General Summary:
The Senior Sales and Engineering Representative will split time supporting the functions of Application Engineering by providing sales, marketing, and technical support in the Marine, Commercial and Industrial lubricants segment while providing training and developmental support to strengthen the sales management and technical skills of MOP customer facing sales teams.
Primary Responsibilities and Duties:
- Collaborate with account managers and sales reps on important customer opportunities and provide individualized coaching support both for technical competencies and sales behaviors.
- Collaborate with account managers and RSMs to create and document customer Business Reviews, either quarterly or annually, dependent on the customer stratification
- Provide a broad range of technical subject matter expertise to support knowledge growth of lubricants and effective lubrication maintenance practices for improved equipment reliability. Expertise would be called upon in support of knowledge growth and sales performance improvements in Commercial and Industrial segments.
- Jointly charged with sales representative to understand the activity, business operations, and needs of customers, provide sound information and advice on products and services, and to sell and negotiate beneficial solutions for the customers and MOP.
- Develop and mentor account managers on lateral expansions and account penetration strategy development.
- Work with the VP of Commercial and Industrial Sales, Regional Sales Managers, and Marketing Staff to plan the company’s sales campaign, developing the skills of the sales team, implementing key account plans and proactively reviewing the effectiveness of sales efforts.
- Works with the RSMs of Commercial and Industrial Sales to develop sales plans based on regional market and competitor analysis. Assists in the development of plans to maximize the effectiveness of the sale force with respect to Marine, Commercial and Industrial specialty products and services.
- Support new business development independently and with the account managers and sales organization to develop tools for focused prospecting.
- Works with sales staff to ensure customer satisfaction by interacting directly with customers to improve the product and understanding customer’s needs. May include accompanying sales professionals to client meetings to sell the product.
- Develop, train, and manage designated industrial sales representatives.
- Ensure the profitability and growth of specific products and maximizing sales results for these products across assigned geographic markets/regions.
- Be an expert about specific products and strategically plan production, marketing, and sales interacting with many organizational departments and customers.
- Key account plan development to include the documentation and presentation of value-added support given to customer base through the available CRM system.
- Define and regularly review relevant customer relationships, behavioral, and differentiated services. This can include, credit control duties, volume shortfalls, and contractual penalties.
- Review and plan customer business, products, service packages, contracts, prices, credit terms, credit limits, and debt/payables management.
- Organizing and providing technical products training to strengthen the selling skills of internal and external sales representatives supporting B2B & B2C sales to Commercial and Industrial business sectors. Training methods include traditional instructor led classroom training, OJT, and a blended learning approach including use of virtual web-based training platforms.
- Perform technical resources and help to resolve customer issues, provide situational sales support and coaching, and provide practical field input in support of marketing initiatives.
- Sales and technical credentials and experience to quickly establish credibility with groups of wide and varying background.
- Review the marketability of specific products/competitiveness; execute on Plant Studies, audits, Total Cost of Ownership exercises and support proper product selection to contribute to the overall gross margin and volume growth plans.
- Responsible for training customer maintenance team on proper application and best practice maintenance to increase value add satisfaction.
- Marketing responsibilities include analyzing current market trends related to the product and ensure marketability. May include attending industry conferences and participating in related professional organizations.
- Provide technical advice/information to sales & marketing on issues such as communication, media events, product introduction, data sheets etc.
- Demonstrated ability to create and effectively deliver technical and sales presentations.
- Act as a resource for product crossovers, application and source points for sales representatives.
- Work with the C&I team to asses develop and execute individual professional/technical plans for each team member to progress to obtain their CLS.
- Contribute to the review all MS-DS (SDS) & PDS sheets to ensure all are up to date and or correct; also include all ReNew products. Support manufacturing, logistics, and supply chain on product waivers, material substitution, new product introduction, specification changes relevant to the industry segments and specialty products assigned.
- Liaise with Original Equipment Manufacturers (OEMs) building effective networks with subject matter experts, and Monitor, Document, and Report on product trials where applicable .
- Deliver technical support to customers to resolve issues and provide product advice.
- Be responsible and proactive in HSSE issues that affect the individual, the office/field environment and their customers.
- Maintain a safe work environment by complying with all safety policies and procedures.
- Manage expenses to ensure budget requirements are met.
Position Requirements:
- BS degree in Management, Marketing, or related business discipline.
- Technical certification(s) to include but not be limited to at least one of CLS, OMA1, and MLA1
- 10 years plus relevant sales experience with B2B sales in a new business development role.
- Ability to develop and implement winning sales strategies.
- Proven experience meeting sales quotas and deadlines.
- Proven experience in mentoring a sales team, identify strengthens and weaknesses of such, and addressing.
- Ability to understand and align the needs of customers with company services and present compelling value propositions.
- Confidence engaging with sales teams in the field, meetings and negotiations.
- Deep knowledge of a lubricant product’s functionality and abilities.
- Training and development of sales force on product and technical aspects.
- Provide leadership on the integrity and management of technical data.
- Understanding of Used Oil analysis and experienced with interpretation of test result.
- Previous industry field environment experience desired.
- Verifiable work history and previous success building and maintaining relationships.
- Ability to well work under pressure and meet customer’s expectations.
- Collaborative mindset focused on the best outcomes for the company, its customers, and employees.
Position Competencies:
- Ability to establish priorities, work independently, and achieve department objectives.
- Ability to create and maintain a positive work environment and culture.
- Strong leadership skills with the ability to develop and motivate a team.
- Ability to make recommendations and communicate with all levels of management, customers, and vendors.
- Ability to make independent fact-based decisions in a quick and responsive manner with little to no supervision.
- Experience with hiring, coaching, training, and managing individuals in your department.
- Proven experience identifying problems of varying complexities and finding effective solutions with few guidelines.
- Strong organizational skills, multi-tasking, problem-solving, troubleshooting, and time management skills with attention to detail.
- Must be team-oriented, highly organized, detail-oriented, and have successfully demonstrated the ability to manage multiple priorities.
- Demonstrate a professional and positive attitude in all internal and external customer interactions.
- Self-starter and independent thinker with the ability to take initiative and make sound decisions.
- Responsive to the needs of internal and external customers with a sense of urgency and commitment to follow up.
- Solid customer experience skills and ability to build value-added relationships.
- Advance computer skills with proficiency with Microsoft Office Word, Outlook, PowerPoint, etc. previous CRM system experience preferred.
Working Environment:
The work of this position is performed in a broad range of field, office (home or other), warehouse, plant and mill environments. This position requires the ability to work under pressure and communicate with a diverse population including other employees, customers, vendors, etc. This position also requires moderate periods of sitting in a regular seated position as well as the use of general office equipment including phones, printers, computers, (mouse, keyboard, etc.) This position is domiciled in the McPherson Gulf Coast Region, including South AL, South MS, Louisiana or the FL panhandle, wherein the employee may choose to line in any of the above.
The job description of the Senior Sales and Engineering Representative is not inclusive and is subject to changes, additions, and deletions as determined by the supervisor.
The McPherson Companies, Inc. is an Equal Opportunity Employer – M/F/Vets/Disabled.
