Vp Sales

**VP Sales Canada**

**KLONDIKE Lubricants**

**THE OPPORTUNITY**

**POSITION**:
VP Sales Canada

**REPORTING RELATIONSHIP**:
Report to CEO

**LOCATION**:
Company Head Quarters in Langley, British Columbia.

**COMPANY AND ROLE**:
KLONDIKE Lubricants has achieved an extraordinary and industry leading revenue growth trajectory, strongly driven by the Canadian market. The VP Sales Canada will be responsible for accelerating the growth trajectory and supporting a high performing sales team across Canada.

The focus of KLONDIKE’s sales efforts is exclusively on local and regional distributors, helping them grow their business using an extensive range of products. By not selling directly to end users of the product or to mass merchandisers, it forms loyal long-term partnerships that foster growth for both KLONDIKE and its dealers. This is accomplished through Business Development Managers (BDMs) working in a consultative fashion to support dealers in capturing existing and new growth opportunities.

**INVESTORS**
KLONDIKE Lubricants is backed by Snowdon Partners, a private equity firm focused on helping companies grow and reach their full potential.

**COMPANY OVERVIEW**

For over 35 years, KLONDIKE Lubricants Corporation has been challenging the status quo and become the leading independent lubricant brand in Canada. With KLONDIKE’s main concentration being across Canada and the Western U.S., it serves over 1,400 dealer locations with a complete offering of 700 SKUs across 10 product families ranging from engine oils, hydraulic fluids, transmission fluids, greases, specialty chemicals, coolants, process oils and food grade lubricants. KLONDIKE currently partners with five main dealer types: (i) diversified aftermarket auto parts providers, (ii) fuel and lubricant distributors, (iii) agricultural distributors, (iv) general industrial distributors and (v) industrial OEM dealers.

A national success story, KLONDIKE has consistently achieved more than 25% growth year over year since 2015. This is largely a result of the company’s focus on helping its dealers grow their business through capturing opportunity, and its commitment to never sell directly to end users or mass merchandisers. The result is loyal customer behavior as evidenced by their best
- in-class revenue retention metrics.

Additionally, KLONDIKE has expanded its warehousing and delivery capacity to answer the wide-ranging and specialized needs of the Canadian marketplace. The Company has achieved a market leading position in Canada, with significant room for future growth. KLONDIKE has achieved these results organically, experiencing rapid growth in every territory it enters while remaining profitable throughout.

**The Business Model and the “WHY”**
KLONDIKE’s growth has been driven by disrupting the market through its Unique Selling Proposition (USP), which is a consultative sales approach. This resulted in the Company gaining significant share from local and global oil and gas majors alike:

- **Consultative approach supports dealer end-market expansion.** In addition to providing a full range of products, KLONDIKE’s experienced BDMs add value through their own knowledge, advice/training, and end-user “detailing” (i.e., sales calls). The
BDMs also “quarterback” the various support teams the company offers such as technical, marketing, client care, digital, tele-marketing and data including prospect lists to support distributors’ expansion into new end markets and capture opportunity.
Personalized consultative support such as annual strategy meetings with key dealer stakeholders to set up an annual roadmap for success sets KLONDIKE apart from its competition.
- **Distributed nationwide inventory.** The Company sells its 700 SKUs through a network of 1,400 dealer locations across Canada, who in turn carry millions of liters of lubricant on their own shelves.
- **Unparalleled customer service and direct access to key decision makers**:
KLONDIKE provides a personalized level of service that makes dealers feel valued across the Company. The empowered Client Care team works directly with the dealer to give them the quickest response times and solutions to their inquiries. BDMs know dealers’ stakeholders on a first name basis and working with their teams regularly allows them to capitalize on their strengths in the market.
- **Dealer growth support leads to brand loyalty.** Through its commitment to distributors’ growth and disciplined approach to never sell directly to end users or to mass merchandisers, KLONDIKE earns distributors’ loyalty and this partnership benefits from growing sales for its products year over year. This is known as
KLONDIKE’s “WHY”, which it has fought hard to preserve and invest in.
- **KLONDIKE price positioning supports maximum distributor growth. **KLONDIKE is in the middle-market for pricing. This market position allows for maximum growth by attracting price-based consumers through the many f