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BrainWorks is partnering with a leading heavy-duty industrial equipment distributor to place a Lubricants Business Leader. This high-impact role is responsible for owning and growing the lubricants business across Georgia, supporting a multi-branch footprint and diverse customer base in construction, and heavy equipment environments. The organization is investing in a strategic leader who can bring structure, commercial discipline, and market insight to a critical and profitable product category. This role owns both the strategy and execution of the lubricants business, with a mandate to drive market penetration, strengthen field sales effectiveness, and accelerate profitable growth in a competitive landscape.
Job Responsibility:
Creating and executing a comprehensive lubricants growth strategy
Strengthening technical and commercial capabilities across the field sales organization
Improving market penetration, retention, and competitive displacement
Building strong distributor and customer relationships
Leveraging data and analytics to drive disciplined execution and performance improvement
Create, communicate, and execute a comprehensive lubricants business strategy aligned with broader product support objectives
Identify and prioritize growth opportunities across customer segments and competitive accounts
Develop and implement sales strategies that improve penetration, retention, and profitability
Partner cross-functionally to ensure lubricants initiatives align with service, parts, and equipment support strategies
Support strategic customer pursuits, including presentations, negotiations, and closing activities
Serve as the primary lubricants subject matter expert for the Product Support Sales organization
Strengthen technical understanding across engine oils, hydraulic fluids, drivetrain fluids, and application-specific products
Partner with regional sales leaders to elevate effectiveness through training, coaching, and joint customer engagement
Participate in customer calls to model discovery, value-based selling, and competitive positioning
Improve how lubricants opportunities are identified and tied to equipment usage, maintenance practices, uptime, and total cost of ownership
Build and maintain strong relationships with key customers, distributors, and internal stakeholders
Conduct regular business reviews with strategic accounts to identify expansion opportunities and ensure retention
Support resolution of complex customer issues related to lubricant selection, performance, or competitive challenges
Monitor market trends, customer preferences, and competitive activity across the lubricants landscape
Manage and grow distributor relationships within Georgia
Identify opportunities to gain share through education, differentiation, and value-based selling
Translate market intelligence into actionable recommendations for leadership and field teams
Maintain accurate sales activity, pipeline, and performance tracking using CRM and internal systems
Develop forecasts, reports, and performance analysis to support leadership decision-making
Establish dashboards to track revenue, penetration, and growth trends
Analyze execution gaps and implement practical, data-driven improvements to strategy and field execution
Requirements:
Bachelor’s degree in Business, Marketing, Engineering, or related field preferred
Proven experience in lubricants sales, product management, or technical-commercial roles
Experience supporting field sales organizations in dealer, distributor, or OEM environments
Strong technical knowledge of lubricants, including engine oils, hydraulic fluids, and application-specific products
Proven ability to drive growth through strategy, sales enablement, and customer-facing execution
Strategic and analytical mindset with strong business acumen
Strong customer presence with excellent written and verbal communication skills
Ability to influence stakeholders and drive execution without formal authority
Self-starter mentality with an owner’s mindset
Ability to operate effectively in a fast-paced, field-based environment
Nice to have:
Experience in heavy equipment, industrial distribution, or product support environments
Experience competing against major lubricant brands and distributors
Experience driving market share growth in competitive, multi-channel markets
What we offer:
Competitive compensation with bonus potential
401(k) with strong company match and profit sharing
Full medical, dental, and vision coverage
Paid holidays and personal time off
Wellness and financial wellness programs
Ongoing training and career development
Long-term advancement opportunity within a growing organization