Lubricants Business Development Lead

Role Overview

Lead the creation and growth of a lubricants business unit, taking responsibility for its commercial direction and financial results. Based in Nairobi and reporting to the Managing Director, you will shape the product range, build routes to market in automotive and industrial sectors, and develop business across Kenya and the wider East African region.

Key Responsibilities

• Set the division’s growth strategy, prepare budgets, and manage revenue, costs, margins, and overall P&L performance.
• Assess customer demand, competitor activity, and pricing trends to identify opportunities in Kenyan and regional markets.
• Build sales plans for business, consumer, fleet, automotive, and industrial customers; recruit and support distributors, stockists, workshops, and key accounts.
• Establish territory coverage, sales targets, account-management practices, and incentive measures for the commercial network.
• Shape and maintain a portfolio covering automotive, heavy-duty diesel, industrial, synthetic, and specialty lubricants, ensuring products meet relevant OEM, API, ACEA, and local requirements.
• Coordinate product introductions, positioning, packaging, and lifecycle decisions with technical suppliers.
• Set pricing and negotiate agreements with suppliers, blenders, packaging providers, and logistics partners; work with supply chain teams on forecasting, inventory, availability, and working capital.
• Guide brand and trade marketing activity, technical workshops, and digital campaigns, while tracking sales volume, market share, customer growth, margins, and compliance.

Requirements & Qualifications

• Bachelor’s degree in Business Administration, Marketing, Engineering, Chemistry, Supply Chain, or a related field.
• At least five years of commercial management experience in lubricants, oil and gas, downstream energy, or automotive.
• Evidence of responsibility for a business unit, division budget, or P&L.
• Practical experience with B2B and B2C distribution, industrial customers, and retail or workshop sales channels.
• Sound knowledge of lubricant grades, base oils, additives, industrial uses, and OEM specifications.
• Strong commercial negotiation skills, financial modelling ability, and confidence using data to guide decisions.
• Ability to establish a business function and develop it into a sustainable operation.
• Willingness to travel regionally as business needs require; the role is full-time and on-site in Nairobi.

What We Offer / Why Join

This is an opportunity to build a new business unit with responsibility for its strategy, product portfolio, commercial partnerships, and financial performance. The role reports directly to the Managing Director and offers monthly gross remuneration of Ksh 200,000–250,000.