Heavy-Duty Area Manager – Central and Southern Italy

TotalEnergies Group; Milano; On-site; EUR 70,000 - 100,000; Full time

Job summary

TotalEnergies Marketing Italia is seeking a Heavy-Duty Area Manager to drive growth in the lubricants business for heavy-duty transport across Central and Southern Italy. You will identify new customers, build a structured sales pipeline, and foster long-term relationships with fleets, dealers, and workshops.

You will manage existing accounts through cross-selling and favorable pricing while collaborating with internal teams.

Qualifications

• B2B sales experience in lubricants or automotive fleet services
• Experience in building and managing a sales pipeline
• Ability to travel frequently within Central and Southern Italy
• Good command of English

Responsibilities

• Grow the business in the assigned territory by identifying new customers and opportunities.
• Build and manage a structured sales pipeline from prospecting to closing.
• Manage relationships with fleets, transport companies, dealers, workshops and other stakeholders.
• Grow existing accounts through cross-selling and increased sales volumes.
• Negotiate volumes, pricing and margins per company policy.
• Track performance, forecasts and market trends; take timely corrective actions.

Skills

Sales

Business development

CRM systems

Negotiation

English

Tools

CRM software

MS Office

Job description

TotalEnergies has been present in Italy for over 70 years. Its activities encompass the entire energy sector, operating through various Business Units spread across the country.

TotalEnergies Marketing Italia is one of the Company’s key Business Units in Italy, operating in the marketing and distribution of energy products and solutions. Through its activities, TotalEnergies Marketing Italia contributes to supporting customers and partners while promoting innovation, operational excellence and the transition towards more sustainable energy solutions.

At TotalEnergies, we invest in people and in developing their talent. We consider safety, health, and respect for human rights our priorities. Hence, we are committed to ensuring a safe, inclusive, and innovative professional environment where collaboration and listening are part of our model.

We place people at the center, ensuring a balance between work and private life, promoting flexibility and well-being, company welfare and meal vouchers, within a culture that celebrates success and shares moments of conviviality.

The Heavy-Duty Area Manager is responsible for driving the growth of TotalEnergies’ lubricants business serving the heavy-duty transport and industrial vehicle sectors across Central and Southern Italy.

The role focuses on developing a thorough understanding of the assigned territory, identifying new business opportunities, acquiring new customers and building strong, long-term relationships, while maximising the potential of the existing customer portfolio.

• Grow the business within the assigned territory by identifying new customers, market segments and opportunities in the heavy-duty sector.
• Build and manage a structured sales pipeline, from prospecting through to closing deals.
• Manage relationships with fleets, transport companies, logistics operators, dealerships, workshops and other industry stakeholders.
• Grow existing accounts through cross-selling and increased sales volumes.
• Negotiate volumes, pricing and margins in line with company policies.
• Track performance, forecasts and market trends, and take timely corrective action where needed.
• Work closely with the relevant internal teams and represent TotalEnergies throughout the territory.
• Strong sales acumen and a proven aptitude for new business development.
• A proactive, entrepreneurial approach, with a strong focus on results and the ability to work independently.
• Strong negotiation and commercial analysis skills, together with the ability to build trusted relationships.
• A genuine interest in heavy-duty transport, industrial vehicles and professional mobility.
• A collaborative, team-oriented mindset and the ability to work effectively with sales and support teams.

Experience and Qualifications

• Previous experience in B2B sales roles involving business development and customer acquisition.
• Experience in lubricants, automotive, industrial vehicles, transport, the aftermarket, spare parts, tyres, components or fleet services would be an advantage.
• Familiarity with CRM systems and standard digital workplace tools.
• Good command of English.

Location and Travel

• Based in Central or Southern Italy (excluding the islands).
• Available to travel frequently across the assigned territory.