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
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
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
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
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 -
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