Regional Sales Manager

Company and Role Summary:

KLONDIKE Lubricants is a leading independent manufacturer and marketer of high-performance lubricants and chemicals. The company has established a market-leading position in Canada and is rapidly expanding into the U.S. market. With a strong foundation of growth in Western regions, KLONDIKE is now seeking a Regional Sales Manager – Western USA to drive expansion and build a high-performing regional sales team.

This role represents an exceptional opportunity to play a key leadership role during a period of growth and scale. The successful candidate will initially manage and develop a team of three Business Development Managers (BDMs) with plans to expand the team to eight or more over time. The Regional Sales Manager will be both a player-coach, managing a smaller sales territory directly while leading, recruiting, and developing the BDM team across the Western U.S.

The ideal candidate is a proven sales leader with experience in the lubricants or industrial products sector, selling through distributors while supporting them in driving end-user business. This role is both strategic and hands-on, ideal for someone energized by building teams, developing people, and driving sustainable sales growth.

The Company creates globally certified lubricant products ranging from packaged and bulk oils to industrial lubricants and chemicals. Its products come in a range of package sizes, from retail lubricants to a complete selection of tote and bulk oils. The KLONDIKE collection includes a wide range of customized formulations for most applications in any climate and condition.

The focus of KLONDIKE’s sales efforts is exclusively on local and regional distributors, helping them grow their business using an extensive range of products. By not selling directly to end users of the product or to mass merchandisers, it forms loyal long-term partnerships that foster growth for both KLONDIKE and its dealers. This is accomplished through Business Development Managers (BDMs) working in a consultative fashion to support dealers in capturing existing and new growth opportunities.

Investors

KLONDIKE Lubricants is backed by Snowdon Partners, a private equity firm focused on helping companies grow and reach their full potential.

COMPANY OVERVIEW

For over 35 years, KLONDIKE Lubricants Corporation has been challenging the status quo and become the leading independent lubricant brand in Canada. With KLONDIKE’s main concentration being across Canada and the Western U.S., it serves over 1,400 distributor locations with a complete offering of 650 SKUs across 10 product families ranging from engine oils, hydraulic fluids, transmission fluids, greases, specialty chemicals, coolants, process oils and food grade lubricants.

KLONDIKE partners with five main dealer types: diversified aftermarket auto parts providers, fuel and lubricant distributors, agricultural distributors, general industrial distributors, and industrial OEM dealers. Through these channels, the company serves a diverse set of end markets and covers over 95% of market applications, including heavy-duty equipment, marine, automotive, agriculture, construction, manufacturing, forestry, mining, food grade and oil and gas.

A national success story, KLONDIKE has consistently achieved sales growth since 2015 by focusing on helping its distributors grow their businesses through a consultative sales approach and a disciplined commitment to never sell directly to end users or mass merchandisers.

The Business Model and the “WHY”

KLONDIKE’s growth has been driven by disrupting the market through its Unique Selling Proposition (USP), which is a consultative sales approach. This has resulted in the Company gaining significant share from local and global oil and gas majors alike:

- Consultative approach supports distributor end-market expansion.

In addition to providing a full range of products, KLONDIKE’s experienced Business Development Managers (BDMs) add value through their own knowledge, advice/training, and end-user “detailing” (i.e., sales calls). The BDMs also “quarterback” the various support teams the company offers such as technical, marketing, client care, digital, tele-marketing and data including prospect lists to support distributors’ expansion into new end markets and capture opportunity. Personalized consultative support such as annual strategy meetings with key dealer stakeholders to set up an annual roadmap for success sets KLONDIKE apart from its competition.

- Distributed nationwide inventory.

The Company sells its 650 SKUs through a network of 1,400 distributor locations across Canada and the U.S., who in turn carry millions of liters of lubricant on their own shelves.

