Territory Sales Manager, Lubricant & Fuel Additives

Essential Job Functions Include: Drive new customer acquisition and sales growth across the territory Prospect, identify and develop new lubricant, fuel and specialty chemical opportunities Build and maintain an active pipeline of qualified prospects and consistently advance opportunities toward close Develop territory strategies to penetrate new customers and capture competitively held business Expand revenue, volume and product penetration within existing accounts Use a consultative, solution-based sales process to uncover customer needs and identify new applications Partner with technical and product resources to develop solutions that address customer performance and formulation challenges Lead pricing discussions, proposals, negotiations and closing activities Build relationships across purchasing, technical, operations and leadership Monitor competitors, market developments and emerging opportunities throughout the territory Independently plan and manage 50-60% travel from a remote home office Qualifications and Experience Required: Bachelor’s degree in Business, Marketing, Chemistry or related field preferred 3-5+ years of technical or consultative B2B sales experience selling specialty chemicals, lubricant or fuel additives, base oils, industrial lubricants, grease, metalworking fluids and/or related petroleum-derived products Experience selling into industrial manufacturers, lubricant blenders, fuel terminals, refineries, chemical processors and/or similar technical B2B customers Demonstrated track record of prospecting, developing and closing new customer accounts, with measurable success growing revenue through new business acquisition Experience managing a multi-state territory or book of business Competitive, self-motivated sales mentality with a demonstrated drive to win new business and grow market share Proven consultative, solution-based selling skills with the ability to uncover customer needs, identify opportunities and develop value-added solutions Training in Wilson Learning’s Counselor Salesperson methodology or similar consultative sales methodology is highly desired Strong relationship-building, communication and problem-solving skills Comfortable collaborating with technical teams to support customer applications and solutions Comfortable using CRM systems such as Salesforce and Microsoft Office Ability to work independently in a remote, home-office environment while effectively managing time, priorities and pipeline activity Valid driver’s license and willingness to travel 50-60%, including overnight travel Compensation includes a competitive base salary, lucrative uncapped commissions, annual profit-sharing, company vehicle, paid home office internet, company cell phone, laptop, paid vacation and sick leave, 401(k) with company match, and comprehensive medical, dental, and vision coverage. The ideal candidate resides inCA, OR, WA, or the greater Phoenix, AZ area. Our client is proud to be an Equal Opportunity Employer (EOE).