Job Summary:
The Industrial Territory Sales Manager (TSM) will achieve or exceed assigned sales and profitability goals by maintaining and growing sales of Castrol Industrial products and services in assigned territories through distribution and direct channel in Business to Business (B2B) environment. This role will cultivate, develop, and maintain new and existing business by focusing on building lasting relationships with internal and external clients while representing Wakefield in a professional manner.

Key Accountabilities:

• Develop and maintain a comprehensive territory business plan including objectives and plans for the most important accounts. Actively manage opportunity and risk pipeline

• Utilize value selling skills to enhance customer offers and perception of value

• Conduct regular customer reviews

• Engage in accurate demand forecasting

• Conduct safety observation conversations with colleagues and distributors

• Support Finance for credit and cash collection

• Manage distributor engagement in business development plans

• Utilize technical knowledge in support of product applications

• Effectively use Customer Relationship Management (CRM) tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization.

• Execute the organization’s sales process, including utilizing Wakefield’s CRM platform to record sales activity and gather account specific information.

• Build strong relationships with our customers and communicate and follow-up in a timely manner, ensuring that any customer inquiries or problems are addressed and resolved. Conduct training sessions as required and share product updates with customers, along with new programs or initiatives.

• Occasionally assist in the development and implementation of sales projects outside the sales territory.

• Maintain an awareness of market trends and opportunities that are aligned with the overall business objectives and goals of Wakefield.

• Represent Wakefield and the Castrol brand at Trade Shows as required.

• Attend all product knowledge training sessions.

• Special projects and participation as required.

Key Competencies:

• Communicate and manage relationship with functions to ensure functional support requests are acted on and implemented.

• Implement advanced Value Selling techniques to maximise value for both our customers and Castrol, negotiate with customers within agreed delegation of authority ensuring not to make any promise that cannot be delivered.

• Prospecting customers requires the TSM to actively build new relationships in order to gain access to business opportunities.

• Self-starter and eager to succeed.

• Entrepreneur and able to work independently.

• Strong planning and organization skills with a proven ability to multi-task, prioritize, and manage varied, time sensitive workloads.

• Ability to creatively solve problems with a mutually beneficial result for the client and Wakefield.

• Good business sense and negotiation skills

• Superior product knowledge or the aptitude to learn about the products.

• Customer focused and dedicated to exceeding the expectations of internal and external clients.

• Bilingual (French and English) an asset

Education / Experience:

• Minimum of a High School Diploma or equivalent

• Minimum of 5 years industrial sales experience

• Minimum of 3 years of Industrial B2B sales experience, including at least 1 year of metal working or industrial lubricants sales experience

• Must be technically savvy and experienced in using Microsoft Office Suite. Experience using a CRM tool is preferred.

• Must be skilled with using electronic media

• Expertise in Metalworking products and applications and/or Industrial Lubrication products and applications preferred

Working Conditions:

• Up to 75% travel is required for this position

• Working remotely and autonomously in sales territories.

• Field work with a home office base.

• National travel as required.