Context & Environment
To drive profitable growth of TotalEnergies OEM Lubricants business in Brazil by leading commercial and cross-functional initiatives that secure new business opportunities, support existing programs, and strengthen the company’s position with OEM customers.
To manage and develop OEM accounts in Brazil, ensuring strong commercial performance, customer satisfaction, and alignment with regional (LATAM) strategies, while positioning TotalEnergies as a reliable and competitive partner in the local market.
Activities
Role Summary
Lead OEM and central sales activities in Brazil, driving business growth with global, regional and local OEM customers while supporting the Americas strategy. Responsible for developing new opportunities, managing key customer relationships, and ensuring strong alignment with cross-functional teams to deliver sustainable and profitable growth.
Key Responsibilities
1. Opportunity Identification & Pipeline Development
Identify and develop new commercial opportunities with OEMs operating in Brazil, including local subsidiaries of global players (e.g., Ford, GM, Stellantis, and others). Build and maintain a structured pipeline of RFQs, tenders, and new programs, ensuring proper tracking, qualification, and stage-gate management. Conduct thorough market mapping to identify emerging opportunities, key decision-makers, and competitive dynamics, while maintaining strong pipeline management discipline through defined qualification criteria, opportunity scoring, and regular pipeline reviews to ensure forecast accuracy and business growth.
2. Cross-Functional Coordination
Collaborate with technical, supply chain, finance, and legal teams to ensure feasibility and competitiveness of commercial offers, aligning customer requirements with internal capabilities.
3. Customer Relationship Management
Establish and maintain strong relationships with key stakeholders at OEM customers in Brazil, supporting both local and global business development initiatives.
4. Business Development Execution
Drive expansion into new OEM programs and customers while increasing penetration within existing accounts. Support regional growth initiatives aligned with Americas strategy.
5. Commercial Strategy & Tender Management
Lead and coordinate RFQ/RFI processes in Brazil. Develop competitive pricing strategies and ensure timely, accurate, and compliant offer submissions, incorporating all relevant cost elements.
6. Forecasting & Performance Tracking
Manage sales forecasts, revenue, and margin tracking for OEM accounts in Brazil. Monitor performance against targets, identify gaps, and implement corrective actions in coordination with regional leadership.
7. Collaboration with Regional & Global Teams
Work closely with Mexico, U.S., and broader LATAM teams to align on key opportunities, share best practices, and support global OEM strategies.
8. Market Intelligence & Competitor Monitoring
Track market trends, OEM sourcing strategies, and competitor activities in Brazil. Provide insights to support decision-making and adjust commercial strategies accordingly.
9. Reporting & Governance
Ensure accurate and timely reporting of pipeline, RFQ status, and business performance. Contribute to monthly reviews and strategic updates at regional level.
Candidate Profile
Bachelor’s degree in engineering, MBA or master’s in business (it’s a bonus)
5+ years of experience in B2B sales, OEM Business, or automotive lubricant/chemicals
Proven track record of managing key OEM accounts, developing strategic customer relationships, leading complex commercial negotiations, and successfully driving business growth. Experience in structured opportunity and pipeline management, tender/RFQ processes, forecasting, and cross-functional project leadership is highly desirable.
Soft skills: Influence & Negotiation, Cross Functional Collaboration, Leadership & People Development, Cultural Intelligence, Resilience, Communication (Excellent Oral and Writing skills in English and Portuguese), Ethics & Integrity
Specific knowledges OEM Industry Dynamics, Lubricant Products & technologies, Market and competitor landscape, safety and compliance, etc.
Portuguese & English (proficient)
Domain: Sales & Marketing
Type of contract: Regular position
Experience: Minimum 6 years
Employer company: TOTALENERGIES MS BRASIL LUBRIFICANTES