POSITION SUMMARYThis role is responsible for leading and managing the commercial operations function for U.S. Lubricants (USL), combining sales operations, pipeline management, inside sales leadership, customer growth, and back-office sales support. This role is responsible for improving sales execution, CRM discipline, opportunity conversion, and cross-functional coordination to help USL meet or exceed revenue and profitability goals established in the strategic plan and annual budget.
This role is located on -site in Appleton, WI, working on-site Monday - Thursday and optional remote work on Fridays as business needs allow.
JOB RESPONSIBILITIES- Lead, manage, and continuously improve USL commercial operations, including sales processes, pipeline governance, CRM administration, reporting, and back-office sales support.
- Lead and support the inside sales function, establishing goals, activity standards, service expectations, and performance measures that drive profitable growth.
- Generate and develop sales opportunities through inbound lead follow-up, outbound calls and emails, dormant-account reactivation, and targeted prospecting.
- Manage lead qualification, assignment, follow-up, and conversion processes to ensure opportunities move efficiently through the sales funnel.
- Own pipeline management and forecasting support, including opportunity-stage discipline, aging analysis, next-step follow-up, and identification of stalled or at-risk opportunities.
- Maintain accurate and complete CRM records, including accounts, contacts, activities, tasks, opportunities, lead sources, and customer development plans.
- Develop dashboards, reports, and commercial insights that provide sales leadership with visibility into pipeline health, activity, conversion, customer growth, and business risks.
- Oversee and support OEM, strategic-account, and new-customer setup processes, coordinating required information and handoffs across Sales, Customer Experience, Finance, Supply Chain, Marketing, and other functions.
- Provide field sales and customers with timely, accurate information regarding products, availability, pricing, applications, promotions, and delivery expectations.
- Partner with sales leadership and field sales representatives to develop opportunities and structure proposals that support revenue, gross-margin, and return-on-investment objectives.
- Manage assigned house accounts and customer-development initiatives, using a consultative sales approach to retain customers, expand product penetration, recover lost business, and identify new opportunities.
- Support quote, order, and customer follow-up activities as needed, ensuring accurate records, responsive communication, and a smooth handoff to the appropriate service or sales team.
- Evaluate the existing and potential customer base to identify whitespace, cross-sell opportunities, inactive accounts, customer attrition, and priority growth targets.
- Select, implement, administer, and improve sales automation tools, CRM workflows, reports, and other technology used to manage the commercial process.
- Identify sales-process bottlenecks and implement practical improvements that increase efficiency, accuracy, accountability, and standardization.
- Develop and maintain sales tools, price sheets, product resources, templates, and other enablement materials that help the sales team engage customers effectively.
- Coordinate with Marketing on campaigns, promotions, lead-generation programs, and follow-up processes, and provide feedback on lead quality and commercial outcomes.
- Serve as a liaison between Sales, Customer Experience, Supply Chain, Marketing, Finance, and other support functions to resolve issues and improve the customer experience.
- Assist with customer complaints or service issues and coordinate appropriate internal resources to achieve timely resolution.
- Drive adoption of USL’s go-to-market strategy as a Lubrication Solutions Provider.
- Live our values of High Performance, Caring Relationships, Strategic Foresight, and Entrepreneurial Spirit.
- Find A Better Way by championing continuous improvement and quality-control efforts that improve efficiency, accuracy, and standardization.
- Continuously learn and develop professionally.
- Support corporate efforts for safety, government compliance, and all other company policies and procedures.
- Perform other related duties as required and assigned.
QUALIFICATIONSRequired:
- Bachelor's degree in business, marketing, sales, or a related field, or an equivalent combination of education and relevant experience.
- Five or more years of progressive experience in B2B sales operations, inside sales, business development, commercial operations, or a related function.
- Demonstrated experience managing a sales pipeline, improving opportunity progression, and supporting forecasting activities.
- Experience leading, coaching, or coordinating inside sales, sales support, or customer-development activities.
- Proficiency with CRM systems, including account, contact, activity, lead, and opportunity management; Salesforce experience strongly preferred.
- Demonstrated ability to create and interpret sales reports, dashboards, pipeline analytics, and customer-development insights.
- Experience generating new business through inbound lead follow-up, outbound prospecting, account development, and consultative selling.
- Working knowledge of pricing, quoting, margin considerations, order processes, and cross-functional customer support.
- Strong process-management skills with the ability to identify gaps, establish standards, and improve adoption and accountability.
- Ability to collaborate effectively across Sales, Customer Experience, Supply Chain, Marketing, Finance, and other business functions.
- Excellent written and verbal communication skills, strong listening skills, and the ability to communicate professionally with customers and internal stakeholders.
- Demonstrated ability to build positive business relationships and lead through influence as well as formal authority.
- Action-oriented, self-motivated, organized, detail-oriented, and able to manage multiple priorities and deadlines.
- Proficient with Microsoft Office, including Excel, PowerPoint, Word, and Outlook, with the ability to learn other business systems.
- Ability to travel up to 10%.
Preferred:
- Lubricants, industrial distribution, automotive, manufacturing, chemical, or related B2B industry experience.
- Experience with Salesforce reporting, dashboards, workflow automation, and data-quality management.
- Experience managing house accounts, strategic accounts, OEM programs, or multi-channel customer-development programs.
DIVISION:
U.S. Lubricants
40-45-801-8450
