Senior Sales Manager, Industrial

Industrial SR Sales Manager Western US Region.

PURPOSE:

The Industrial Sr Sales Manager will manage a team of Industrial sales representatives in their assigned Territory. This position will manage and coach a team of up to three Industrial sales representatives and provide support to the team and customers at all levels of responsibility with the sales tools, product training, and industry knowledge necessary to successfully increase sales of Calumet Specialty lubricants.

KEY OBJECTIVES AND RESPONSIBILITIES:

• Manage a team of sales representatives and travel accordingly within their territories in the Western third of the US.
• Manage C4C daily to assure documentation and activities are documented.
• Multitask between teams calls and sales calls
• Represent Calumet in a manner consistent with our Vision/Mission/Values
• Deliver assigned sales volume and margin targets
• Manage and direct distributor sales force and manufacturers' representatives in assigned territory to achieve sales and profit goals.
• Regularly provide product training, sales training, and support to distributor employees at the distributor/dealer/customer levels
• Identify, define and develop strategies for securing business opportunities within assigned region for Calumet lubricants.
• Design and recommend sales programs and set long and short-term sales strategies.
• Implement and facilitate national programs within assigned territory as directed and designed by Channel Sales Manager/ Director of Sales
• Foster positive working relations with reseller staff at all levels including the executive level and front-line employee level.
• Leverage all marketing initiatives within assigned territory to increase sales and cultivate relationships with distributors and dealers.
• Aid wholesale distributors in soliciting and servicing potential end-user, dealer and commercial accounts.
• Aid in recruitment and development of new distributors.
• Provide Channel Sales Manager and Director of Sales with a weekly sales report that includes information about recent activity and interaction with resellers, plans to maximize sales, industry trends and feedback.
• Attends distributors' sales and marketing conferences as deemed appropriate.
• Solid understanding of all Calumet resources, services and abilities
• Additional duties as assigned.

REQUIRED EDUCATION/EXPERIENCES:

• 7+ years of relevant experience and bachelor's degree OR equivalent combination of education and experience
• Experience selling in Industrial Lubricants sectors and knowledge of this industry.
• Strong knowledge and background in Industrial lubricants and applications
• Understanding of opportunities requiring Industrial and Well Completion lubricants
• Specific experience related to general lubrication.
• Knowledge of commonly used concepts, practices, and procedures within the industrial and commercial aftermarket
• Computer literate and have experience working with Microsoft programs and sales CRM/database programs.
• Ability to travel within territory extensively.
• Good driving record

PREFERRED EDUCATION/EXPERIENCES:

• Lubrication certification (Certified Lubrication Specialist)

COMPETENCIES:

• Business Acumen & Partnership - Demonstrated ability to understand the business and align activity to meet business needs at both strategic and operational levels.
• Delivers Results - Attentive to detail and demonstrated ability to deliver on accountabilities to help the business and the team be successful. Track record of high-performance.
• Drive- Positive energy, ambitious, courageous, flexible but decisive, with the ability to take on continuous and complex business challenges in a fast-paced environment. Persistence to drive to solutions despite obstacles and/or competing priorities.
• Emotional Maturity - Ability to withstand pressure and manage emotions effectively to create the right effect on people and organization.
• Ethics & Integrity - High degree of personal integrity in all business dealings.
• Functional Skill - Expertise in selling, lubricants and oilfield industry.
• Influencing & Engagement Skills - Ability to proactively engage and influence others at all levels, at times without formal authority. Confidence and ability to have critical conversations, if necessary.
• Judgment/Decision-Making - Smart, with the ability to think through issues and make wise decisions, often without all facts and information or high levels of direction.
• Problem-Solving & Opportunity Identification - Ability to frame clear problem statements and use objective information and data to help solve complex business challenges and generate options and solutions for business leaders. Identify opportunities for continuous improvement to contribute value to the business.
• Teamwork/Collaboration - A great team player with a great attitude, good customer service orientation, and focused on delivering outstanding results to their clients and the business, overall.
• Demonstration of Calumet Values - Safety, Environment & Social Responsibility, Teamwork, Ownership, Passion for Customers, and Excellence

Salary and benefits commensurate with experience. We are an equal opportunity employer including disability and veteran. All offers of employment are conditioned upon successfully passing a drug test.