Senior Region Manager - Lubricants - GROWMARK, Inc. - Remote (IA)

GROWMARK, Inc.•Waterloo, IA

7d•Remote

About The Position

Lubricant industry technical sales specialist responsible for growing GROWMARK Lubricants branded business in the Central Western US region, working with distributor key account managers as the subject matter expert to secure key accounts/new business growth opportunities selling at all levels of management and building long term relationships with stakeholders. Driving sales and business development productivity across all vertical markets but not limited to expanding into other markets that are beneficial to the company. This is a work from home position with expected travel to customers in IA, MO, KS, and OK approximately 2-3 weeks/month.

Requirements

Normally requires a bachelor’s degree in marketing or acquired technical discipline, and 10+ years related work experience to generate profitable sales in the assigned territory.
Lubricant industry credentials are highly desired such as: STLE CLS, OMA and/or ICML certifications, GROWMARK EA/EMS
Requires the ability to work in territory 2-3 weeks per month.
Demonstrates essential abilities including business knowledge, collaboration, communication, customer focus, decision making and skill development.
Understanding and experience with energy-related products including finished lubricants, additives, grease, engine coolants and filters, sales/marketing, market analysis and pricing strategies.
Critical thinking skills along with persuasiveness capability.
CRM experience is highly desired.
Must have and maintain a valid driver’s license and satisfactory driving record.
Ability to develop technical materials, make technical recommendations, and provide leadership with new technology advances.
Proven computer skills and the ability to use the computer to enhance business processes.
Must have the ability to travel independently and overnight as needed.
Ability and willingness to participate in required training that may include education on GROWMARK’s policies and procedures and additional training as it relates to the requirements of the position.
Commit to continuing education through advanced product knowledge and training, working with manufacturer’s reps, and attending manufacturer sponsored training classes.

Nice To Haves

CRM experience is highly desired.

Responsibilities

Develop strategic growth plans in conjunction with the strategies of both distributor and GROWMARK, Inc. that provide mutual benefits. Development of bulk lubricant business opportunities within the region will be key to success.
Learn GROWMARK Lubricants go-to-market technology and marketing platform to be presented at key accounts including co-development of supporting marketing collateral.
Co-development of sales and marketing efforts in the region and identifies additional opportunities for expansion of the product portfolio.
Co-manage relationships with new and existing customers in the region including account retention strategies.
Lead liaison between distribution network and GROWMARK.
Obtain a complete understanding of GROWMARK Lubricants manufacturing plant operations, capabilities and technical services.
Responsible for meeting sales goals as established by supervisor. Co-generating sales leads/targets and establishing a pipeline for continued growth within the region.
Assist in developing, training, motivating, expanding, and evaluating distribution networks. Keep pace with industry trends, market updates and competitive analysis.
Understand customer needs and provide innovative value-added solutions.
Weekly travel to customers within assigned distribution network.
Work in the field as necessary for application understanding, field trial verification, assist distributor sales force.
Maintain a direct working relationship with distribution network and GROWMARK sales and support teams including lubricant plant activities, Division Manager, Technical Director, Business Development Manager, laboratory projects and marketing teams.
Work internally with product management team, customer service, finance (credit establishment), supply chain, and R&D to ensure customer expectations are met, sales close and/or new customers are set up.
Build a trusting relationship with all job functions within the company.
Get to know and understand distributor ways-of-working in all regions of the territory.
Conduct business reviews quarterly.
Seek/prospect end-user sales opportunities to bring to the distributor.
Ensure you are the first POV with distributor regarding GROWMARK lubricants.
Co-develop sales incentive programs.
Set-up regular sales calls with sales staff.
Evaluate training needs and lead lubricant training initiatives.
Follows GROWMARK’s Code of Conduct and Corporate Compliance Program, Environmental Health and Safety, OSHA and DOT policies and procedures, as they apply.
Performs all other duties as assigned.