Senior Sales Representative

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, Solvents, the Senior Sales Representative will be responsible for delivering against margin and volume targets of their respective customer portfolio in line with Solvents annual business plan. This role will have the full account ownership responsibility, including all relationships, commercial strategy implementation and partnering with cross-functional groups (customer service, pricing, credit, supply chain, R&D, technical). Ideal candidate to be located in the Mid-West Region.

KEY OBJECTIVES AND RESPONSIBILITIES:

• Develop and execute go to market strategies for maintaining and securing new business across the full line of aliphatic Solvents.
• Deliver against annual margin, revenue, and volume targets.
• Understand customer needs and drivers while formulating an account plan for each priority account.
• Quantify Calumet's value proposition, while enhancing the customer experience with Solvents.
• Drive account growth across priority customers by developing and maintaining strong relationships within the value chain.
• Establish performance goals/objectives for customers including business plans.
• Assist in the development, quality and operations in the initial establishment and maintenance of customer specifications
• 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 and collaborate with inside/outside key influencers and stakeholders.
• Position requires extensive travel (40% or more) and is on call for troubleshooting at customer locations

REQUIRED EDUCATION/EXPERIENCES:

• Bachelor's degree or equivalent
• Minimum 5 years of relevant Sales experience, with 8+ years preferred
• Proven experience in engaging senior management across larger accounts
• Valid Driver's License required

PREFERRED EDUCATION/EXPERIENCES:

• Experience in selling specialty chemicals and lubricants preferred

COMPETENCIES:

• Self-motivated, and energetic with a strong work ethic - Excellent organizational skills
• Ability to work independently and as a part of a team
• Strategic and creative thinking skills
• Ability to effectively influence others
• Excellent written, verbal and interpersonal skills to effectively work with individuals both inside and outside the company
• Proven ability to apply market and sales engagement strategies to effectively drive desired returns and deliverables.
• Capability to value sell in short or long sales cycle environments.
• Proficiency in use of MS Office (Word, Excel and Outlook)
• 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.