Area Sales Manager - Ontario Canada

Blaser Swisslube USA was founded more than 40 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 Area Sales Manager to join our sales team. Reporting to the Sales Director, the ideal candidate will have extensive experience in the metalworking industries, along with deep knowledge of machining processes, materials, and tooling. Strong customer service and communication skills are essential.
Objective / purpose of the function
To generate sales and improve turnover, drum volume and profitability
To gain market share within assigned area
To continuously find ways and improvements to increase market share
To live the company constitution, pursue and execute the company strategy
To contribute towards improving the productivity of our company
Perform other tasks as assigned by management team from time to time
Distribution Management
Inform and excite distributor sales force about our offerings
Direct and coordinate recruiting, retaining, and recovering activities
Coordinate and facilitate administrative tasks between Distributor Organization and BSL
Coordinate and conduct Distributor Training Classes (Liquid Tool)
Continuously coach and teach distributor sales force on:
VBSS (Value Based Solution Selling) through role practicing
Use and application of BSL products
Use of sales tools like literature, brochures, flyers, SDS, productivity reports, case studies, etc.
Use of salesmen kit consisting of refractometer, hardness strips, pH strips, etc – Conduct and document yearly business review meeting with distributor management
Establish and discuss business plan with distributor covering the following main topics:
Review results, evaluate performance, sales goals, budget, training needs and customer target account list with POA for each target account – Conduct quarterly meetings with distributor management to:
Track progress, adjust POA where necessary, to continuously measure and evaluate performance of distributor organization through report card
Coordinate sales in open protected sales areas
Customers:(Recruit, Retain, Recover)
Thoroughly execute and document the corporate Sales & Service processes such as Customer Acquisition Process, Retention Management Process, Services-in-the-Drum and Complaint Management Process
Network and establish relationships with the strategically most important prospects based on established target account list (recruit)
Provide product and service information
Start up existing or new systems either solely or in cooperation and coordination with distributor sales organization, including, but not limited to, the cleaning and preparing of new or current machines
Practice VBSS techniques along with acknowledging visit through documented communication to the customer stating mutually agreed objectives and action plans
Measure and document productivity gains and improvements (input & output)
Organize and conduct product training class
Maintain and expand relationships with our strategic most important customers (retain)
Provide hands-on customer service and support
Monitor and evaluate production and establish POA
Troubleshoot (recover)
Field tests
Identify customer partners for field testing opportunities based on defined field test objectives as per product manager
Coordinate and conduct new product field tests
Monitor and report field test results to Product Manager/responsible Application Engineering
Machine Tool Builder & Cutting Tool Manufacturer
Build and maintain MTB, MTD (Machine Tool Dealer) and CTM relationships and network
Coordinate and implement MTB and MTD program on regional level under the guidance of the Business Development Manager – Global Markets
Promote Voucher Program, support and service MTB and MTDs
Educational Facilities and Technical Colleges
Promote Blaser Swisslube products and technology
Organize and conduct metalworking fluid training classes
Market intelligence
Utilize company CRM system (visit reports, scheduling, target accounts and contact management)
Identify and document current and future market trends which affect the use of our Liquid Tool (people, products, services) related to:
Distribution, customers, industry segments, competitors, Machine Tool Builders and Cutting Tool Manufacturers – Help improve area OEP (operational execution plan)
Attend trade shows and open houses
Indicators for the appraisal of achievements
Achievement of targets as determined annually per the Target Agreement
Overdues adjusted net turnover growth
Amount of drums generated through Blaser’s sales campaigns
Number and value of productivity documentation (Value Proposals/Value Communications)
Requirements-Your Profile
Requirements
Experience in metalworking industry
Knowledge of machining process, materials and tooling
Sales, communication and relationship-building skills
Computer literate with typing ability, MS Office, CRM software (Microsoft Dynamics or other)
Good knowledge of English language in both oral and written
Presentation skills
Positive attitude, self‑motivated and goal oriented
Capable to handle multiple tasks
Well organized, hands‑on attitude
Ability to lift 40+ pounds and perform moderate or higher physical activity
Ethical and moral business practices
Ability to travel overnight, domestically and eventually international, up to 40% of time
Salary Range : CAD 127,500-142,500
Work Location :Remote in Canada
Your opportunity
We're offering a challenging and dynamic position within a motivated team. Cooperation that's based on trust, openness and mutual respect. Modern infrastructure in an attractive working environment.
#J-18808-Ljbffr