Area Sales Manager

The Area Sales Manager will report to the Sales Director and lead distributor performance in a defined region across metalworking industries. This role focuses on enabling and coaching a distributor sales force, strengthening key customer relationships, and driving sales growth and turnover using Blaser Swisslube’s Liquid Tool products and services.

Key Responsibilities

• Inform and energize the distributor sales force on Blaser Swisslube offerings.
• Recruit, retain, and recover distributor activity through direction and coordination.
• Coordinate and facilitate administrative tasks between the Distributor Organization and Blaser Swisslube.
• Coordinate and conduct Distributor Training Classes (Liquid Tool).
• Continuously coach distributors on VBSS (Value Based Solution Selling) using role practice.
• Continuously coach distributors on the use and application of BSL products.
• Continuously coach distributors on sales enablement tools, including literature, brochures, flyers, SDS, productivity reports, and case studies.
• Continuously coach distributors on the salesmen kit (refractometer, hardness strips, pH strips, etc.).
• Conduct and document yearly business review meetings with distributor management.
• Review sales results, evaluate performance against goals, assess budget and training needs, and align on a customer target account list with POA for each account.
• Run quarterly distributor management meetings to track progress, adjust POA as needed, and evaluate performance through report cards.
• Coordinate sales activity in open and protected sales areas.
• Execute and document corporate Sales & Service processes, including customer acquisition, retention management, Services-in-the-Drum, and complaint management.
• Network and build relationships with strategically important prospects based on the target account list.
• Provide product and service information and support setup of new or existing systems, including cleaning and preparing new or existing machines.
• Practice VBSS techniques, document customer communications, and align on mutually agreed objectives and action plans.
• Measure and document productivity gains (input and output) and organize product training classes.
• Maintain and expand relationships with strategically important customers, providing hands-on service and support to retain accounts.
• Monitor and evaluate production, establish POA, and troubleshoot to recover.
• Identify customer partners for field testing opportunities and coordinate new product field tests.
• Monitor and report field test outcomes to the Product Manager and responsible Application Engineer.
• Build and maintain relationships with MTB, MTD (Machine Tool Dealer), and CTM partners, and support regional implementation of MTB and MTD programs under the guidance of the Business Development Manager- Global Markets.
• Promote and support the Voucher Program and provide service to MTB and MTDs.
• Promote Blaser Swisslube products and technology, and organize metalworking fluid training classes.
• Use the company CRM system for visit reports, scheduling, target accounts, and contact management.
• Identify and document market trends affecting Liquid Tool (people products and services) across distribution, customers, industry segments, and competitors, including Machine Tool Builders and Cutting Tool Manufacturers.
• Support improvements to the area operational execution plan (OEP), including attendance at trade shows and open houses.
• Generate sales and improve turnover, drum volume, and profitability, gaining and increasing market share in the assigned area.
• Live the company constitution and pursue and execute company strategy, contributing to improved company productivity.
• Perform other tasks assigned by the management team.

Required Experience and Qualifications

• Experience in the metalworking industry with knowledge of machining processes, materials, and tooling.
• Sales, communication, and relationship-building skills.
• Computer literacy with typing ability; experience with MS Office, CRM software (Microsoft Dynamics or other).
• Strong knowledge of English for oral, written, and presentation communication.
• Positive attitude, self-motivated and goal oriented, with the ability to manage multiple tasks.
• Well organized with a hands-on approach, and ethical and moral business practices.
• Ability to lift 40+ pounds and perform moderate or higher physical activity.
• Ability to travel overnight domestically and eventually internationally, up to 40% of the time.

Technology Stack

• MS Office
• CRM software (Microsoft Dynamics or other)
• Microsoft Dynamics

Compensation

USD 105,000 - 115,000 per year

Work Location

Remote (New Hampshire)