Prashant Dhayal
Senior Area Manager - Industrial Lubricant Sales
New Delhi
Summary
Results-driven Senior Area Manager – Industrial Lubricants with over 13 years of experience in the oil & gas sector, specializing in OEM key account management, business strategy, and P&L ownership. Proven expertise in handling large OEM portfolios (UNO MINDA, JCB, Mahindra, Tata Motors, Bosch Rexroth, Adani Group) and securing long-term contracts, MOUs, and product approvals. Skilled in business planning, consultative selling, and market/competition analysis, with a strong record of driving revenue growth, GMVC achievement, and product adoption through technical seminars and trials. Recognized with multiple Outstanding Achievement Awards for business development, OEM tie-ups, and expansion of HPCL’s industrial lubricants footprint across automotive, industrial, and energy sectors.
Overview
13
13
years of professional experience
Work History
Senior Area Manager -Industrial Lubricants
Hindustan Petroleum Corporation Limited
Delhi NCR, Haryana, UP & Uttarakhand
05.2022 - Current
- Own and manage the P&L of the Industrial Lubricants business across Haryana, Delhi, Uttar Pradesh, and Uttarakhand, ensuring profitability and achievement of sales & GMVC targets.
- Drive business growth through OEM and institutional accounts, developing annual and monthly sales strategies aligned with corporate objectives.
- Manage a robust OEM and industrial sector portfolio, including:
- UNO MINDA
- JCB Aftermarket Dealers – A&A Earthmovers (Noida), JCB Continental (Dehradun), JCB Prem (Agra), JCB Pasco Earthmovers (Delhi & Sonipat)
- Jindal Metal Alloys (Jhajjar)
- Key industries in rubber, footwear, and steel sectors.
- Secured new business of 100 KL Synthetic Thermic Fluid from M/S Haldiram Snacks & Food Ltd – Noida, strengthening HPCL’s presence in the food industry.
- Strengthened OEM relationships by ensuring seamless supply chain, technical support, and timely resolution of queries, improving customer trust and long-term tie-ups.
- Conduct account mapping and opportunity pipeline reviews to identify growth potential and expand HPCL’s product adoption across OEMs and industrial users.
- Ensure timely receivable collection as per credit policies, enhancing cash flow discipline.
- Conduct training sessions, product demonstrations, and technical workshops at OEM and industrial customer sites to improve product awareness and application efficiency.
- Collaborate with cross-functional teams to execute market campaigns, royalty programs, and brand-building initiatives with OEM partners.
- Monitor competition and market trends, recommending portfolio adjustments to capture emerging opportunities in industrial and OEM segments.
Assistant Area Manager
Hindustan Petroleum Corporation Limited
Chandigarh Region (Haryana, Punjab, Himachal Pradesh, Chandigarh)
04.2018 - 05.2022
- Led industrial lubricant sales and P&L management across multiple states, consistently delivering on revenue, volume, and GMVC targets.
- Managed an extensive OEM client portfolio, including:
- Mahindra & Mahindra
- Gabriel
- Indofarm
- Jindal Stainless (Hisar)
- Steel Strips
- JCB
- Partnered with leading industries such as Indag Rubber, Valley Iron Ltd, HMEL, and Steag Energy, driving business expansion through consultative and benefit-selling approaches.
Area Sales Officer -Industrial Lubricants
Hindustan Petroleum Corporation Limited
Ahmedabad Region (18 Districts of Gujarat)
08.2013 - 04.2018
- Managed industrial lubricant sales and distribution across 18 districts (Saurashtra, North & West Gujarat, Ahmedabad), handling a portfolio of 200+ industrial customers.
- Handled OEM accounts including JCB, Endurance, Trirth Agro, Tata Motors, and Bosch Rexroth, achieving an EYC of 2.5 TMT.
- Managed large portfolios in key industries:
- Tyre Manufacturing: BKT Limited – 600 MT EYC
- Reclaimed Rubber: Rajkot-based processors – 2 TMT EYC
- MNC Accounts: Essar Oil, Reliance Industries, Torrent Power, Welspun India, UltraTech Cement, Adani Group.
- Increased HPCL’s market share in Thermic Fluid Lubricating Oils, securing new business with:
- Welspun India Ltd (125 KL)
- Nandan Denim (70 KL)
- Pradeep Overseas (120 KL)
- Signed a multi-location MOU with Adani Group for supply of lubricants across 5 power plants (EYC 350 KL), strengthening HPCL’s OEM and industrial presence.
- Authored a detailed project report on the Indian Plastic Processor Industry, providing actionable insights that were selected at HQ level, leading to a new business model for HPCL in this segment.
- Played a key role in OEM approvals, helping HPCL secure first-ever approval from Bosch Rexroth for new lubricant specifications in axle piston manufacturing.
- Recognized with Outstanding Achievement Awards (FY 2016-17 & FY 2017-18) for exceptional sales performance.
- Awarded for achieving highest Thermic Fluid sales in Gujarat (FY 2016-17 & FY 2017-18).
- Delivered strategic presentations on OEM & Plastic Processing Industry market opportunities, driving new initiatives for business growth at a pan-India level.
Summer Intern
Secure Meters
Udaipur, India
05.2012 - 06.2012
- Project: Study on manufacturing locations covering Indian and International locations and provide recommendation for new location
- Conducted a comparative study of potential manufacturing locations across India and international markets to support future expansion.
- Prepared a feasibility report with investment recommendations, providing Secure Meters with a decision-making framework for evaluating new manufacturing sites.
- Designed a strategic approach in collaboration with the Operations Manager to shortlist optimal locations, considering cost, logistics, and market access.
- Created a reference platform for future manufacturing investments, enabling the company to take informed, long-term strategic decisions.
Education
MBA - Marketing & Strategy
Indian Institute of Management Udaipur
Udaipur, India 04.2001 -
Bachelor of Science - Computer Science and Engineering
Vellore Institute of Technology
Vellore, India 04.2001 -
12th CBSE - Science
Sainik School
Chittaurgarh, India 04.2001 -
10th Class CBSE - Science
Sainik School
Chittaurgarh, India 04.2001 -
Skills
- OEM Key Account Management & Partnerships
- Operations management
- Business Development & Tie-ups
- Consultative Selling & Technical Expertise
- Market/Competition Analysis
- P&L & Business Strategy Execution
- Receivable & Credit Control
- Cross-Functional Leadership & Stakeholder Management
- Data-driven decision making
- Teamwork
Timeline
Senior Area Manager -Industrial Lubricants
Hindustan Petroleum Corporation Limited
05.2022 - Current
Assistant Area Manager
Hindustan Petroleum Corporation Limited
04.2018 - 05.2022
Area Sales Officer -Industrial Lubricants
Hindustan Petroleum Corporation Limited
08.2013 - 04.2018
Summer Intern
Secure Meters
05.2012 - 06.2012
MBA - Marketing & Strategy
Indian Institute of Management Udaipur
04.2001 -
Bachelor of Science - Computer Science and Engineering
Vellore Institute of Technology
04.2001 -
12th CBSE - Science
Sainik School
04.2001 -
10th Class CBSE - Science
Sainik School
04.2001 -