Sales Representative - Industrial

BHC - Brulin Holding Company - Indianapolis, IN (30+ days ago)

BHC manufactures specialty chemicals under two trusted brands — Brulin and Patco Food Safety — to markets such as Building Maintenance, Healthcare, Industrial and Food Service. We are committed to progressive R&D, our stringent quality assurance and specification standards, and first-in-class service.

The Industrial Sales Specialist position will serve as a technical sales representative for our industrial product line. The Specialist must possess extensive product knowledge and an understanding of technical specifications and scientific industrial processes that pertain to the specific products. The Specialist is responsible for establishing and fostering relationships with existing and new customers to generate meaningful sales growth and profitability. This role serves as a local expert to answer all inquiries with regards to BHC industrial products and manages the territory in accordance with company guidelines, requirements, and corporate objectives.

The territory covers: Ohio, Indiana, Michigan.

Duties & Responsibilities:
Strategic Initiatives

Supports BHC’s corporate objectives as an expert in sales of the industrial product line

Conducts business in accordance to Business Development Manager’s strategies and Sales Manager’s direction

Maintains an in-depth product knowledge and understanding of technical specifications and scientific industrial processes that pertain to the specific products

Assists the Business Development Manager and the Sales Manager in identifying the need for new or modified products/services/tactics to meet customer needs

Maintains a strong knowledge of the competition

Attends trade shows, industry events and corporate meetings


Prospects, identifies, and qualifies new customers. Ascertains needs, demos products, negotiates pricing within established guidelines, and closes sales

Analyzes territory to assess growth potential and hit management’s profitability targets. Evaluates results and takes corrective action as needed

Develops and maintains relationships with key industrial channel partners and cleaning equipment manufacturers to increase sales leads

Performs “work with” days, holds periodic sales meetings, conducts evaluations, and implements strategic plans

Conducts technical presentations of BHC industrial products to demonstrate how it will solve a specific customer problem. Recommends products to customers, showing how changes will lower costs and improve operations

Serves as a resource to employees and customers as industrial product expert to help understand customer requirements, provide sales support, and recommend improved materials or highly reliable cleaning processes that will lower costs or increase production


Tracks sales activities, writes reports, budget control, negotiates contracts and provides customer feedback regarding products

Understands BHC’s ISO Quality System and responsibilities in support of this system, i.e., the ISO Customer Complaint System used for product complaints

Desired Skills & Qualifications:
Bachelor’s degree in Chemistry, Engineering (Chemical or Manufacturing) or related field

3-5 years sales experience in industrial or related markets

Possess general industry knowledge/experience

Ability to present self as subject matter expert in all things related to product line and scientific industrial processes

Have outstanding technical presentation skills to create and participate in pre-sales, post-sales training programs and sales presentations

Ability to analyze data, interpret information and provide recommendations. Able to weigh alternatives against objectives and arrive at a reasonable solution

Ability to manage multiple projects with a sense of urgency and efficiency, and engage others towards results and manage the completion of tasks

Ability able to travel. Overnights required

Be proficient in Microsoft Office, e.g., Microsoft Word, Excel, Outlook

Be self-motivated, customer service oriented, and able to work independently and as a team

Possess excellent oral and verbal communication skills

Maintain a professional appearance and provide a positive company image to the public