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Director of Sales

4 weeks ago

Vancouver, British Columbia, Canada KLONDIKE Lubricants Corporation Full time

Position:

Director Sales Canada West

REPORTING RELATIONSHIP:

Report to CEO

Company and Role Summary:

KLONDIKE Lubricants is the leading independent Canadian lubricant manufacturer, marketer and distributor, and more recently one of the fastest growing players in the U.S. market. The Company creates globally certified lubricant products ranging from packaged and bulk oils to industrial lubricants and chemicals. Its products come in a range of package sizes, from retail lubricants to a complete selection of tote and bulk oils. The KLONDIKE collection includes a wide range of customized formulations for most applications in any climate and condition.

KLONDIKE Lubricants has achieved an extraordinary and industry leading revenue growth trajectory, strongly driven by the Canadian market. The Director Sales Canada West will be responsible for accelerating the growth trajectory and supporting a high performing sales team in Western 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.

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 distributor 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.

Through these channels, the Company serves a diverse set of end markets and covers over 95% of market applications, including heavy-duty equipment, marine, automotive, agriculture, construction, manufacturing, forestry, mining, food grade and oil and gas.

A national success story, KLONDIKE has consistently achieved sales growth since 2015. This is largely a result of the company's focus on helping its distributors 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 and more recently into the U.S. market. The Company has achieved a market leading position in Canada, with significant room for future growth, and is rapidly expanding into the U.S. 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 has resulted in the Company gaining significant share from local and global oil and gas majors alike:

  • Consultative approach supports distributor end-market expansion. In addition to providing a full range of products, KLONDIKE's experienced Business Development Managers (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 650 SKUs through a network of 1,400 distributor locations across Canada and the U.S., 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 distributor to give them the quickest response times and solutions to their inquiries. BDMs know distributors' stakeholders on a first name basis and working with their teams regularly allows them to capitalize on their strengths in the market.
  • 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 features of the range for small increase and gives savings to the global brand buyer while maintaining consistent or better product performance and specifications. It's value for money is unmistakably the best in the market when incorporating the quality of the product, complete product offering, the benefit of the complete support program and advantage of the loyal partnership.
  • Distributor 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 translates into KLONDIKE's "WHY": We Grow Independent Business

POSITION OVERVIEW

DIRECTOR SALES CANADA WEST PROFILE:

The Director Sales Canada West will be a player-coach building a high-performing sales team, personally supporting BDMs in the management of key accounts, actively generating new business opportunities, and working closely with KLONDIKE Lubricants' leadership team. This individual will likely bring extensive sales experience in a dealer/distributor business model within the lubricants or similar industry. The right candidate must have a proven track record of establishing and maintaining excellent relationships with regional distributors, possess exceptional customer service skills and the ability to manage a remote sales team.

The Director Sales Canada West will actively participate in continuing to build out the team of motivated BDMs to achieve KLONDIKE's revenue goals. This person will also participate in new dealer acquisition, contract negotiations and will promote and nurture ongoing opportunities with customers.

Key Responsibilities

  • Execute KLONDIKE Lubricants' sales playbook with autonomy to succeed in the market
  • Establish and exceed revenue and customer milestones
  • Drive and close deals while also managing and leading your team to grow revenue
  • Manage and improve existing sales management processes – pipeline, account planning, and proposals
  • Synthesize customer/market feedback to inform messaging and ensure strict customer focus
  • Collaborate with executive team to ideate on new markets, strategies, partnerships and product initiatives
  • Review territory plans with sales teams to ensure key objectives are exceeded and forecasts are accurate
  • Provide inspirational, energetic leadership by example
  • Mentor sales team members on best practices to help maximize their potential
  • Foster accountability among sales staff to drive compensation and promotions
  • Identify and implement best practices, processes, and tools
  • Monitor strategies across the revenue cycle from customer acquisition to engagement to success
  • Continue to build an "A Player" BDM team to lead the charge for growth in market

Your Profile

  • You hold a Bachelor's Degree in Business or a related field
  • Extensive sales leadership experience in lubricants, industrial consumables, automotive/industrial distributors or other related industries selling to distribution.
  • Strong track record of driving revenue in the industry and selling to distributors, with a keen sense of how to efficiently meet customer needs
  • Strong network of existing relationships with relevant executives of potential customer and partner organizations
  • Able and willing to 'get their hands dirty' building business and creating a winning sales team
  • Ability to implement and execute repeatable processes within a scaling organization
  • Embraces technology as an enabler for growth
  • Leads from the front: inspires others to action by planning, organizing, and participating in the work being done
  • Goal-oriented: naturally motivated to reach milestones
  • Understands the value of time in the market with customers and sales team
  • Outstanding integrity, credibility, and character
  • Ability to attract, hire, motivate, and retain high performing teams
  • Fosters a collegial work atmosphere while achieving key sales objectives
  • Create accountability by setting the right metrics and tying performance, compensation, and promotions to tangible results

What We Offer

  • A high-performance environment where you will grow and take your career to the next level
  • Brand new, open-concept space in Langley, with modern design and the latest communication technology
  • An intensely collaborative team and culture, where decision velocity and results are primary markers of success, but where people are at the heart of it all
  • A market-leading mindset where creative solutions are not only encouraged but rewarded
  • Competitive compensation including high-caliber bonus plan
  • Medical benefits, vehicle allowance, laptop, smart phone