COMMERCIAL SALES MANAGER

Company Mission

To create lasting partnerships with our customers, our employees, and the communities we serve.

Vision

We make distribution effortless.

Our Core Values

• Positively Impacting Others Create positive energy using empathy and kindness
• Adapt to Change Embrace, encourage and excel in a changing environment
• Team Environment Create synergy with common purpose and commitment
• Honest Communication Communicate to build trust and mutual respect
• Safe and Strong Work Ethic Consistently producing high quality work in a safe manner

Position Summary:

The Commercial Sales Manager will be ambitious, energetic and excel at developing, inspiring, and mentoring their team to successfully build exceptionally strong customer loyalty and advocacy relationships, and achieve strong financial growth. This is a leader first position that excels in developing people and building a high functioning team. The position primarily involves leading and managing a team of sales professionals, driving sales, and creating lasting partnerships, primarily with existing customers. Responsible to consistently role model our Core Values.

Essential Position Functions and Responsibilities:

• Directly manage a team of sales professionals, providing guidance, mentorship, and support to ensure the attainment of sales targets.
• Build and sustain long-lasting relationships with customers and prospects based in an assigned sales territory by:
  • Aiding customers in best practices and lowering their overall cost of operations.
  • Helping identify service and/or product opportunities to increase their component life and machinery uptime.
  • Making suggestions and demonstrating products best suited to customer needs.
• Coordinates sales efforts with other sales leadership and appropriate cross-functional internal teams in a highly collaborative manner.
• A strategic partner and advisor to the client, discovering new opportunities to work together for mutual benefit.
• Collaborates with Guardian Reliability Sales team in preparing customer specific solutions and recommendations closing new opportunities.
• Collaborates with sales team to share industry trends, market, and competitive information.
• Recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.
• Supports, Sr. Commercial Sales Manager to prepare, organize and lead sales presentations and proposals for prospects.
• Supplies management with verbal and written reports (CRM) on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Develops and maintains current, relevant knowledge of core industries, current products, and trends.
• Develops Professional Development Plans (PDP) for direct reports.
• Conduct regular 121s (in alignment with EOS model) with team members and sets clear goals to optimize team member performance and productivity.
• Monitors and analyzes sales metrics to assess team performance and identify areas for improvement.
• Work closely with the team to resolve customer concerns and maintain a high standard of service.
• Promotes company’s products/services addressing or predicting customers objectives.
• Attends conferences, meetings, and industry events.

Critical Core Competencies and Skills:

• Excellent leadership skills with proved success mentoring, advising and coaching exceptions sales teams.
• Excellent interpersonal skills as well as verbal and written communication skills.
• Must be highly organized with strong ability to multi-task.
• Able to assess competing demands and determine appropriate direction.
• Proven ability to learn quickly and adapt to changing environment; agile, flexible, and resilient.
• Results-oriented and able to work both independently and within a team environment.
• Possess a clear and decisive way of communicating.

• Demonstrated success building strong positive and productive internal and external relationships and coach and develop same in direct reports.
• Demonstrated aptitude for problem solving with ability to determine options and solutions for customers (consultative sales approach).
• Works independently with minimal supervision.
• Ability to guide reports to successfully resolve customer issues and concerns independently when appropriate and when to collaborate for the best customer and operational outcomes.
• Comfortable interacting with high-level leaders, decision makers and influencers in large corporations across functional disciplines.
• Innovative and creative with strong negotiation skills that will build successful strategic relationships.
• Research, Strategy and Business Intelligence.
• Strong business acumen.
• Strong math skills and financial knowledge.
• Strong current technical skills and knowledge.
• Continuous learner.
• Travel required some overnight stays.

Minimum Education and Experience:

• Associates Degree in Business or track record of successful people and sales management experience.
• At least 3 years proven new business acquisition and consultative selling experience or equivalent combination of education and experience.
• Strong technical and business aptitude required.

Preferred Education and Experience:

• Bachelor’s Degree or higher is preferred.
• 5 years proven record of sales/technical sales success in solution based, consultative selling environments.
• Background in petroleum and lubricants or relevant industry preferred.

Licenses, Certifications and/or Registrations (note if Required or Preferred):

• Unencumbered driver’s license and current auto insurance.
• CLS, MLT preferred.

Equipment and Software Requirements:

• Customer Relationship Management (CRM), Salesforce experience highly desirable.
• Proficiency using ERP software.
• Proficiency using Microsoft Office Suite (Word, Excel, Outlook, PowerPoint).
• Proficiency using virtual collaboration software (Zoom, Microsoft Teams, Monday Board)

Position Location/Working Conditions/Equipment

• Office Environment
• Customer Locations
• Exposure to chemicals
• High noise environment
• Dust, dirt, grease or other disagreeable elements
• Exposure to moving machinery
• Outdoors
• Other, please describe: Overnight multi-day Travel Required

Physical Requirements

• Typically standing or walking
• Typically driving vehicle
• Typically bending, crouching, stooping
• Repetitive wrist, hand or finger movement
• Occasional lifting (50 lbs.)

Equipment

• Office equipment
• Simple hand tools
• Fuel and/or lube related equipment
• Vehicle