DIRECT SALES MANAGER - INDUSTRIAL SEGMENTS

TotalEnergies Group; São Paulo; Vor Ort; BRL 550.000 - 850.000; Vollzeit

Zusammenfassung

TotalEnergies Group in Brazil (São Paulo) seeks an experienced sales leader to drive direct industrial sales. You will coach the team, shape Territory plans and run value-driven proposals across multiple segments, balancing growth with profitability.

You will oversee pricing, forecasts, and account plans while coordinating with Marketing, Technical, and Supply Chain teams to ensure execution and customer satisfaction in a matrix organization. Portuguese is essential, English beneficial.

Qualifikationen

• 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.

Aufgaben

• Lead, coach and develop the direct sales team, defining territories, portfolios, priorities and objectives.
• Build and execute differentiated plans for P1 segments including market mapping and target accounts.
• Own delivery of volume, revenue, margin, pricing and product mix; review KPIs and take corrective actions.
• Sponsor development of major national and regional accounts with structured plans and cross-selling.
• Embed TCO and value selling in proposals, quantifying benefits like reliability and energy efficiency.
• Coordinate joint customer visits, lubrication surveys, trials and implementation with cross-functional teams.
• Drive commercial development of open-gear applications, ensuring qualification and post-implementation monitoring.
• Lead account penetration and project development with operators, contractors and OEMs.
• Lead monthly sales forecasting and demand planning for the portfolio.
• Implement pricing strategy and manage commercial conditions within authority.
• Work with Marketing, Technical, Supply Chain and Finance to remove barriers and deliver the promise.

Kenntnisse

People leadership

Strategic thinking

Negotiation

Communication

Decision making

Execution discipline

Collaboration

Ausbildung

Bachelor's degree in Engineering

Bachelor's degree in Business Administration

Bachelor's degree in Chemistry

MBA / Postgraduate qualification desirable

Tools

CRM systems

Jobbeschreibung

Key Responsibilities & Accountabilities

• 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.

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.