The posting
Job Summary
The B2B Sales Manager is responsible for driving sales growth, customer acquisition, and account development across commercial, industrial, fleet, government, transport, and other business-to-business customer segments.
The role develops and manages strategic customer relationships, identifies new business opportunities, and delivers profitable growth through effective account management, customer value proposition execution, and market development activities.
Working closely with Business Development, Pricing, Operations, Supply, Marketing, and other stakeholders, the role develops segment growth plans, expands the customer base, and strengthens the company's position in target B2B markets.
Key Accountabilities
- B2B sales growth and profitability
- Commercial & Industrial account development
- Customer acquisition and retention
- Key account management
- Strategic customer relationships
- Sales pipeline management
- Contract negotiation and renewal
- Customer value proposition execution
- Market intelligence and opportunity identification
- Cross-functional stakeholder management
- Governance, credit, and risk management
Key Responsibilities
Sales Growth & Business Development
- Develop and execute sales strategies to achieve volume, revenue, margin, and profitability targets.
- Identify, qualify, and secure new business opportunities across target customer segments.
- Build and manage a healthy sales pipeline to deliver sustainable business growth.
- Develop account plans and growth strategies for key customers and target prospects.
- Actively pursue opportunities to expand market share and increase customer penetration.
Key Account Management
- Develop and maintain strong relationships with key accounts and decision-makers.
- Facilitate engagement across multiple levels within customer organizations.
- Understand customer needs, requirements, and business challenges and develop solutions that create customer value.
- Ensure high levels of customer satisfaction, retention, and long-term account growth.
- Conduct regular customer business reviews and identify opportunities for improvement and expansion.
Commercial & Industrial Growth
- Develop growth opportunities within commercial, industrial, fleet, government, transport, logistics, and other B2B segments.
- Identify opportunities for new products, services, contracts, and customer solutions.
- Support the development and deployment of customer value propositions for targeted market segments.
- Work closely with the Business Development Director to identify emerging customer and market opportunities.
Proposals, Contracts & Pricing
- Prepare sales proposals, presentations, commercial offers, and contract recommendations.
- Support pricing discussions and recommendations in collaboration with relevant stakeholders.
- Participate in commercial negotiations and contract renewals.
- Ensure contractual commitments are properly managed and executed.
- Support tenders and large commercial opportunities where applicable.
Market Intelligence & Opportunity Assessment
- Monitor competitive activities, industry developments, customer trends, and market opportunities.
- Gather and share market intelligence to support commercial and strategic decision-making.
- Identify emerging risks and opportunities within target customer segments.
- Provide recommendations to improve competitiveness and customer value.
Cross-Functional Collaboration
- Work closely with Operations, Supply, Pricing, Finance, Marketing, HSSE, and other support functions to deliver customer solutions.
- Coordinate internal resources to ensure timely response to customer requirements.
- Support execution of customer programs, value propositions, and business initiatives.
- Maintain strong working relationships with key internal stakeholders.
Credit, Risk & Compliance
- Support customer credit assessments and manage customer payment issues in accordance with company policies.
- Ensure commercial activities comply with company policies, contractual requirements, and applicable regulations.
- Support safe and compliant business practices consistent with HSSE requirements.
- Maintain accurate customer, pipeline, and sales records.
Governance, Risk & Compliance
- Ensure B2B Sales activities comply with company policies, contractual obligations, and applicable regulations.
- Evaluate strategic, financial, operational, and reputational risks associated with growth initiatives.
- Maintain appropriate governance, controls, approvals, and business case evaluation processes.
- Ensure responsible stewardship of company resources and investments.
- Support HSSE and operational excellence requirements relating to business development activities.
Decision-Making Authority
- Develop and execute account plans and sales strategies for assigned customer segments.
- Negotiate commercial terms and contract provisions within delegated authority limits.
- Recommend pricing strategies, commercial offers, and customer agreements.
- Prioritize customer opportunities and sales activities to maximize business performance.
- Approve routine customer activities and account management actions within delegated authority limits.
- Escalate significant contractual, financial, operational, or reputational risks through established governance channels.
Required Qualifications
- Bachelor's degree in Business, Marketing, Commerce, Engineering, Supply Chain, or a related discipline.
- 5+ years of experience in B2B sales, commercial management, key account management, business development, or related commercial roles.
- Proven track record in customer acquisition, account growth, and achievement of sales targets.
- Strong commercial acumen and negotiation skills.
- Experience developing customer relationships and managing complex customer accounts.
- Strong communication, influencing, and stakeholder management capabilities.
Preferred Qualifications
- Experience in fuels, lubricants, energy, industrial products, logistics, construction, manufacturing, or other B2B industries.
- Experience managing commercial, industrial, government, fleet, or strategic accounts.
- Knowledge of pricing, contract management, and tender processes.
- Professional certifications in Sales, Key Account Management, Business Development, Negotiation, or related disciplines.
Working Conditions
- Commercial Role: Outcome-driven role accountable for sales growth, customer retention, and profitability.
- Customer Engagement: Frequent engagement with customers, prospects, industry stakeholders, and business partners.
- Travel & Market Presence: Regular local travel required to support customer meetings, site visits, business reviews, and opportunity development.
- Cross-Functional Collaboration: Frequent interaction with Business Development, Operations, Supply, Finance, Pricing, Marketing, and HSSE teams.
- Flexibility: Occasional work outside normal business hours may be required to support customer requirements, negotiations, tenders, or business-critical opportunities.
- Safety & Compliance: All activities must comply with company HSSE policies, governance standards, contractual obligations, and applicable regulations.
FOR INTERNAL APPLICANTS
Eligibility
- Internal applicants must have completed at least one (1) year of continuous service in their current role.
- Must be an active employee with no pending resignations or movements
- Has achieved a performance rating of Meets Expectations in the most recent performance evaluation cycle, where applicable.
- Must not have been under a Performance Improvement Plan (PIP) in the past 12 months.
- Must not have received a final disciplinary sanction within the twelve (12) months preceding the application.
- Must successfully complete the prescribed recruitment and selection process for the position.
- For this role, only local applicants are eligible.
Requirements
- Letter of intent to transfer
- Endorsement from line manager
- Approval from releasing Function head
- Approval from receiving Function head (if selected)
Please submit all your requirements by clicking Apply.
Application Due Date: November 18, 2026
