Area Sales Manager – B2B (Specialty Lubricants & Lubricant Ingredients)

Sales Manager required for an Indian company dealing in Specialty Chemicals

Lopan Industries Pvt. Ltd. (www.lopan.co.in) is a leading specialty chemical products and services company in India with over 30 years of experience in this industry. We have ties with several overseas companies as their agent for marketing and sale of various industrial products in India.

Dedicated to innovation and superior growth, Lopan Industries provides a working environment that is conducive for those with an intuitive mindset, a commitment to success and the continuous pursuit of learning and personal development to excel.

Position Title

Area Sales Manager – B2B (Specialty Lubricants & Lubricant Ingredients)

Department

Industry

Reporting To

Location

Job Summary

The Area Sales Manager will be responsible for driving B2B sales of specialty lubricants and lubricant ingredients to industrial customers across sectors such as metal stamping, metalworking fluids (MWF), plastic and rubber processing, food-grade lubrication, and other specialty applications. The role requires strong technical understanding, solution selling, and experience in managing industrial and formulation-based accounts.

Key Responsibilities

1. B2B Sales & Market Development

• Develop and manage direct industrial accounts and B2B sales channels for:

• Metal stamping & forming companies

• Metalworking fluid manufacturers

• Plastic/rubber processing industries

• Food-grade lubricant users and manufacturers

• Specialty lubricant blenders and formulators

• Promote a portfolio that may include: stamping oils, synthetic esters, polyalkylene glycols (PAGs), EP additives, base oils, antioxidants, tackifiers, antiwear/extreme pressure agents, etc.

2. Technical & Solution-Based Selling

• Understand client formulation or process needs and recommend suitable ingredients or specialty lubricants.
• Coordinate factory trials, lab trials, data sheets, regulatory documentation, and approvals with the client’s technical/R&D teams.

3. Key Account Management

• Build long-term strategic relationships with plant managers, R&D heads, purchase departments, and production teams.
• Drive repeat business, cross-selling, and upselling within existing accounts.

4. Competitor & Market Intelligence

• Monitor trends in specialty lubricants (e.g., biodegradable fluids, REACH/NSF compliant products).
• Track competitor movement, customer switching patterns, and price positioning.

5. Commercial Execution

• Handle quotations, price negotiations, order processing, and timely follow-ups on payments and documentation.
• Maintain updated customer records, visit reports, sales pipeline, and forecasting.

Required Skills & Competencies

• Strong knowledge of

  lubricant chemistries and industrial processes

• Experience in selling to metalworking, metal forming, plastic or food processing companies

• Excellent communication, technical articulation, and relationship-building skills

• Analytical thinking and solution-oriented approach to customer needs

• Self-motivated with ownership mindset

Qualifications & Experience

• Bachelor’s in chemical engineering, Chemistry, or related technical discipline

(Preferred: MBA in Sales/Marketing)

• 5–10 years of B2B sales experience in specialty lubricants, additives, or chemical intermediates

• Prior exposure to industrial end-users and formulation-based sales is critical

Other Requirements

• Willingness to travel extensively within assigned geography
• Familiarity with regulatory norms (NSF, REACH, ROHS, etc.) is a plus
• Proficient in MS Excel, CRM tools, and commercial proposal development

The position is based in Pune, Maharashtra but requires travel all over west India and will have ample opportunity to interact with overseas clients and suppliers.

Interested candidates are invited to e-mail or write-in a detailed resume stating qualification, work experience, current and expected salary to the below e-mail or address:

The Human Resource Manager

Lopan Industries Pvt Ltd

HR@lopan.co.in