Sales and Service Lubrication Engineer

Position Title: Sales and Service Lubrication Engineer

Reports to: Vice President of Sales

Advanced Lubrication Specialties

Advanced Lubrication Specialties is one of the nation’s largest independent lubricant manufacturers with blending and packaging facilities in Bensalem, Pa., Charleston, SC., Savannah Ga., and Richmond Ca. A family-owned business with over 40 years of experience with a deep tradition of quality and integrity. ALS, an ISO 9001:2008 certified manufacturer, is the exclusive manufacturer/marketer of the Sunoco Lubricants and Goodyear brands as well as a valued blending partner for the nation’s largest major companies, OEM’s, and lubricants distributors.

Role Synopsis

The position of Field Sales and Service Lubrication Engineer (LE) is a critical and specialized role within the engineering domain, fundamentals to optimizing the performance and longevity of machinery and mechanical systems. The LE utilizes expertise in tribology to develop, implement, and maintain lubrication protocols that enhance operational efficiency and prevent costly downtime.

A hybrid role involves identifying and working new commercial and industrial direct business opportunities, supporting existing business relationships, supporting and training distributor network, building strong customer relationships, and offering solutions for various commercial and industrial lubrication needs. The LE is considered a lubrication expert responsible for providing technical support, and strategic guidance to customers, sales teams, and distributors.

The role plays a critical part in enhancing customer and distributor satisfaction, driving business growth, and maintaining a competitive edge in the lubricants market by offering tailored solutions and promoting the company’s products and value-added services. Travel to customers, distributors and meetings account for 50% of the time commitment. An ideal candidate would reside close to a major airport. Although not required, having a residence within easy access to Bensalem, Pa. would be beneficial.

The key industries served are highway transportation, off highway construction, mining, power generation, and general industrial customers. The role includes collaborating with ALS base oil and additive suppliers, internal chemists and formulators, operations, customer service, and marketing colleagues.

Personal Attributes

The Field Sales and Service Lubrication Engineer (LE) needs a blend of technical expertise and strong interpersonal skills. Key attributes include excellent communication (both written and verbal), problem-solving abilities, and the capacity to build relationships with customers and distributors.

The LE needs to possess a solid understanding of lubrication principles, lubricant applications, and experience that transcends a variety of industrial and commercial applications. The LE needs to be adaptable, detail orientated, have a strong work ethic, and be able to analyze and solve customer’s lubrication related issues.

Key Responsibilities

- Developing and implementing lubrication programs, selecting lubricants, and establishing lubrication best practices for both direct and distributor served accounts.

- Establishing used oil analysis programs, inspecting equipment for wear and analyzing data to identify potential problems and optimize lubrication strategies.

- Conduct on-site lubrication audits, plant surveys, and field trials to assess customer needs and recommend appropriate lubrication solutions.

- Stay up to date with industry trends and technical developments, and product specifications to provide accurate and relevant advice to customers, distributors, and sales organization.

- Collaborate with sales organization and distributors to identify new business opportunities and support industrial and commercial lubricant sales growth.

- Create and present field and virtual training on lubrication principles, product application, and product attributes to customers and distributors.

- Assist the sales team and distributors in preparing technical proposals and presentations for new and existing customers.

- Participate in customer and distributor events, site visits, and sales campaigns.

- Support the launch and deployment of new lubricant products, ensuring smooth transitions and customer conversions caused by product introductions and retirements.

- Provide market intelligence and feedback to marketing and product development teams, influencing product range adjustments and service enhancements.

- Collaborates with Sales and Marketing leadership on technical writing and creation of value enhancing programs.

- Be highly proficient in SalesForce CRM and Microsoft application suite. It is critical to use CRM daily to manage account relationships, pipeline, and to build sustainable connections within both the customer and the organization.

- Compliance with ALS Code of Conduct, Values, Behaviors, and HSSE Standards.

Essential Education and Experience

- Bachelor’s degree in relevant field of study (or equivalent). It’s preferred to have a degree in engineering or industrial technology.

- Experience in an industrial environment and applications inclusive, but not limited to rotating equipment, hydraulics, and gearboxes.

- STLE CLS/OMA, MLT-1, MLA-1 (one of these certifications required)

- 2-5 years of experience in a technical role within the industrial or lubricants industry, preferably with exposure to customers facing field-based positions. Familiarity with lubrication terminology and standards are a plus.

- Strong understanding of lubricants, their applications, and industry specifications.

- Excellent communication, interpersonal, and presentation skills.

- Strong problem solving and analytical skills.

- Proven cross functional project management experience and working within layers of an organization.

- Proven experience in written and oral communication and leadership as well experience in managing programs and technical needs of the customer.

- Comfortable in all aspects of the lubricants industry, automotive, commercial, and industrial.

Skills and Competencies

- Products and Services Knowledge

- Experience in a consultative/solution sales and technical sales role.

- Ability to interpret technical data and create and deliver easily understood and executed reports.

- Account Strategy and Planning

- Customer Relationship Management

- Customer Profitability and Value Chain Management

- Understanding of Contacts and Financial Information

- Proficient in use of Microsoft suite of technology and social media sites.

- The ability to hit challenging goals while committing their book of business to improved performance, tenacious and accountable in driving results

- Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and navigate through complex situations

- A leader who is viewed by others as having a high degree of integrity and forethought in their approach to making decisions; the ability to act in a transparent and consistent manner while always considering what is best for the organization

- Naturally connects and builds strong relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively

- An ability to inspire trust and followership in others through compelling influence, powerful charisma, passion in their beliefs, and active drive

- Creates a sense of purpose/meaning for the team that generates followership beyond their own personality and engages others to the greater purpose for the organization as a whole

Compensation and Benefits

- Salaried position with opportunity for annual bonus.

- Salary range $130,000-$150,000 Per Year

- Annual Bonus Range: 10%-15% of Salary

- Complete Suite of benefits to include retirement savings, medical insurance, paid vacations, and life insurance. Vehicle, travel, and business expense reimbursement.

Measurement

The Field Sales and Service Lubrication Engineer is measured according to the following criteria:

- Marketing and Sales Performance: This includes measuring lead generation, sales revenue growth, market share increase, campaign ROI, and customer acquisition. Maintain an active pipeline of opportunity to satisfy company annual budget.

- Technical Support and Expertise: Key metrics are customer satisfaction, resolution time for technical issues, documented successful technical implementations, and feedback on sales team and distributor product and technical knowledge.

- Relationship Management: Success is also measured by customer and distributor retention rate, customer lifetime value, and effectiveness of distributor engagement.

Deliverables

- Detailed reports to executive management (PowerPoints, Excel Spreadsheets, Word Docs, etc.)

- Oral presentations to internal and external audiences

- Meet pre-established due dates for all deliverables assigned to be determined in quarterly review period

- Creation of training Power Point and other information that communicates the value of our brands and services and supports our training initiatives.

- Perform customer lubrication and related technical audits and documentation of product performance.

- Lead new product launches and product rationalization.

- Attend and lead Quarterly Business Reviews with our top distributors and end use customers.

Please submit letter of interest and resume to David Fenderson, Vice President Sales and Marketing.

dfenderson@advancedlubes.com