- Unparalleled customer service and direct access to key decision makers:

KLONDIKE provides a personalized level of service that makes dealers feel valued across the Company. The empowered Client Care team works directly with the distributor to give them the quickest response times and solutions to their inquiries. BDMs know distributors’ stakeholders on a first name basis and working with their teams regularly allows them to capitalize on their strengths in the market.

- KLONDIKE price positioning supports maximum distributor growth.

KLONDIKE is in the middle-market for pricing. This market position allows for maximum growth by attracting price-based consumers through the many features of the range for small increase and gives savings to the global brand buyer while maintaining consistent or better product performance and specifications. It’s value for money is unmistakably the best in the market when incorporating the quality of the product, complete product offering, the benefit of the complete support program and advantage of the loyal partnership.

- Distributor growth support leads to brand loyalty.

Through its commitment to distributors’ growth and disciplined approach to never sell directly to end users or to mass merchandisers, KLONDIKE earns distributors’ loyalty and this partnership benefits from growing sales for its products year over year. This translates into KLONDIKE’s

“WHY”

:

We Grow Independent Business

POSITION OVERVIEW

Regional Sales Manager – Western USA Profile:

The Regional Sales Manager – Western USA will be responsible for driving regional sales growth through the leadership of the BDM team, execution of KLONDIKE’s proven sales playbook, and personal management of key accounts and a smaller direct sales territory.

This individual will lead by example, supporting distributors and end users across key sectors, building high-value relationships, and enabling BDMs to succeed through effective recruitment, training, and coaching. Over time, as the regional team grows, the role will evolve from a player-coach focus toward strategic leadership, team management, and key account oversight.

Key Responsibilities

- Execute KLONDIKE Lubricants’ sales playbook with autonomy to succeed in the Western U.S. market

- Build, lead, and develop a high-performing team of Business Development Managers, focused on distributor growth and end-user engagement

- Manage a smaller personal sales territory while the regional team grows, maintaining and expanding relationships with key customers

- Establish and exceed revenue and customer milestones for both the region and individual territories

- Drive and close deals through a consultative sales approach, working through distributors and supporting them in end-user sales growth

- Recruit, train, and coach BDMs to maximize individual and team performance

- Collaborate with the VP of Sales & Marketing USA to develop regional strategy, team structure, and market priorities

- Implement consistent sales management processes – pipeline reviews, account planning, forecasting, and performance tracking

- Mentor team members and foster accountability through clear metrics tied to results, compensation, and advancement

- Synthesize customer and market feedback to inform strategy, messaging, and future initiatives

- Maintain a culture of collaboration, integrity, and continuous improvement

- Represent KLONDIKE at key customer meetings, trade events, and industry functions

- Identify and implement best practices, processes, and tools

Your Profile

- Bachelor’s Degree in Business, Sales, or a related field preferred

- Extensive sales experience in lubricants, industrial consumables, automotive/industrial distribution, or related sectors

- Proven track record of sales success through distributors, including direct engagement with end users

- Strong leadership experience with the ability to attract, hire, develop, and retain high-performing sales talent

- Demonstrated ability to build teams, motivate individuals, and drive results through accountability and coaching

- Able and willing to ‘get their hands dirty’ building business and creating a winning sales team

- Strong business acumen, able to manage complex distributor relationships and contract negotiations

- Excellent communication and relationship-building skills with executives, distributors, and end users

- Embraces technology as an enabler for growth

- Understands the value of time in the market with customers and sales team

- Goal-oriented, entrepreneurial, and highly motivated by growth and achievement

- Ability to work effectively in a remote environment and travel extensively throughout the region

- Uncompromising integrity, professionalism, and commitment to KLONDIKE’s values.

What We Offer

- A high-performance environment where you will grow and take your career to the next level

- An intensely collaborative team and culture, where decision velocity and results are primary markers of success, but where people are at the heart of it all

- A market-leading mindset where creative solutions are not only encouraged but rewarded

- Competitive compensation including high-caliber bonus plan

- Medical benefits, vehicle allowance, laptop, smart phone