Sr Sales Manager Process Oils & Specialties

HF Sinclair

4d•Remote

About The Position

The Sr Sales Manager is responsible for soliciting new process oil sales while servicing existing accounts in an assigned geography and/or industry. Process Oils are used in many industrial manufacturing applications, therefore strong selling skills along with a technical or chemical degree and industrial chemical sales experience is preferred.

Requirements

Minimum of 5 years of industry related process oil sales experience or the aptitude for application-based sales of specialty chemical products in diverse manufacturing settings.
Post-secondary education required however, a combination of education and relevant work experience will be considered
Exceptional sales and business development aptitude
Effective communication skills – verbal and written
Ability to create mutual respect with peers and customers and create a positive team-based work environment
Ability to perform intermediate level mathematical calculations
Strong Interpersonal and leadership skills, ability to work through objections and product approval processes. Organized, self-motivated and self-directed. Ability to achieve planned objectives
Ability to deal effectively with customers and/or distributors at various levels, including purchasing, quality, plant, technical personnel as well as senior management of customers
Ability to sell direct to end customers and through a Distributor network
Strong negotiation skills
Strong analytical and problem-solving skills. Ability to lead resolution of issues with multiple disciplines within the organization
Strong crisis management skills; ability to handle situations involving conflicts arising out of products being off specification, short/long term refinery/logistical/human error, product outages, customer complaints, etc.
Results-focused
Ability to multi-task
Previous experience in formulating and executing key client account plans with a focus on a solution-selling and value add methodology
Ability to measure and document results in a sales environment
Comfortable and confident in preparing and delivering presentations
Chemical, Mechanical or Industrial Process aptitude and/or interest
Computer literacy to ensure efficient communication and maintenance of accounts
Use of Microsoft Office products
Must reside within 50 miles of a large or medium hub commercial service airport
Must be fluently bilingual in both English and Spanish languages
Must have valid driver’s license
No Travel restrictions within North America or International

Nice To Haves

Previous experience in the sales of rubber process oils, asphalt and adhesives or specialty chemicals in industrial applications. Knowledge of the compounding of rubber, polymer or asphalt product applications is preferred
B.A. or B.S in Business, Chemistry or Technical Degree preferred
MBA with an undergraduate degree in business, chemistry or another technical related field is an asset
Experience with SAP and Salesforce is preferred
An understanding of supply and distribution processes, bulk transportation and refining procedures is an asset
Experience in end use markets including rubber and polymer, asphalt modifiers, adhesives and sealants and chemical additives is also preferred
Candidate preferably resides in Texas or the Southwest US

Responsibilities

Complete customer accountability in assigned geography/industry including pricing recommendations, volume growth, margin and revenue management and payment terms for direct customer accounts and/or distributors
Aptitude for understanding customer applications and experienced in value based selling techniques
Establish productive, professional relationships with key personnel internally as well as at assigned customer accounts
Identify potential new customers/ distributors and develop and execute appropriate account plans for stability and growth
Strong negotiation skills and experience negotiating long term contracts
Meet goals set for profitable sales margin, volume growth, and strategic objectives
Proactively lead strategic account planning processes that develops mutual performance objectives, financial targets, and critical milestones for the account and customer impact statements
Proactively assess, clarify, and validate customer and/or distributor needs on an ongoing basis
Lead solution development efforts that best address customer and/or distributor needs, quality or delivery issues while coordinating the involvement of Marketing Technical Service Advisors, other Sales Managers, Transportation, and other Sales Support functions to fully engage the customer in a long term relationship
Use CRM platform (Salesforce.com) to manage and track customer relationship management. Information to be collected and managed includes tracking opportunities, entering sales call reports, customer contact information
Identify, manage and negotiate innovative new business opportunities with close interaction with internal resources
Manage and problem solve high priority/escalated items
Price and Margin Management
Obtains and provides complete account information, including credit applications and tax exemption certificates as well as gathering detailed information for setting up new accounts. Works with Credit to insure timely payments of invoices
Learning and operating within the parameters of the Account-based and team-based sales process including sharing industry knowledge with others to achieve team goals
Represent HF Sinclair at Industry events and Trade Functions to obtain new sales opportunities and promote brand loyalty and product awareness
Help train distributor sales reps, monitor performance to business plan with distributor owners and management, and make sales calls with distributors
Special assignments or tasks assigned to the employee by their supervisor, as determined from time to time in their sole and complete discretion