Territory Sales Manager, Lubricant & Fuel Additives

We are seeking a driven Territory Sales Manager with B2B specialty chemical, lubricant, fuel or petroleum industry sales experience to aggressively grow lubricant additives, fuel additives and specialty chemical sales across a multi-state West Coast territory encompassing California, Oregon, Washington, Alaska and the greater Phoenix, AZ area. This is a true business development role for a competitive salesperson who enjoys opening doors, creating opportunities and converting prospects into long-term customers.

 Target customers include lubricant manufacturers, private-label lubricant blenders, grease manufacturers, fuel terminals, refineries, fuel jobbers, biofuel manufacturers, ethanol plants and pipeline operators.

 You will inherit an existing book of business, but the mandate is growth. Success will require expanding current customers while actively prospecting, developing and closing new accounts across lubricant manufacturing, fuel distribution and other petroleum-related markets.

 Our client is a privately held specialty chemical company where sales professionals have the autonomy to run their territory like a business, direct visibility with leadership and the ability to move quickly without layers of corporate bureaucracy. The position combines the stability and resources of an established organization with uncapped earning potential and significant runway to build your territory.

 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 in CA, OR, WA, or the greater Phoenix, AZ area. Our client is proud to be an Equal Opportunity Employer (EOE).