Sandy Springs, GA
Full-Time Regular
55827644503
Lubricants Business Leader – Georgia

Company & Position Overview

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.

This is a high-impact role reporting to a Vice President, serving as the Subject Matter Expert (SME) while partnering closely with the sales team to drive market penetration, competitive displacement, and customer retention.

What You Will Be Doing

As Lubricants Business Leader, you will serve as the architect and operator of the statewide lubricants strategy—balancing revenue growth, profitability, customer retention, and competitive positioning.

This role operates at both the strategic and field-execution levels, partnering closely with sales leadership and regional field teams to strengthen technical knowledge, improve customer engagement, and uncover growth opportunities.

Key focus areas include:

  • 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

Major Tasks, Responsibilities & Key Accountabilities

Strategy & Business Development:

  • 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

Sales Enablement & Field Execution

  • 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

Customer & Relationship Management

  • 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

Market, Distributor & Competitive Management

  • 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
  • Systems, Analytics & Continuous Improvement
  • 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

Education & Experience

  • 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

Required Qualifications & Skills

  • 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

Preferred Qualifications

  • 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

Travel

  • Approximately 20–40%, primarily within Georgia
  • Metro Atlanta-based preferred; regular field engagement required

Who We Are Looking For

This role is ideal for a commercially minded builder who can operate as a true business owner. You are comfortable in front of customers, credible with sales teams, and confident translating technical product knowledge into revenue growth. You bring urgency, discipline, and the ability to influence execution across a distributed field organization.

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

BrainWorks is a prominent boutique executive search firm offering a 30-year track record of successfully sourcing and placing top talent. By harnessing proven strategies, collaborating with stakeholders and leveraging a diverse and talented candidate network, BrainWorks helps businesses find, attract, and ultimately hire talented professionals that create differentiated results. Our search services can be offered either on a retained or contingency basis depending on the level of commitment your unique search requires.

BrainWorks offers several distinct practice areas, each directed by a Partner with extensive experience, and knowledge of current trends and industry challenges in their specific discipline. BrainWorks practice areas include the following: Accounting & Finance; Accounting & Finance Interim; Analytics, Data Science & Data Governance; Commodities Technology & Trading; Consumer Products; CRM & Direct Marketing; Cybersecurity; Ecommerce & Digital Marketing; Human Resources; IT & Data Engineering; Market Research & Consumer Insights; Operations & Supply Chain; Private Equity & Portfolio Company Leadership; and Sales.

BrainWorks prides itself on quality, speed and GUARANTEED RESULTS, delivered through our unique QUASAR approach. When you partner with BrainWorks, your company will receive intelligence and industry expertise from consultants who are trustworthy, caring and passionate about your business needs. https://brainworksinc.com

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