Job Description

Blaser Swisslube USA was founded more than Forty years ago. Sales activities started 1981 in White Plains (NY), and five years later in 1986 the Goshen production plant opened. Success soon came thanks to competent customer support by the team of sales engineers and machining specialists. Not least for this reason, customers regard Blaser Swisslube as the best firm in this sector on the US market. Goshen is the Blaser Swisslube headquarters for North and South America.





We are seeking an experienced Sales Director to join our sales team. Reporting to the Managing Director, the ideal candidate will have extensive experience in the metalworking industries, along with deep knowledge of machining processes, materials, and tooling. Prior management responsibilities are a requirement for this role.
Sales Director-Central


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Tasks, Responsibilities, Competences

Responsibilities

Sales & Sales Management:

Direct and coordinate recruit, retain and recover activities. Establish, agree on and manage target account list with each Area Manager. Support and assist in the recruiting process of main target accounts through Blaser's sales process Train, coach and assist Area Managers/Sales Engineers and Service Engineers in measuring and documenting productivity gains & improvements Motivate Area Managers/Sales Engineers and Service Engineers in application of the Take 25 Strategy and our 4 - step process including the use of the relevant tools, e.g. LTA, Retention Management Plans, etc. Decide on pricing strategy per rules of Authority for strategically important customers and as per the requests of the sales team Support and assist Area Managers/Sales Engineers in customer retention and recovery activities Continuously coach and train district sales force on VBSS (Value Based Solution Selling), use and application of Blaser Swisslube products, use and application of Blaser Swisslube's Liquid Tool Analyzer, use of sales tools, daily tasks with the goal to optimize productivity and increase sales Assist in the recruitment and hiring Area Managers/Sales Engineers to meet the district's needs. Review operational reports to ensure adherence to company policies, procedures and tools Review CRM to monitor/track sales opportunities, sales funnel, complaints, and top customers. Manage by objectives, co-create goals and set the POA for your district Conduct and document Area Manager/Sales Engineer reviews. To coordinate sales with Area Manager/Sales Engineer in their territories. Manage, coordinate and lead specific project initiatives

Customers:

Network and establish relationships with the strategically most important prospects based on established Area Manager/Sales Engineer target account list Document customer visits and relevant account information in CRM. To maintain and expand relationships with our strategically most important customers Continuously assess our Value Proposition and ensure Services-In-The-Drum activities are occurring and being documented in CRM Troubleshoot where requested by Area Manager/Service Engineer Assist Product Manager in identifying customer partners for field test opportunities based on defined field test objectives as per Product Manager

Business Partners (BP):

Establish and maintain rapport with owner(s) and management of BP organizations within district Inform BP sales force about our offerings, special initiatives and programs (together with Area Manager), and motivate them to utilize them in the field Oversee compliance of BP organizations with established company policies and standards as described in the Business Partners Agreement

To assist Area Managers and Customer Service to assure that BP sales force is continuously being coached and trained on:

VBSS (Value Based Solution Selling). Use and application of Blaser Swisslube Products Use of sales tools like literature, brochures, flyers, SDS, Liquid Tool Analyzer, etc. Use of salesmen kit consisting of refractometer, hardness strips, pH strips, etc. Conduct and document Annual Commitment letter meeting with BP management in coordination with Area Manager Conduct quarterly meetings with BP Management in coordination with Area Manager to track progress, adjust POA (Plan of Action) where necessary and continuously measure and evaluate the performance of BP organization Coordinate sales in all territories. To continuously optimize the sales channels within the district (Sales Network Optimization)

Industrial Partnerships: MTB & CTM (Machine Tool Builder & Cutting Tool Manufacturer):

Build and maintain MTB, MTD (Machine Tool Dealer) and CTM relationships and network in coordination with Area Manager/Service Engineer Coordinate and implement MTB and MTD program on regional level under the guidance of Industry Partnership Manager / National Sales Director Assist Area Managers in promoting Voucher Program. Support and service Industrial Partners

Educational Facilities and Technical Colleges:

Promote Blaser Swisslube products and technology in coordination with Area Managers/Sales Engineers Encourage Area Managers to selectively organize and conduct coolant training classes

Market Intelligence:

Identify and document current and future market trends within the district which affects the use of Blaser's Liquid Tool (People, Product, Service) related to distribution, customers / industry segments, competitors, industrial partners Attend tradeshows and open houses and represent Blaser Swisslube at Association meetings where needed

Large Account Management (LAM):

Coordination of large accounts growth initiative. Key account management (KAM) Actively drive the program by coordinating and organizing regular group meeting with participants from Sales and Product Management. Oversee follow-up meetings involving the respective teams. Ensure proper documentation of accounts progress and activities. Personally take over ownership of large accounts where applicable. Be regional liaison to global large accounts KAM organization

Objective and Requirements

Objective / purpose of the function

To implement the company strategy and specific company initiatives relevant to the district To generate sales, improve profitability and gain market share for assigned district and manage, lead /coach the district team To coordinate segment related activities, where applicable To lead and ensure implementation of the Blaser Key Sales processes (Customer Acquisition Process, Retention Management incl. Services-in-the-drum, Complaint Management Process)

Requirements

Education:

College or Technical Degree

Experience:

Background in Metalworking Industry (knowledge of machining processes, materials & tooling) Prior management responsibilities, preferably of a sales team of at least 3 years Sales Experience of at least 8 years.

Knowledge & Skills:

Demonstrates leadership skills. Ability to develop & train workforce and utilize team members in order to maximize success Effective time management skills, strong sales, communication & relationship building skills Excellent written communication and presentation skills (English) Computer skills: Microsoft Outlook, Word, Excel, and PowerPoint applications, Tablet (iPhone) usage, CRM (Microsoft Dynamics, Salesforce, or similar software), strong typing skills

Personal Attributes:

Positive attitude, well organized, lead by example and 'hands-on' approach Self-motivated and goal oriented Conducts the highest ethical and moral values, personally and in business practices Willingness to travel: Up to 50% nationally and internationally on a very limited basis

Indicators for the appraisal of achievements

Turnover growth Sales volume growth Number of Value Communications (productivity studies) Number of opportunities and drums won with Large Accounts Number of Multiplication projects with Large Accounts Others as appropriate

Job Type: Full-Time



This is a fully remote position within the United States.

Preferred Locations:

While candidatesfrom anywhere in the U.S. are welcome to apply, we have a strong preference for individuals based in:

Chicago, IL Dallas, TX Indianapolis, IN Cincinnati, OH

Salary: $145,000 - $155,000

Your opportunity

We're offering a challenging and dynamic position within a motivated team. Co-operation that's based on trust, openness and mutual respect. Modern infrastructure in an attractive working Environment.


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