GROWMARK is an agricultural cooperative serving almost 400,000 customers across North America, providing agronomy, energy, facility engineering and construction, and logistics products and services, as well as grain marketing and risk management services. Headquartered in Bloomington, Illinois, GROWMARK owns the FS trademark, which is used by its member cooperatives. GROWMARK also owns and operates SEEDWAY, the largest full-line seed company in the United States. More information is available at growmark.com.
See what it's like to work at GROWMARK: https://youtu.be/CSVMnKCySsY
PURPOSE AND SUMMARY STATEMENT
Lubrication industry specialist responsible for growing existing lubricant branded accounts and securing key accounts/new business growth opportunities selling at all levels of management and building long term relationships with stakeholders. Driving sales and business development productivity across all vertical markets but not limited to expanding into other markets that are beneficial to the company.
ESSENTIAL JOB FUNCTIONS
Develop sales at a measured pace consistent with branded product growth plans that generates profitable sales.
Responsible for meeting sales goals as established by supervisor.
Assist in developing, training, motivating, expanding, and evaluating current distribution networks.
Accountable for sales and marketing of all lubricant products within assigned territory.
Learn GROWMARK Lubricants go-to-market technology and marketing platform to be presented at key accounts including co-development of supporting marketing collateral.
Keep pace with industry trends & market updates through specific lubricant industry publications.
Understand customer needs and provide innovative ideas for technical/sales strategies.
Co-development/service of account retention strategies
Co-development of sales plans, implementation of lubricant programs consistent with corporate guidelines
Identifies additional opportunities for expansion of the product portfolio.
Weekly travel to customers (either/or distributors/end-users) within assigned territory is required. Work in the field as necessary for application understanding, field trial verification, assist customer sales force and training.
Manages relationships with new and existing customers.
Lead liaison between your assigned/developed customers and GROWMARK.
Maintain a direct working relationship with plant activities, plant personnel, Technical Director/s, laboratory projects and marketing/brand manager/s.
Work internally with product management team, customer service, finance (credit establishment), supply chain, and R&D to ensure customer expectations are met, sale closed and/or new customers are set up.
Assumes the lead in working through customer issues to determine root cause and solutions ensuring customer satisfaction.
Provides value-added lubricant products, services, and recommendations to customer base and prospects.
Seek new lubricant distributors in assigned territory.
Develops territory and competitive analysis to maintain a current knowledge of the marketplace and the competition.
Specific to working with distributors, responsibilities include but not limited to:
- Build a trusting relationship with all job functions within the distributor.
- Get to know and understand the distributors customer.
- Conduct distributor business reviews quarterly.
- Seek/prospect end-user sales opportunities to bring to the distributor.
- Ensure you are the first POV with each distributor.
- Co-develop sales incentive programs.
- Assists distributor in the output of product/technical/industry information for their own internal and/or external needs.
- Conducts regular customer meetings on product and technical information.
- Set-up regular sales calls with distributor sales staff.
OTHER JOB FUNCTIONS
Follows GROWMARK’s Code of Conduct and Corporate Compliance Program, Environmental Health and Safety, OSHA and DOT policies and procedures, as they apply.
Performs all other duties as assigned.
REQUIREMENTS
Normally requires a bachelor’s degree in marketing or acquired technical discipline, and 2-5 years or more related work experience to generate profitable sales in the assigned territory.
Lubricant industry credentials are highly desired such as: STLE CLS, OMA and/or ICML certifications.
Demonstrates essential abilities including business knowledge, collaboration, communication, customer focus, decision making and skill development.
Understanding and experience with energy-related products including lubricants, grease, engine coolants and filters, sales/marketing, market analysis, pricing strategies, supply forecasts, risk management, competitive adeptness, advertising, promotions, and product development, packaging, and proficiency along with market planning, program execution, budgeting, and communications.
Critical thinking skills along with persuasiveness capability.
Must have and maintain a valid driver’s license and satisfactory driving record.
Ability to develop technical materials, make technical recommendations, and provide leadership with new technology advances.
Proven computer skills and the ability to use the computer to enhance business processes.
Must have the ability to travel independently and overnight as needed.
Ability and willingness to participate in required training that may include education on GROWMARK’s policies and procedures and additional training as it relates to the requirements of the position.
We are an equal opportunity employer, including protected veterans and qualified individuals with disabilities. Employment may be contingent upon receipt of an acceptable and job-related background check, drug test, motor vehicle report, and/or reference check, as applicable and permissible by law.
