DIRECT SALES MANAGER - INDUSTRIAL SEGMENTS

TotalEnergies Group; São Paulo; On-site; BRL 400,000 - 900,000; Full time

Job summary

TotalEnergies Group in Brazil seeks a high-impact Sales Leader to drive direct industrial sales across key segments. You will lead cross-functional teams, develop P1 segment plans, and own commercial performance including pricing, margins and account retention.

The role emphasizes value-based selling, technical field execution and regional integration. Ideal candidate has strong leadership, deep lubrication knowledge, and a track record of shaping large account strategies in a matrix

Qualifications

• Strong knowledge of industrial lubricants, lubrication applications and maintenance processes.
• Experience in managing pricing, margins, contracts and forecasts.
• Knowledge of P1 segments and critical applications is highly desirable.
• Proven leadership and collaboration in a matrix organization.

Responsibilities

• Direct Sales Leadership: lead, coach and develop the direct sales team and set Objectives aligned with budget.
• P1 Segment Strategy: build and execute business plans for multiple segments.
• Commercial Performance: own revenue, margin, pricing, product mix and KPIs.
• Strategic Account Development: develop major national/regional accounts and cross-sell.
• Value-Based Selling: frame proposals with TCO and operational benefits.
• Technical & Field Execution: conduct joint visits, lubrication surveys and follow-ups.
• Open Gear Development: coordinate commercial development for open-gear applications.
• Oil & Gas and Energy Development: drive account penetration and project development.
• Forecasting & Business Planning: lead monthly sales forecasting and pipeline reviews.
• Pricing & Profitability: implement pricing strategy and protect profitability.
• Cross-Functional Governance: work with Marketing, Supply Chain, Finance and others.
• Global & Regional Integration: represent Brazil direct industrial business to regional teams.

Skills

Direct Sales Leadership

Strategic Account Development

Value-Based Selling

Forecasting & Business Planning

Pricing & Profitability

Cross-Functional Governance

Technical & Field Execution

Open Gear Development

Oil & Gas & Energy Development

Global & Regional Integration

Education

Bachelor's degree in Engineering

Bachelor's degree in Business Administration

Bachelor's degree in Chemistry

MBA desirable

Job description

Frequent external interaction with strategic customers, industrial groups, operators, contractors, OEMs, engineering companies and technical partners. Regular internal interaction with Sales, Marketing, Technical, Application, Laboratory, Manufacturing, Planning, Supply Chain, Logistics, Customer Service, Credit, Finance, Legal, Compliance and regional/global segment teams.

Activities

• Direct Sales Leadership: Lead, coach and develop the direct sales team, defining territories, customer portfolios, priorities, routines and individual objectives aligned with the annual budget and strategic growth plan.
• P1 Segment Strategy: Build and execute differentiated business plans for Wood & Paper, Mining & Cement, Open Gears, Oil & Gas, Energy and Sugar, including market mapping, target-account selection, value propositions, opportunity pipelines and account-conversion plans.
• Commercial Performance: Own delivery of volume, revenue, margin, pricing, product mix, customer retention and new-business targets. Review KPIs regularly and implement recovery actions when performance deviates from plan.
• Strategic Account Development: Sponsor the development of major national and regional accounts, ensuring structured account plans, senior-level engagement, cross-selling, contract renewal and expansion of share of wallet.
• Value-Based Selling: Embed Total Cost of Ownership (TCO), Value Selling and application-based selling in customer proposals, quantifying operational benefits such as reliability, maintenance optimization, energy efficiency and equipment availability.
• Technical & Field Execution: Conduct joint customer visits, opportunity reviews, lubrication surveys, trials and implementation follow-up with Sales, Technical, Laboratory and Application teams. Ensure technical recommendations are converted into sustainable commercial results.
• Open Gear Development: Coordinate the commercial development of open-gear applications, particularly in mining, cement and heavy industry, ensuring disciplined qualification, technical validation, conversion and post-implementation monitoring.
• Oil & Gas and Energy Development: Drive account penetration and project development with operators, contractors, OEMs and service companies, coordinating technical approvals, tenders, contracts and supply requirements.
• Forecasting & Business Planning: Lead monthly sales forecasting, pipeline reviews and demand-planning inputs for the direct industrial portfolio, supporting inventory availability, service level and working-capital discipline.
• Pricing & Profitability: Implement pricing strategy, manage commercial conditions within delegated authority and protect profitability through disciplined value communication and negotiation.
• Cross-Functional Governance: Work closely with Marketing, Technical, Supply Chain, Planning, Manufacturing, Logistics, Credit, Finance and Customer Service to remove barriers and deliver the customer promise.
• Global & Regional Integration: Represent the Brazil direct industrial business in interactions with Americas and Global segment teams, providing business reviews, market insights, best-practice sharing and progress updates for P1 segments.

Candidate Profile

Bachelor's degree in Engineering, Business Administration, Chemistry or a related field. Postgraduate qualification or MBA is desirable.

Strong knowledge of industrial lubricants, lubrication applications, maintenance processes and consultative B2B sales. Ability to manage pricing, margins, contracts, forecasts, CRM pipelines and strategic-account plans. Knowledge of the P1 segments and critical applications is highly desirable.

Proven people leadership, strategic thinking, customer orientation, influence, negotiation, communication, decision‑making, execution discipline and collaboration in a matrix organization.

Ability to translate segment strategy into account-level action plans; coach sales professionals; allocate resources according to opportunity potential; manage complex negotiations; and coordinate technical, commercial and operational stakeholders

Portuguese fluent; English intermediate to advanced. Spanish is desirable.

Joining TotalEnergies means committing to the energy transition and helping provide energy that is more affordable, more available, and more sustainable for as many people as possible. You will grow within an international multi‑energy company where every talent matters. You will contribute to ambitious projects and deliver concrete solutions to today's energy challenges.

Throughout your career, you will benefit from a wide variety of assignments and tailored learning opportunities. You will fully develop your potential in an environment that fosters innovation and excellence. Join committed and collaborative teams where success is built together.

We place respect and employee well-being at the heart of our performance. That is why TotalEnergies values diversity and promotes equal opportunities for all.