Senior Sales Representative, Specialty Oils

Who are we?
At Calumet we deliver innovative specialty products trusted by companies across the globe. We are the foundation to everyday essential products that help millions of people live and thrive. We are headquartered in Indianapolis and have numerous production locations in the US. We are customer focused and utilize our values of collaboration and entrepreneurship to grow the business. We offer a dynamic, high-performance environment where team members can have real input and impact on our business. If you’re ready to roll up your sleeves, treat the business as if it is your own and add value accordingly, come see why we’re Calumet Proud!

PURPOSE:

Reporting to the Sales Director, Specialty Oils, this Senior Sales Representative role will be responsible for delivering against margin and volume targets of their respective customer portfolio in line with Specialty Oils annual business plan. This role is within the Penreco/Specialty Oils portfolio and will have a geographic footprint that primarily covers direct and distribution accounts in the Southeastern US. Account mix will be composed of core and developmental accounts which have the trajectory for incremental growth. The Senior Sales Representative will have customers in region and across multiple market verticals, i.e. Personal Care, Pharmaceutical, Lubricant, Plastics, Agriculture, and other Industrial sectors. This individual will have the full account ownership responsibility, including all relationships, commercial strategy implementation and leading the account team with partner functions (customer service, pricing, credit, supply chain, R&D, technical).

Note: Candidate location for this role should be within the Southeastern United States.

KEY OBJECTIVES AND RESPONSIBILITIES:

• Develop and execute go to market strategies for maintaining and securing new business within White Mineral Oils, Petrolatum’s, and GEL’s product segments.
• Deliver against annual margin, revenue, and volume targets.
• Drive key account growth by developing and maintaining strong relationships.
• Quantify Calumet’s value proposition, while enhancing the customer experience with Specialty Oils.
• Fully demonstrate product and market knowledge.
• Understand customer needs and drivers while formulating an account plan for each priority account.
• Perform sales calls with key stakeholders at all levels of the organization.
• Identify product conversion/acquisition targets (core and potential account roster).
• Perform detailed economic analysis of existing business and new business opportunities.
• Prepare and submit reports as required. (Call Reports, CRM Pipeline, Account Plans)
• Prepare and present price quotes, including transportation/freight and all other related services.
• Participate in marketing events such as seminars, trade show and brand launch events.
• Develop positive working relationships inside/outside with key influencers.
• Establish performance goals/objectives for customers with business/account plan alignment.
• Other duties as assigned. 
• Position requires up to 50% travel.

REQUIRED EDUCATION/EXPERIENCES:

• Bachelor’s degree or equivalent in related field
• Minimum 3 years sales experience within specialty chemicals or industrial market segments.
• Previous sales experience within Personal Care, Pharmaceutical, or Lubricants market segments is preferred.
• Demonstrated understanding of account planning dynamics and metrics (KPI’s).
• Proven ability to apply market and sales engagement strategies to effectively drive desired returns and deliverables.
• Proficiency in use of MS Office (Word, Excel, and Outlook).
• Valid Driver’s License required.

COMPETENCIES:

• Strong sales and relationship building skills.
• Ability to effectively influence decision makers.
• Strong verbal and written communication skills.
• Strategic and creative thinking skills.
• Self-motivated, and energetic with a strong work ethic.
• Excellent organizational skills.
• Ability to work independently and as a part of a team.
• Demonstration of Calumet Values – Safety, Environment & Social Responsibility, Teamwork, Ownership, Passion for Customers, and Excellence

Salary and benefits commensurate with experience. We are an equal opportunity employer including disability and veteran. All offers of employment are conditioned upon successfully passing a drug test.