Area Sales Manager-West District

Location: City of White Plains

Blaser Swisslube USA was founded more than 40 years ago. Sales activities started 1981 in White Plains (NY), and five years later in 1986 the Goshen production plant opened. Success soon came thanks to competent customer support by the team of sales engineers and machining specialists. Not least for this reason, customers regard Blaser Swisslube as the best firm in this sector on the US market.

Goshen is the Blaser Swisslube headquarters for North and South America.

We are seeking an experienced Area Sales Manager to join our sales team. Reporting to the Sales Director, the ideal candidate will have extensive experience in the metalworking industries, along with deep knowledge of machining processes, materials, and tooling. Strong customer service and communication skills are essential.

Distribution Management

• Inform and excite distributor sales force about our offerings. Direct and coordinate recruiting, retaining, and recovering activities.
• Coordinate and facilitate administrative tasks between Distributor Organization and Blaser Swisslube. Coordinate and conduct Distributor Training Classes (Liquid Tool).

Distribution Management

• VBSS (Value Based Solution Selling) through role practicing. Use and application of BSL products.
• Use of sales tools like literature, brochures, flyers, SDS, productivity reports, case studies, etc.
• Use of salesmen kit consisting of refractometer, hardness strips, pH strips, etc.
• Conduct and document yearly business review meeting with distributor management.

Continuously coach and teach distributor sales force on:

• VBSS (Value Based Solution Selling) through role practicing. Use and application of BSL products.
• Use of sales tools like literature, brochures, flyers, SDS, productivity reports, case studies, etc.
• Use of salesmen kit consisting of refractometer, hardness strips, pH strips, etc.
• Conduct and document yearly business review meeting with distributor management.

Establish and discuss business plan with distributor covering the following main topics:

• Review results, evaluate performance, sales goals, budget, training needs and customer target account list with POA for each target account.
• Conduct quarterly meetings with distributor management to track progress, adjust POA where necessary, continuously measure and evaluate performance of distributor organization through report card.
• Coordinate sales in open protected sales areas.

Customers: (Recruit, Retain, Recover)

• Thoroughly execute and document the corporate Sales & Service processes such as Customer acquisition Process, Retention Management Process, Services-in-the-Drum and Complaint Management Process.
• Network and establish relationships with the strategically most important prospects based on established target account list (recruit).
• Provide product and service information. Startup existing or new systems either solely or in cooperation and coordination with distributor sales organization, including, but not limited to, the cleaning and preparing of new or current machines.
• Practice VBSS techniques along with acknowledging visit through documented communication to the customer stating mutually agreed objectives and action plans.
• Measure and document productivity gains and improvements (input & output). Organize and conduct product training class.
• Maintain and expand relationships with our strategic most important customers (retain). Provide hands‑on customer service and support.
• Monitor and evaluate production and establish POA. Troubleshoot (recover).

Field tests:

• Identify customer partners for field testing opportunities based on defined field test objectives as per product manager.
• Coordinate and conduct new product field tests. Monitor and report field test results to Product Manager/responsible Application Engineer.

Machine Tool Builder & Cutting Tool Manufacturer:

• Build and maintain MTB, MTD (Machine Tool Dealer) and CTM relationships and network.
• Coordinate and implement MTB and MTD program on regional level under the guidance of the Business Development Manager-Global Markets.
• Promote Voucher Program, support and service MTB and MTDs.

Educational Facilities and Technical Colleges:

• Promote Blaser Swisslube products and…