Direct Sales Manager - Industrial Segments

About the role

TotalEnergies MS Brasil Lubrificantes is hiring a Direct Sales Manager for its industrial segments in Sao Paulo, Brazil. The role leads the direct sales team and covers key industrial markets such as wood and paper, mining and cement, oil and gas, energy and sugar. It involves frequent external work with strategic customers, industrial groups, operators, contractors, OEMs and technical partners, and regular internal work with Sales, Marketing, Technical, Supply Chain, Finance and other functions.

Key responsibilities

• Lead, coach and develop the direct sales team, define territories, customer portfolios and individual objectives aligned with the annual budget and growth plan.
• Build and run differentiated business plans for each P1 segment, including market mapping, target accounts, value propositions and conversion plans.
• Own volume, revenue, margin, pricing, product mix, retention and new-business targets, reviewing KPIs regularly and acting on deviations.
• Sponsor major national and regional accounts, with senior-level engagement, cross-selling, renewals and share-of-wallet growth.
• Embed Total Cost of Ownership, value selling and application-based selling in proposals, quantifying reliability, maintenance optimization and energy efficiency.
• Run joint customer visits, lubrication surveys, trials and implementation follow-up with Technical, Laboratory and Application teams.
• Drive account penetration and project development with operators, contractors, OEMs and service companies, coordinating tenders, contracts and supply requirements.
• Lead monthly sales forecasting, pipeline reviews and demand planning for the direct industrial portfolio.
• Implement pricing strategy, manage commercial conditions within delegated authority and protect profitability.
• Represent Brazil in interactions with the Americas and Global segment teams.

Required profile

• Bachelor's degree in Engineering, Business Administration, Chemistry or a related field; postgraduate qualification or MBA desirable.
• Minimum 15 years of experience.
• Fluent Portuguese; English intermediate to advanced; Spanish desirable.

Required skills

• 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.
• People leadership, negotiation, influence and decision-making in a matrix organization.