Petro-Canada America Lubricants Inc. (PCA), is seeking a National Account Manager. The National Account Manager (NAM) leads the company’s efforts to actively grow, maintain and expand relationships with large, multi-location customers in the Pulp & Paper/Forestry industry. The NAM manages and generates sales to support sales targets meeting the overall PCA plan. The NAM focuses on the headquarters and key buying locations within this industry segment. The NAM is responsible to define the high level account priorities required to meet and exceed the customer’s supply relationship commitments. The support is defined through various groups within the organization: Global Supply Chain, Marketing, Sales Services, Legal, Research & Development, Global Sales Development, along with the PCA District Sales Managers (DSM) and Technical Services Advisors (TSA) who provide the support each account throughout various geographies.
This is a home based role with approximately 70-80% travel required
This role is National in scope and may reside in a home based office in a preferred geography of Pacific North West, South East or, anywhere in the Midwest
Must reside within 50 miles of a large or medium hub commercial service airport
Company vehicle will be provided
ESSENTIAL JOB DUTIES/RESPONSIBILITIES: (functions considered essential as defined by ADA)
Complete Customer Accountability
Establish productive, professional relationships with key personnel in assigned customer accounts
Meet assigned targets for profitable sales margin, volume and strategic objectives in assigned accounts
Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones
Proactively assess, clarify, and validate customer needs on an ongoing basis
Lead solution development efforts that best address customer needs, while coordinating the involvement of Marketing and other key internal resources (COF, TSA, DSM, Sales Service)
Use CRM platform (Salesforce.com) to manage and track customer relationship management at the head office level for existing customers and business development opportunity funnel including call reports/value files at the head office level
Identifies, manages and negotiate innovative opportunities development with close interaction with field support
Manage and problem solve high priority/escaladed items
Price and Margin Management – with Sales Manager
When applicable obtains and provides complete account information, including credit applications and tax exemption certificates for setting up new accounts
Special assignments or tasks assigned to the employee by their supervisor, as determined from time to time in their sole and complete discretion.
A minimum of 5 or more years of Pulp & Paper/Forestry industry related sales experience
Post-secondary education required however, a combination of education and relevant work experience will be considered
Exceptional sales and business development aptitude
Strong Interpersonal and leadership skills, ability to move the account along
Ability to deal effectively with customers at various levels, including field operations, area supervisors, maintenance personnel and senior management
Knowledge of selling through an Associate or Distributor network
Strong negotiation skills
Strong analytical and problem-solving skills
Previous experience in formulating and executing key client account plans with a focus on a solution-selling methodology
Ability to measure and document results in a sales environment
Comfortable and confident in writing and delivering presentations
Mechanical aptitude and/or interest
Computer literacy to ensure efficient communication and maintenance of accounts
Additional Salary Information: Base salary, bonus, vacation, 401K, health insurance, etc.
About Petro-Canada Lubricants Inc.
Petro-Canada Lubricants blends and packages more than 350 different lubricants, specialty fluids and greases that are exported to more than 80 countries on six continents. Petro-Canada Lubricants specializes in products and services proven to maximize equipment performance, productivity and overall savings. From heavy duty engine oils to hydraulic fluids, automatic transmission fluids and gear oils and greases – Petro-Canada Lubricants is committed to delivering innovative solutions that deliver value and keep your business moving.
Join Petro-Canada Lubricants Inc. where you have the opportunity to develop and own your career!
Petro Canada Lubricants is committed to accessibility and accommodations will be provided to applicants upon request.