DIRECT SALES MANAGER - INDUSTRIAL SEGMENTS

TotalEnergies Group; São Paulo; On-site; BRL 480,000 - 640,000; Full time

Job summary

TotalEnergies Group in Brazil seeks a senior sales leader to drive direct industrial growth across key P1 segments. You will lead a cross-functional team, shape strategic account plans, and embed value-driven selling to deliver volume, revenue and margin targets.

You will coordinate with Marketing, Technical and Supply Chain to ensure customer promises are met, while advancing large national and regional accounts and maintaining a strong renewal pipeline.

Qualifications

• Bachelor's degree or equivalent in a relevant field is required.
• Proven record in leading direct sales teams and achieving growth targets.
• Strong capabilities in pricing, forecasting and strategic account planning.

Responsibilities

• 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.

Skills

Direct sales leadership

Strategic account development

Value-based selling

Forecasting & planning

Pricing strategy

Cross-functional collaboration

Negotiation

Project management

Education

Bachelor's degree in Engineering/Business/C Chemistry

Tools

CRM

Job description

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.