Area Sales Manager -Industrial

Castrol; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

Castrol is seeking an Area Sales Manager to drive growth in the Industrial business across a regional territory. You will develop new opportunities, strengthen existing customer relationships, and expand sales through both direct and distributor channels.

You will collaborate with customers, distribution partners, and internal teams to deliver innovative solutions and sustainable growth. In this field-based role, you’ll manage pricing, build a robust pipeline in Salesforce, and travel up to 75%

Qualifications

• Bachelor’s degree in Business, Engineering, or related technical discipline.
• Minimum of 5 years of industrial sales experience, preferably in lubricants or related technical products.
• Strong knowledge of metalworking or industrial lubrication products is highly preferred.
• Proven experience in business development, prospecting, and managing sales pipelines.
• Strong consultative selling, business partnering, negotiation, and relationship management skills.
• Experience working with distributors and channel partners to drive growth.
• Proficiency with Salesforce, Microsoft Office, and data-driven decision making.
• Excellent Excel data analysis skills; familiarity with Power BI, SharePoint, Adobe, Workday, LinkedIn.

Responsibilities

• Develop and execute territory sales strategies to drive sales, profitability, and market share.
• Identify and convert new opportunities across industrial sites via direct and distributor channels.
• Maintain an accurate Salesforce pipeline with opportunities, stages, values, and close dates.
• Drive pricing and profitability through value-based selling and disciplined discounting.
• Apply consultative selling to understand customer challenges and develop solutions.
• Build strong relationships with customers and distributors at all levels.
• Strengthen distributor performance through territory planning, inventory management, demand generation, and joint business plans.
• Plan territory activities to maximize customer engagement and timely follow-up.
• Collaborate with Finance, Demand Planning, and other teams to improve operational effectiveness.

Skills

Hunter‑oriented sales

Consultative selling

Relationship management

Sales forecasting

CRM & data analysis

Education

Bachelor’s degree in Business/Engineering

Tools

Salesforce

Power BI

SharePoint

Adobe

Workday

LinkedIn

Job description

Castrol is one of the world’s leading lubricant brands, serving customers and consumers in the automotive, marine, industrial and energy sectors. Castrol brands are recognised globally for their premium quality and high performance, shaped by the company’s commitment to innovation and cutting-edge technology. With products sold in more than 150 countries, Castrol has helped keep things moving on roads and racetracks, air, sea, and space for over 125 years.

Whether you’re just starting out or ready for your next big move, you’re in the right place to explore an exciting career with Castrol.

Job description

About the Team

Join Castrol as an Area Sales Manager and play a key role in growing our Industrial business. In this field-based position, you will be responsible for achieving sales and profitability targets by developing new business opportunities, strengthening existing customer relationships, and expanding the sales of Castrol Industrial products and services. Working through both direct sales and distributor channels, you will collaborate with customers, distribution partners, and internal teams to deliver innovative solutions, drive sustainable growth, and strengthen Castrol’s presence in the region.

Key Tasks

• Develop and execute territory sales strategies, including market segmentation, target account identification, and customer coverage plans to drive sales volume, profitability, and market share growth.
• Identify, qualify, and convert new business opportunities, expanding Castrol’s presence across industrial sites, manufacturing plants, and new applications through direct and distributor channels.
• Manage and maintain an accurate sales pipeline in Salesforce, tracking opportunities, sales stages, deal values, expected closing dates, and next steps to support business forecasting.
• Drive pricing and profitability through value-based selling, product mix optimization, and disciplined discount management.
• Apply consultative selling techniques to understand customer challenges, demonstrate product value, and develop solutions that support customer needs and business objectives.
• Build and maintain strong relationships with customers and distributors at all organisational levels, including plant personnel, operational managers, senior leadership, and corporate stakeholders.
• Strengthen distributor performance through territory coverage planning, inventory management, demand generation, product training, and execution of joint business plans.
• Plan and prioritize territory activities to maximize customer engagement, identify high-value opportunities, and ensure timely follow-up throughout the sales process.
• Collaborate with internal teams, including Finance, Demand Planning, and other commercial functions, to improve operational effectiveness and deliver customer-focused solutions.

Experience required

• Bachelor’s degree, preferably in Business, Engineering, or a related technical discipline.
• Minimum of 5 years of industrial sales experience, preferably within industrial lubricants, metalworking fluids, or related technical products and applications.
• Strong knowledge of metalworking products and applications and/or industrial lubrication products and applications is highly preferred.
• Proven experience in business development, prospecting, and managing sales pipelines, with a proactive, hunter-oriented sales approach.
• Strong consultative selling, business partnering, negotiation, and relationship management skills.
• Experience working with distributors and channel partners to drive business growth and execute commercial strategies.
• Proficiency in Salesforce, Microsoft Office Suite, and other digital business tools, with the ability to leverage data to support commercial decisions.
• Strong Microsoft Excel skills, including data analysis, manipulation, and generation of actionable business insights.
• Familiarity with digital platforms such as Power BI, SharePoint, Adobe, Workday, and LinkedIn is preferred.
• Ability to demonstrate customer value, identify growth opportunities, and develop effective solutions for industrial customers.
• Strong organization and time management skills, with the ability to independently manage a geographically dispersed sales territory.
• Valid driver’s license and willingness to travel up to 75% of the time within the assigned territory, including occasional overnight stays.
• Must be at least 18 years of age, legally authorized to work in the United States, and not require employment visa sponsorship now or in the future.
• Commitment to maintaining high standards of safety, ethics, regulatory compliance, and professional conduct in accordance with company policies and HSSE requirements.

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Privacy

The Castrol entity recruiting for this role is the data controller for the personal information you provide. We use it to assess your application and to manage the recruitment and onboarding process. We may share it with service providers who support our recruitment, and it may be transferred to other Castrol entities internationally under appropriate safeguards. We keep it only for as long as necessary. For details of how we use your information and your data protection rights, contact [e-mail].

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related Castrol recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.).

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.