Job Role

The Lubes & Specialities Manager is responsible for the overall commercial performance, growth and profitability of the company's lubricants and specialty products business. The role involves developing and executing the business strategy, managing sales channels and key accounts, overseeing product portfolio, pricing and marketing, coordinating supply and blending, ensuring product quality and compliance, and leading the team, including technical staff. The ideal candidate is a commercially strong, strategic and people-oriented leader with solid lubricants industry experience. This role is open only to candidates from the Oil & Gas industry.

PURPOSE OF THE ROLE

• Deliver the lubricants and specialities volume, margin and profit targets.
• Grow market share across industrial, transport, automotive and retail segments.
• Build a competitive product portfolio supported by strong brand and technical credibility.
• Ensure reliable supply, product quality and efficient inventory management.
• Lead and develop a high-performing sales and technical team.

 DUTIES AND RESPONSIBILITIES

A. Business Strategy & P&L Management

• Develop and implement the lubricants and specialities business strategy, annual plan and budget.
• Own the business P&L, managing volumes, margins, costs and working capital.
• Set sales targets by channel, segment and region, and monitor performance.
• Identify new markets, segments and growth opportunities, and develop supporting business cases.
• Analyse performance, report variances and implement corrective actions.

B. Sales & Key Account Management

• Develop and manage relationships with key accounts in the transport, mining, agriculture, construction and industrial segments.
• Manage the distributor, retailer and service station channels, including appointments, targets and performance reviews.
• Lead tender and contract negotiations and ensure profitable terms.
• Ensure customer needs are met through responsive service and technical support.
• Monitor competitor activity and market trends and respond appropriately.

C. Product Portfolio, Pricing & Marketing

• Manage the lubricants and specialties product range, including greases, fluids and other specialty products, and recommend launches or rationalisation.
• Develop pricing structures, discounts and incentive schemes that balance volume growth and margin.
• Plan and execute brand, promotional and trade marketing activities.
• Ensure consistent brand presentation and marketing material across channels.
• Evaluate the return on marketing and promotional investments.

D. Supply Chain, Blending & Inventory

• Prepare demand forecasts and coordinate supply plans with blending, procurement and logistics teams.
• Manage finished product and raw material inventory to maintain availability and limit working capital.
• Coordinate imports, base oil and additive supply, and third-party suppliers where applicable.
• Monitor stock levels, slow-moving items, losses and reconciliations.
• Work with logistics to ensure timely and cost-effective deliveries to customers.

E. Technical, Quality, HSSE & Compliance

• Oversee technical support provided by the Lubes Engineer, ensuring customer and quality needs are met.
• Ensure products meet specifications, approvals and applicable standards.
• Ensure complaints are investigated promptly and corrective actions are implemented.
• Ensure HSSE and environmental compliance, including safe handling, storage and used-oil management.
• Ensure compliance with relevant regulatory, licensing and labelling requirements.

F. Team Leadership, Financial Control & Reporting

• Lead, coach and develop the sales and technical team, setting objectives and conducting performance reviews.
• Monitor receivables, credit limits and expenditure and ensure adherence to company policy.
• Prepare regular management reports, forecasts and presentations.
• Promote cross-functional collaboration with retail, supply chain, finance and quality teams.
• Perform any other related duties assigned by management.

Qualification

• Industry requirement: Candidates must come from the Oil & Gas industry. 
• Bachelor's degree in Business, Marketing, Engineering, Chemistry or a related field; an MBA is an added advantage.
• At least 5 years' experience in the lubricants or related industrial products sector, including at least 3 years in a management role. This experience must have been gained in the Oil & Gas industry.
• Strong knowledge of lubricant products, applications, channels and market dynamics.
• Proven experience in key account management, distributor management and tender negotiations.
• Experience managing a P&L and leading sales and technical teams.
• Good knowledge of product quality, safety and regulatory requirements for lubricants.
• Proficiency in MS Office and commercial reporting tools.

COMPETENCIES

• Key account, channel and distributor management.
• Demand forecasting, blending and inventory coordination.
• Brand and trade marketing.
• Leadership and team development.
• Strategic and commercial thinking.
• Communication and presentation skills.
• Resilience and results orientation.