maintain accurate CRM records, customer plans, sales forecasts, and opportunity tracking.
- Provide regular updates on market intelligence, competitor moves, customer developments, and business risks.
- Ensure adherence to HSSE standards, quality requirements, and all applicable company policies
Education : BE Mechanical (preferred) + MBA
Experience: 5–8 years of experience in B2B Sales, Key Account Management, techno-commercial sales, and maintenance.
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