Job Summary:
The purpose of the Regional Key Account Manager is to maximize sustainable sales volume within a given profitability framework for their territory and for key accounts/dealer groups in their region. This role will cultivate, develop, and maintain new and existing business through various channels while ensuring delivery of the business objectives. The Regional Key Account Manager is also focused on building lasting relationships with internal and external clients while representing Wakefield in a professional manner.

Key Accountabilities:

• Develop and maintain a comprehensive business plan for key accounts/dealer groups in the region, including objectives and plans for the most important accounts.

• Cultivate, develop and maintain new and existing business through various channels in the region. Maintain an updated sales pipeline of “Suspects” and current status and action plan for “Prospects”.

• Maximize sales and profit for assigned regional key accounts/dealer groups, as well as prospect new key account/dealer group business thru various channels. Work with Regional Sales Manager to identify the key accounts/dealer groups to target and pursue.

  • Partner with marketing and leadership as needed to develop and deliver compelling customer presentations, and/or unique offerings as appropriate to individual key account pursuit, ensuring alignment to Wakefield’s strategic objectives.

  • Maintain ongoing partnership with Supply Chain to ensure clear plan and forecast for ability to deliver against sales commitments during proposal development.

  • Ensure consistent framework of legal contracts supporting general product offering, and accountable for engaging appropriate Wakefield decision-makers to adapt for unique circumstances as required.

  • Provide Territory Sales Manager’s with support for programs and key presentations, ensuring a coordinated selling approach.

  • Account management responsibility for key accounts/dealer groups ensuring excellence in partnering and servicing these accounts, including responsibility for key account performance, problem-resolution, and working collaboratively with Wakefield resources to ensure a premium customer experience.

• 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. Participate or attend any promotions, trade shows or celebrations the client hosts (i.e. Grand openings, Customer Appreciation). Represent Wakefield and the Castrol brand at Trade Shows and Industry events as required.

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

• Attend all product knowledge training sessions.

• Special projects and participation as required.

Key Competencies:

• Energetic, enthusiastic, motivated, and driven by results.

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

• Demonstrated key account development and key account management skills and abilities.

• Strong presentation, written, and verbal communication skills.

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

• Strong financial acumen and negotiating skills.

• Conceptual and strategic thinker.

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

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

• Ability to build and manage a pipeline of opportunities that are aligned with the overall organization strategy and assist the Territory Sales Manager’s executing actions to close these opportunities.

• Bilingual (French and English) would be an asset.

Direct Managerial / Supervisory Responsibility:

• No direct reports; demonstrated ability to influence without authority.

Education / Experience:

• College diploma or University degree in Business with a specialization in Sales or Marketing, or a diploma or degree in a related field is an asset.

• Minimum 5 years of Sales experience, either in a field sales role or a combination of field sales and key account management.

• Experience selling consumer and commercial automotive lubricants (or related industry) through distributors or direct channels preferred. Experience in selling consumer packaged goods is an asset.

• Excellent Microsoft Suite experience required. Experience with CRM preferred.

• Ability to navigate a standardized sales call process is required.

Working Conditions:

• Field work with a home office base.

• National travel as required.