Sr. Regional 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 Industrial business's West region.

KEY OBJECTIVES AND RESPONSIBILITIES:

Team Leadership & Development

• Provide strong leadership to a team of Territory Sales Managers (TSM's)
• Coach and develop TSM's according to their professional development needs & goals
• Guide sellers through the buying journey with customers, providing real-time feedback to both improve opportunity outcomes and set up future seller success
• Instill value selling practices in the sales team by honing sellers' understanding of customer needs, value proposition development, and structuring impactful deals
• Align business objectives and regional opportunities to prioritize & allocate TSM time, set targets and shape areas of responsibility

Strategic Planning and Execution

• Deliver assigned sales volume and margin targets in a B2B environment through a mix of direct and distributor channels that are managed by the TSM team
• Set regional sales quotas for the overall geography and individual TSM's
• Ensure TSM's have robust account and territory plans in place to attain sales targets, grow share of wallet, and expand customer base
• Drive robust documentation of customer call activity and pipeline status in CRM to provide rolled up reports & insights on the region to senior management
• Cascade the global industrial strategy into regional business plans which identify growth pipeline in the overall region, assigns TSM ownership and enable them 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 region
• Collaborate with Channel Marketing teams to shape campaigns and promotions that support regional business growth and drive lead qualification / conversion by the TSM team

Customer Intimacy

• Work alongside TSMs to build trust and relationships at higher levels in our direct customers' and distributors' organizations
• Understand and influence customer buying groups alongside the TSM to improve opportunity outcomes and create Calumet advocates within the account
• Leverage customer relationships to improve our understanding of competitive position
• Aggregate customer needs across TSM territories to paint a holistic picture of market requirements to grow in the region

Internal Advocacy

• Partner with key internal stakeholder groups in marketing, product management, and R&D to represent the regional customer needs and shape our go-forward strategy and product portfolio
• Identify and communicate barriers facing the team, including gaps in Calumet tools, systems, and process that could improve seller effectiveness

Other

• Represent Calumet in a manner consistent with our Vision/Mission/Values
• 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
• 10+ 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 75% of the time
• Valid Driver's License required.

PREFERRED EDUCATION/EXPERIENCES:

• Lubrication certifications & exposure to industry groups (STE, ILMA, NLGI, etc.)
• Sales experience preferred, ideally in a highly technical B2B environment
• Experience managing front line sales teams (account managers, reps, etc.)
• Proven success in a highly technical / value selling environment
• Experience in industrial lubricants and applications in a plus
• MBA is a plus

COMPETENCIES:

• Resonate leadership with a bias to achieve results through motivating others
• Coaching competencies to manage and develop sales professionals
• Ability to quickly build relationships and foster trust with new individuals
• 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
• 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.