Area Sales Manager - USA Central District- Michigan & Northern Indiana

As an innovative technology leader in coolant and lubricant solutions, Blaser Swisslube drives entire industries. With our Liquid Tool, a unique combination of expertise, products, and services, we help customers achieve their goals and remain competitive. The culture of our family-run and globally active company with Swiss roots is characterized by trust, personal responsibility, and a cooperative working climate. Become part of our 600 employees – so things work not only for our customers, but also for you.

To supplement the department, we search you as:

Area Sales Manager – USA Central District – Michigan & Northern Indiana

Responsibilities:

1. Generate sales and improve turnover, drum volume, and profitability.
2. Gain market share within assigned area.
3. Continuously find ways and improvements to increase market share.
4. Live the company constitution, pursue, and execute the company strategy.
5. Contribute towards improving the productivity of our company.
6. Perform other tasks as assigned by the management team from time to time.

Distribution Management:

1. Inform and excite distributor sales force about our offerings.
2. Direct and coordinate recruiting, retaining, and recovering activities.
3. Coordinate and facilitate administrative tasks between Distributor Organization and BSL.
4. Coordinate and conduct Distributor Training Classes (Liquid Tool).
5. Continuously coach and teach distributor sales force on:

1. VBSS (Value Based Solution Selling) through role practicing.
2. Use and application of BSL products.
3. Use of sales tools like literature, brochures, flyers, SDS, productivity reports, case studies, etc.
4. Use of salesmen kit consisting of refractometer, hardness strips, pH strips, etc.

1. Review results, evaluate performance, sales goals, budget, training needs, and customer target account list with POA for each target account.

1. Track progress, adjust POA where necessary, and continuously measure and evaluate performance of distributor organization through report card.

Customer Management (Recruit, Retain, Recover):

1. 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.
2. Network and establish relationships with strategically important prospects based on established target account list.
3. Provide product and service information.
4. Start up existing or new systems either solely or in cooperation and coordination with distributor sales organization.
5. Practice VBSS techniques along with acknowledging visit through documented communication to the customer stating mutually agreed objectives and action plans.
6. Measure and document productivity gains and improvements (input & output).
7. Organize and conduct product training class.
8. Maintain and expand relationships with our strategic most important customers.
9. Provide hands-on customer service and support.
10. Monitor and evaluate production and establish POA.
11. Troubleshoot customer issues.

Field Tests:

1. Identify customer partners for field testing opportunities based on defined field test objectives.
2. Coordinate and conduct new product field tests.
3. Monitor and report field test results to Product Manager/responsible Application Engineer.

Machine Tool Builder & Cutting Tool Manufacturer:

1. Build and maintain MTB, MTD (Machine Tool Dealer), and CTM relationships and network.
2. Coordinate and implement MTB and MTD program on a regional level under the guidance of the Business Development Manager – Global Markets.
3. Promote Voucher Program, support, and service MTB and MTDs.

Educational Facilities and Technical Colleges:

1. Promote Blaser Swisslube products and technology.
2. Organize and conduct metalworking fluid training classes.

Market Intelligence:

1. Utilize company CRM system (visit reports, scheduling, target accounts, and contact management).
2. Identify and document current and future market trends affecting the use of our Liquid Tool.
3. Help improve area OEP (operational execution plan).
4. Attend trade shows and open houses.

Indicators for the Appraisal of Achievements:

1. Achievement of targets as determined annually per the Target Agreement.
2. Overdues adjusted net turnover growth.
3. Amount of drums generated through Blaser’s sales campaigns.
4. Number and value of productivity documentation (Value Proposals/Value Communications).

Your Profile:

1. Experience in the metalworking industry.
2. Knowledge of machining processes, materials, and tooling.
3. Sales, communication, and relationship-building skills.
4. Computer literate with typing ability, MS Office, CRM software (Microsoft Dynamics or other).
5. Good knowledge of English language in both oral and written.
6. Presentation skills.
7. Positive attitude, self-motivated, and goal-oriented.
8. Capable of handling multiple tasks.
9. Well organized, hands-on attitude.
10. Ability to lift 40+ pounds and perform moderate or higher physical activity.
11. Ethical and moral business practices.
12. Ability to travel overnight, domestically, and eventually internationally, up to 40% of the time.

Salary Range: $117,500 – $127,500

Remote

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.

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