Territory Sales Manager, Industrial

Who are we?

At Calumet we deliver innovative specialty products trusted by companies across the globe. We are the foundation to everyday essential products that help millions of people live and thrive. We are headquartered in Indianapolis and have numerous production locations in the US. We are customer focused and utilize our values of collaboration and entrepreneurship to grow the business. We offer a dynamic, high-performance environment where team members can have real input and impact on our business. If you’re ready to roll up your sleeves, treat the business as if it is your own and add value accordingly, come see why we’re Calumet Proud!

PURPOSE:

Deliver differentiated value to both direct customers as well as distributors by executing on Calumet’s value proposition at accounts throughout the assigned territory. Build relationships at all levels of customers’ respective organizations, understand and document their individual and organizational needs, and match customer requirements with the appropriate Calumet products and services. Support distributors with sales tools, product training, and industry knowledge required to successfully achieve growth with end users. Drive sustainable, profitable revenue growth in a subset of focus sectors within the territory to meet or exceed assigned sales budgets. Ideal candidate to be located in the Mid-West Region.

KEY OBJECTIVES AND RESPONSIBILITIES:

- Represent Calumet in a manner consistent with our Vision/Mission/Values

- Deliver assigned sales volume and margin targets in a B2B environment through a mix of direct and distributor channels

- Cascade the global and regional industrial strategy into territory level business plans which identify growth pipeline in territory and define a tactical plan to bring opportunities to closure

- Coordinate with Marketing team and Sales Leadership to develop a fit-for-purpose direct vs. distributor channel mix in assigned territory

- Partner with and direct distributor salesforce within territory, provide product training to their teams, and engage in end-user opportunity support to achieve sales goals through distribution channel

- Foster trust and positive working relations with both direct customers and distributors staff at all levels including the executive level and front-line employee level

- Tailor Calumet’s value proposition to direct industrial customers by analyzing their business, understanding their pain points and value creators, and presenting solutions that deliver value for Calumet’s customers and drive high margin business growth in the direct channel

- Collaborate with channel marketing teams to shape campaigns and promotions that support territory growth and partner to qualify and convert leads

- Maintain robust documentation of customer call activity and pipeline status in CRM as well as provide regular business updates to senior management on territory activity and plans

- Map customer buying groups to identify all individuals driving purchasing decisions and navigate opportunities through customer teams

- Partner with key internal stakeholder groups in marketing, product management, and R&D to represent the voice of the customer internally and shape our go-forward strategy and product portfolio

- Additional duties as assigned

REQUIRED EDUCATION/EXPERIENCES:

- Bachelor’s degree in a technical discipline such as chemistry or engineering, or a business-related degree in marketing, sales, or finance preferred or equivalent combination of education and experience

- 5+ years of experience in marketing or sales, preferably within the lubricants industry and with B2B customer interactions

- A proven track record of delivering sales growth and results

- Experience building new pipelines and onboarding new customer accounts

- Experience in CRM technologies for tracking and insights generation

- Willingness and ability to travel up to 50% of the time

- Valid Driver’s License required.

PREFERRED EDUCATION/EXPERIENCES:

- Lubrication certifications

- Sales experience preferred, ideally in a highly technical B2B environment

- Experience in industrial lubricants and applications in a plus

- MBA is a plus

COMPETENCIES:

- Ability to quickly build relationships and foster trust with new individuals

- Team player with a strong ability to learn independently

- Strong commercial acumen with the ability to use customer needs to craft valuable offers

- Technical aptitude to thrive in a more technical sales environment

- Solid understanding of key finance & business principles such as total cost of ownership, ROI, margin analysis, working capital to be able to independently structure deals

- Hunter sales mindset with the desire to drive growth in areas of responsibility

- Proactive and self-starter mindset with a strong sense of ownership

- Strong negotiation skillset

- Well-organized and structured with the ability to complete tasks on time and with high quality

- Exceptional communication and interpersonal skills

- Proficiency in Microsoft PowerPoint, Excel, Word, and Outlook

- Proficiency in verbal and written English; bilingual capabilities are a plus

- Demonstration of Calumet Values – Safety, Environment & Social Responsibility, Teamwork, Ownership, Passion for Customers, and Excellence

Salary and benefits commensurate with experience. We are an equal opportunity employer including disability and veteran. All offers of employment are conditioned upon successfully passing a drug test.