The McPherson Companies, Inc. · 1 month ago
Senior Sales and Engineering Representative
Reserve, LA
Full-time
Hybrid
Senior Level, Lead/Staff
10+ years expThe McPherson Companies, Inc. is a leading provider in the lubricants segment, and they are seeking a Senior Sales and Engineering Representative. This role involves providing sales, marketing, and technical support in the Marine, Commercial, and Industrial lubricants segment while mentoring sales teams and developing sales strategies.
FuelRetailSalesWholesale
Responsibilities
Collaborate with account managers and sales reps on important customer opportunities and provide individualized coaching support both for technical competencies and sales behaviors
Provide a broad range of technical subject matter expertise to support knowledge growth of lubricants and effective lubrication maintenance practices for improved equipment reliability. Expertise would be called upon in support of knowledge growth and sales performance improvements in Commercial and Industrial segments
Jointly charged with the sales to understand the activity, business operations, and needs of customers, provide sound information and advice on products and services, and to sell and negotiate beneficial solutions for the customers and MOP
Develop and mentor account managers on lateral expansions and account penetration strategy development
Work with the VP of Commercial and Industrial Sales, Regional Sales Managers, and Marketing Staff to plan the company’s sales campaign, developing the skills of the sales team, implementing key account plans and proactively reviewing the effectiveness of sales efforts
Works with the RSMs of Commercial and Industrial Sales to develop sales plans based on regional market and competitor analysis. Assists in the development of plans to maximize the effectiveness of the sale force with respect to Marine, Commercial and Industrial specialty products and services
Support new business development independently and with the account managers and sales organization to develop tools for focused prospecting
Works with sales staff to ensure customer satisfaction by interacting directly with customers to improve the product and understanding customer’s needs. May include accompanying sales professionals to client meetings to sell the product
Develop, train, and manage designated industrial sales representatives
Ensure the profitability and growth of specific products and maximizing sales results for these products across assigned geographic markets/regions
Be an expert about specific products and strategically plan production, marketing, and sales interacting with many organizational departments and customers
Key account plan development to include the documentation and presentation of value-added support given to customer base through the available CRM system
Define and regularly review relevant customer relationships, behavioral, and differentiated services. This can include, credit control duties, volume shortfalls, and contractual penalties
Review and plan customer business, products, service packages, contracts, prices, credit terms, credit limits, and debt/payables management
Organizing and providing technical products training to strengthen the selling skills of internal and external sales representatives supporting B2B & B2C sales to Commercial and Industrial business sectors. Training methods include traditional instructor led classroom training, OJT, and a blended learning approach including use of virtual web-based training platforms
Perform technical resources and help to resolve customer issues, provide situational sales support and coaching, and provide practical field input in support of marketing initiatives
Sales and technical credentials and experience to quickly establish credibility with groups of wide and varying background
Review the marketability of specific products/competitiveness; execute on Plant Studies, audits, Total Cost of Ownership exercises and support proper product selection to contribute to the overall gross margin and volume growth plans
Responsible for training customer maintenance team on proper application and best practice maintenance to increase value add satisfaction
Marketing responsibilities include analyzing current market trends related to the product and ensure marketability. May include attending industry conferences and participating in related professional organizations
Provide technical advice/information to sales & marketing on issues such as communication, media events, product introduction, data sheets etc
Demonstrated ability to create and effectively deliver technical and sales presentations
Act as a resource for product crossovers, application and source points for sales representatives
Work with the C&I team to asses develop and execute individual professional/technical plans for each team member to progress to obtain their CLS
Contribute to the review all MS-DS (SDS) & PDS sheets to ensure all are up to date and or correct; also include all ReNew products. Support manufacturing, logistics, and supply chain on product waivers, material substitution, new product introduction, specification changes relevant to the industry segments and specialty products assigned
Liaise with Original Equipment Manufacturers (OEMs) building effective networks with subject matter experts, and Monitor, Document, and Report on product trials where applicable
Deliver technical support to customers to resolve issues and provide product advice
Be responsible and proactive in HSSE issues that affect the individual, the office/field environment and their customers
Maintain a safe work environment by complying with all safety policies and procedures
Manage expenses to ensure budget requirements are met
Qualification
Required
BS degree in Management, Marketing, or related business discipline
10 years plus relevant sales experience with B2B sales in a new business development role
Ability to develop and implement winning sales strategies
Proven experience meeting sales quotas and deadlines
Proven experience in mentoring a sales team, identify strengthens and weaknesses of such, and addressing
Ability to understand and align the needs of customers with company services and present compelling value propositions
Confidence engaging with sales teams in the field, meetings and negotiations
Deep knowledge of a lubricant product's functionality and abilities
Training and development of sales force on product and technical aspects
Provide leadership on the integrity and management of technical data
Understanding of Used Oil analysis and experienced with interpretation of test result
Previous industry field environment experience desired
Verifiable work history and previous success building and maintaining relationships
Ability to well work under pressure and meet customer's expectations
Collaborative mindset focused on the best outcomes for the company, its customers, and employees
Ability to establish priorities, work independently, and achieve department objectives
Ability to create and maintain a positive work environment and culture
Strong leadership skills with the ability to develop and motivate a team
Ability to make recommendations and communicate with all levels of management, customers, and vendors
Ability to make independent fact-based decisions in a quick and responsive manner with little to no supervision
Experience with hiring, coaching, training, and managing individuals in your department
Proven experience identifying problems of varying complexities and finding effective solutions with few guidelines
Strong organizational skills, multi-tasking, problem-solving, troubleshooting, and time management skills with attention to detail
Must be team-oriented, highly organized, detail-oriented, and have successfully demonstrated the ability to manage multiple priorities
Demonstrate a professional and positive attitude in all internal and external customer interactions
Self-starter and independent thinker with the ability to take initiative and make sound decisions
Responsive to the needs of internal and external customers with a sense of urgency and commitment to follow up
Solid customer experience skills and ability to build value-added relationships
Advance computer skills with proficiency with Microsoft Office Word, Outlook, PowerPoint, etc. previous CRM system experience preferred
Company
The McPherson Companies, Inc.
McPherson Oil Products is committed to provide our customers in Alabama, Arkansas, North and Central Georgia, Mississippi coast, Florida panhandle, Greater Chattanooga Area, the Greater New Orleans Area and Louisiana Gulf Coast with quality products and services.
201-500 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase