Commercial Sales Manager B2B

About the role

The Commercial Sales Manager B2B will lead and expand the B2B and institutional sales portfolio across fleet, government, energy, industrial, manufacturing and construction sectors. Reporting to senior leadership, the role oversees Key Account Managers and Sales Engineers, drives new business opportunities and delivers technical and commercial solutions that support sustainable revenue growth.

Key responsibilities

• Lead B2B sales activities and develop strategies, account plans and pricing for key customers in targeted sectors.
• Manage and develop a team of Key Account Managers and Sales Engineers.
• Lead tenders, contract negotiations, renewals and long‑term service level agreements.
• Build strong relationships with strategic customers and identify new business opportunities.
• Collaborate with technical and marketing teams to create tailored customer solutions and drive cross‑selling of lubricants, batteries, filters, spare parts and related solutions.
• Monitor competitor activity, maintain sales pipeline, forecast performance and report on results.

Required profile

• Bachelor’s degree in Mechanical Engineering or related field; MBA is a plus.
• 10‑15 years of B2B sales experience in fleet, oil & gas, industrial or government sectors.
• Proven expertise in key account management, contract negotiation, tenders and solution selling.
• Demonstrated ability to lead technical sales, account management or business development teams.

Required skills

• Strong knowledge of lubricants, batteries, filters, spare parts and fleet solutions.
• Understanding of B2B procurement, tendering and contract processes.
• Experience with CRM systems, pipeline management, forecasting and sales analytics.