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Industrial Sales Specialist - Solutions

Industrial Sales Specialist - Solutions

  • Location China - Central - Shanghai
  • Travel required Yes - up to 50%
  • Job category Sales Group
  • Relocation available No
  • Job type Professionals
  • Job code 125861BR
  • Experience level Intermediate
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Job summary

Grade HResponsible for managing a sales direct/B2B team to achieve or exceed assigned sales and profitability goals through the delivery of the sales direct/B2B strategy and financial performance targets (e.g. sales volume, gross margin and over dues) within an assigned territory, and supports the development and implementation of short and long-term strategies and customer retention programmes. The scope of the role will influence the grade – this can include financial accountability, geographical scope, leadership responsibilities and overall level of responsibility.

Key Accountabilities:

Project handle and commercialize insight based, differentiated offers to drive Industrial business growth, connected to Castrol’s Digitize and Decarbonize agenda

Areas of focus include deployment of digital solutions in the area of Industry 4.0 (example Smart Control), solutions that help industry decarbonize (RRBO and similar) as well as other solutions beyond products

Develops partnerships and contracts with external partners to deploy solutions as necessary

Works closely with development teams and commercial teams to select applicable solutions and then deploy in the markets

Key resource for service offers in the markets

Closely works with Industrial Sales manager and finance teams for necessary CAPEX / Trade loan allocations for efficiently driving new solutions

Works with sales teams to demonstrate service solutions to gain revenue as well as lead to growth in lubricants share

Liaison with marketing and technology to communicate current and future needs and coordinate development of critical initiatives

Develops and implements innovative commercial offers in support of strategy & customer acquisition for market including coordination with local marketing on promotion, programs etc

SALES critical metric – New Business Growth, Portfolio Expansion/Mix, Number of solutions (beyond products) launched

Works with country Industrial marketing to activate the communications strategy framework and content for each solution including adapting and developing toolkits for opening conversation and generating leads with complex DMUs and the C-suite.

Develop the business case for new offers and propose development at global level or undertake local development for meeting business objectives

Deliver the solution through close collaboration with, communications, product and brand teams, pricing, insights OEM, capabilities, and market resources,


  • Bachelors degree in Business, Operations or equivalent business qualification
  • 8 + years of experience in Sales / Marketing including exposure to Industrial product sales. Having led CMS, services or similar operations will be an added advantage
  • Internal functional navigation in service of the customer
  • Contract management, Negotiation skills
  • Account strategy & business planning, Industrial knowledge
  • Consultative selling skills, Sales coaching, Offer & Product knowledge - Skillful
  • Sales coaching – Skillful

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, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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