B2B Sales Head - Industrial Lubricants | HCMC & Hanoi

Our client is a global industrial solutions company with a strong presence across international markets. The company provides specialized lubrication solutions to customers across manufacturing, automotive and other industrial sectors, working closely with customers and distribution partners to improve operational performance and deliver long-term value.

As part of its continued growth in Vietnam, the company is looking for an experienced B2B Sales Head to strengthen its commercial presence and further develop its customer and distributor network.

You will be responsible for driving business growth across Vietnam, with a strong focus on developing key accounts, expanding market opportunities and strengthening distributor partnerships.

The role combines strategic sales management with hands-on business development. You will work closely with customers to understand their operational requirements, identify opportunities and develop value-based solutions, while collaborating with technical, marketing and regional teams to deliver the right solutions to the market.

A good understanding of metalworking fluids and their applications will be important in building credibility with customers and identifying the right commercial opportunities.

Key Responsibilities

Sales Strategy & Business Development

• Develop and execute the sales strategy for Vietnam in line with regional business objectives.
• Identify and develop new business opportunities across manufacturing, automotive and industrial sectors.
• Build and execute account plans for strategic customers.
• Manage the full sales cycle from prospecting and opportunity development through negotiation and closing.
• Develop long-term relationships with key customers and identify opportunities for account growth.
• Analyze market trends, competitor activity and customer needs to identify new business opportunities.
• Work closely with Marketing, Product and Technical teams to support market development and customer solutions.

Key Account Management

• Develop and maintain strong relationships with key customers and decision-makers.
• Understand customer operations, production processes and business requirements.
• Identify opportunities for new applications, cross-selling and account development.
• Lead commercial discussions and negotiations with customers.
• Develop a value-based approach that focuses on customer needs and long-term business relationships.

Distributor & Channel Management

• Manage and develop the existing distributor network in Vietnam.
• Establish clear commercial objectives and monitor distributor performance.
• Support distributors in developing new customers and expanding existing accounts.
• Identify and evaluate potential new distributors in targeted markets.
• Build strong partnerships and ensure alignment with business objectives.
• Provide commercial and product support to distributors where required.

Sales Leadership

• Lead and develop the sales team to achieve agreed revenue and business objectives.
• Set clear sales targets and KPIs and monitor performance.
• Coach and support the team in business development, negotiation and customer relationship management.
• Promote a culture of accountability, collaboration and continuous improvement.
• Work closely with other functions to ensure effective execution of customer and business plans.

Customer & Technical Engagement

• Develop a solid understanding of metalworking fluids, their applications and the needs of different manufacturing processes.
• Engage with customers to understand their technical and operational challenges.
• Work with technical specialists to identify appropriate product and application solutions.
• Participate in customer visits, product discussions and trials where required.
• Translate customer requirements into commercially viable solutions in collaboration with internal technical teams.

Forecasting & Business Planning

• Manage sales forecasts and provide accurate visibility of market demand.
• Work closely with Supply Chain and Logistics to ensure product availability and service levels.
• Monitor sales performance and market developments and adjust commercial priorities accordingly.
• Participate in annual budgeting, business planning and performance reviews.

Market Development

• Represent the company at relevant industry events, conferences and customer forums.
• Develop relationships across the Vietnamese manufacturing and industrial community.
• Work with Marketing to strengthen market visibility and customer engagement.
• Identify opportunities to expand into new industries, applications and customer segments.

We are looking for a commercially minded sales leader who understands the industrial market and knows how to build business through customers, distributors and long-term relationships.

Experience within metalworking fluids or industrial lubricants will be highly valued. You should also have sufficient technical understanding to engage confidently with manufacturing customers, understand their applications and work effectively with technical specialists.

Most importantly, you should be someone who can translate technical product value into commercial opportunities and turn customer relationships into sustainable business growth.

Requirements

• Bachelor's degree in Business, Marketing, Engineering or a related discipline.
• 8–12+ years of B2B sales experience, preferably within metalworking fluids, industrial lubricants, specialty chemicals or other technical industrial products.
• Working knowledge of metalworking fluids and their applications in manufacturing environments.
• Experience managing key accounts and developing long-term customer relationships.
• Proven track record in business development and achieving commercial growth.
• Experience managing distributors and/or channel partners.
• Good understanding of Vietnam's industrial and manufacturing market.
• Strong commercial awareness and strategic thinking.
• Experience leading, coaching or developing sales teams.
• Comfortable engaging with both commercial and technical stakeholders.
• Strong negotiation, communication and interpersonal skills.
• Good command of English and Vietnamese.
• Willingness to travel as required.

• Senior sales leadership position with responsibility for the Vietnam market
• Opportunity to work with an international industrial brand
• Regional exposure and collaboration with APAC teams
• Opportunity to develop and expand the Vietnam business
• Leadership responsibility across key accounts, distributors and sales development
• Competitive compensation and performance-based incentives
• Professional development within an international organization