Position Purpose:
Develop strategic and tactical programs, systems, goals, and objectives to grow our Hydrotex business in the Americas Markets. Work with executive team to structure the organization and the compensation plan to maximize desired behavior and results. Provide leadership, direction, coaching, and recommendations to support an internal and external team of sales professionals with their portfolios with a primary focus in Food & Beverage, Construction, Agriculture, Manufacturing and other Industrial segments.
The role is responsible for the direction and management of all sales activity within business segment including market competitiveness, channel strategy, and collaboration.
Job Responsibilities:
- Manage sales team’s work performance and support them in obtaining their revenue and gross profit margin objectives.
- Lead the business to grow by onboarding new customers, increasing share of wallet with existing customers, cross selling across our brands, and expanding into geographies where voids exist.
- Develop strategy to penetrate new market segments effectively through new partners.
- Establish and manage high level contacts and relationship at key customers and support existing partners to ensure sales activities achieve the goals and objectives established in conjunction with senior leadership.
- Respond to customer insights to create product offerings and pricing that fit market needs for different customers.
- Work with Marketing and Product Management teams to generate new marketing material in order to introduce and promote new products to customers.
- Partner and utilize efforts of R&D team to develop and refine products to enhance market share with existing and/or new accounts to increase sales.
- Assess and acquire new distribution channels in the territory as needed to achieve market share and revenue goals in the territory.
- Develop and execute growth strategy plans to increase market penetration.
- Provide sales training and field support to direct reports and partners.
- Develop and monitor partner sales activity and performance within the territory.
- Help create and implement a quarterly sales plan in conjunction with senior management.
- Develop relationships and guide employees and partners in the development of sales strategies, prospecting, pipeline reviews and execution of business plans. Provide regular reporting on performance to sales leadership.
- Leverage CRM (Sales Force) to manage sales team pipeline and activities.
- Ensure exceptional customer service is provided to internal and external customers.
- Conduct sales calls / exhibition and conference visits which may involve international travel.
- Other duties as assigned by your supervisor
Job Requirements:
- A Bachelor’s degree.
- Minimum of 10 years of sales and management experience within the lubrication B2B sector.
- Travel up to 50% potentially including International.
Essential Skills & Experience:
- Channel partner sales management and business development experience.
- New market penetration experience. Sales and marketing strategy development experience.
- A proven track record of success in prospecting and achieving monthly goals and can draw upon those experiences to teach others to attain results.
- High energy and superb communication skills with the ability to consultatively demonstrate our products highlighting their benefits/advantages/features to our customers. Ability to work with all levels from corporate to field employees.
- Strong understanding of sales, finance and management skills.
- Ability to work independently and strong organizational skills to manage sales team, time, territory, and resources effectively.
- Strong follow through skills to close leads and action items.
- An active listener who continues to learn while pulling others to collaborate in achieving global objectives – A collaborative style.
- High ethical standards and strong understanding of the region’s various cultures, norms, surrounding how business is conducted in the target markets is essential.
Whitmore offers excellent competitive wages, Performance and Attendance Bonus programs, world-class benefits, and unparalleled opportunities for development – all to create an invigorating and satisfying environment.
Benefits:
- Medical, Dental, Vision insurance
- Disability insurance
- Life insurance
- Flexible Spending Account & Health Savings Account
- Paid time off (PTO)
- Maternity & Paternity leave
- Employee Assistance Program
- Tuition reimbursement
- 401(k) $1-$1 match, up to 6% - vest immediately
- 401(k) additional profit sharing – up to 3%
- Employer Stock Ownership Plan (ESOP)
Whitmore is an equal opportunity employer. Qualified applicants will be considered without regard to race, color, religion, national origin, sex, age, marital status, personal appearance, sexual orientation, gender identity or expression, familial status, family responsibilities, matriculation, political affiliation, genetic information, veteran status, disability, source of income, status as a victim of an intra-family offense, and place of residence or business.
We support and care for our employees by providing them with development opportunities that enhance their career fulfillment; meaningful compensation & benefits that help them care for their family; and opportunities to contribute to the community and enhance the lives of others through Whitmore Cares.
