Achieve or exceed assigned sales and profitability goals by maintaining and growing sales of Castrol Industrial products and services in N. CA, Central CA and Los Angeles County N/Ventura County
Build and complete a territory plan (segmentation, target list, coverage model) to deliver volume, margin, and share growth
Identify, qualify, and convert new opportunities; expand into new sites, plants, and applications within the territory
Maintain an accurate pipeline in Salesforce (stage, value, close date, next steps) and manage forecast cadence with demand team
Protect and grow gross margin through value-based pricing, mix optimization, and disciplined discount governance
Apply value selling and consultative skills to enhance customer offers and perception of value
Develop and manage relationships at multiple levels of customer organization, including senior corporate relationships
Ensure distributor execution (coverage, inventory, demand generation, training) and hold partners accountable to joint business plans
Plan and prioritize territory activities to maximize time in front of customers and high-value opportunities, ensuring timely follow-up and execution of commitments

Bachelor’s degree, preferably in business, technical field or engineering
Minimum of 5 years industrial sales experience
Must be technically savvy and experienced in using Microsoft Office Suite, Salesforce and other sales related tools
Must be skilled with using electronic media
Business Partnering, consultative, selling and negotiations skills
Prospecting experience with a Hunter mindset, ability to manage pipelines
Knowledge and understanding in sustainability – energy savings, water reuse
Expertise in Metalworking products and applications and/or Industrial Lubrication products and applications preferred
Must have a valid driver’s license
Travel up to 75% of the time in the territory including some overnights
Must be at least 18 years of age
Legally authorized to work in the United States; and not require sponsorship for employment visa status (i.e. H1B, TN, etc.) now or in the future

Area Sales Manager, Los Angeles, Ventura, Northern CA

Key skills