Refinery Regional Sales Manager

American Refining Group Inc.•Bradford, PA

18h

About The Position

This position is responsible for developing & implementing sales growth & retention plans to maximize targeted volume and profit objectives. Drive retention & growth within the OEM, Toll Blending & Private Label segments. Individuals in this role will have account management responsibilities and be tasked as the hunter within the specified markets supporting ARG’s blended lubricants growth initiatives. This role requires collaboration with Product & Business Managers/Directors, Marketing, ARG’s Refinery Products Sales Team and Sales Support to implement strategy as set by the Leadership Team, as well as to optimize placement of ARG’s overall product portfolio in both the existing customer base and through vigorous prospecting of new customers. Under minimal supervision, this position reports to the Blended Lubricants Business Director.

Requirements

Bachelor’s Degree required with five (5+) years’ experience with industry sales and/or marketing.
Proficient in the use of general office technologies, Microsoft Office suite of applications including PowerPoint, Excel, Word, and Outlook as well as other applicable software.
Must possess and maintain a valid motor vehicle driver’s license.
Must reside within a 300-mile radius of Bradford, PA Refinery to support business operations.
Motivated to land new business; managing accounts is one aspect with the primary focus centering on driving new sales.
Possess a high degree of personal accountability and ownership with resilience and perseverance to land new and grow existing business.
Exhibit expertise in establishing, growing, and maintaining relationships based on trust, transparency, and open communication at all levels of the organization and beyond.
Demonstrate value-based selling principles to differentiate ARG product based on competitive advantage and not solely on price positioning.
Works as a team player who brings others together with collaboration being an integral ingredient to success.
Possess in-depth knowledge of the refining industry; understand end market applications and performance advantages/differentiators of products and services

Responsibilities

Identify and acquire new customers to support ARG business plans.
Build and maintain a sales pipeline with a high conversion rate.
Network within the industry to drive new leads and opportunities.
Collaborate with the Blended Lubricants team & lead preparation of price quotes, business proposals.
Develop and implement annual business/account plans with customers to increase share of wallet.
Establish relationships at all levels of the account from the senior level through Purchasing, R&D, Operations, etc.
Utilize ARG resources to document and effectively communicate value provided to ARG customers.
Create and conduct customer business reviews with frequency and content as directed by the Sales Director
Provide marketplace and competitor feedback to Product and Business Director, Operations and Research and Development through participation in ARG’s product focus groups.
Collaborate with the Blended lubricants Product Manager to initiate the established Product Development Process as appropriate.
Keep updated ARG’s “Sales Operations Excellence” (SOE) file pertinent existing/prospective customer interactions.
Successfully complete ARG trainings
Participate in industry conferences & local industry associations as deemed pertinent by the Business Director & ARG Leadership Team to drive both development, prospecting & ARG industry presence.