Job Description

The Opportunity

• Well-established, highly regarded small company with new investment backing: leverage a strong industrial and government sector presence in well-defined niche markets.
• Reporting directly to the CEO, you’ll directly impact company success as player-coach by driving sales in existing key markets.
• Collaborate with a dedicated team in a supportive, entrepreneurial culture balancing innovation and established systems including robust sales operations support (you don’t need to reinvent the wheel).
• Salary plus uncapped quarterly commission rewards your performance.

What You’ll Do

• Drive sales growth in industrial and government segments, with 70% focusing on existing accounts and 30% on new business. Specific focus on water/wastewater, industrial lubricants and greases, and cleaning chemicals.
• Lead and mentor a team of account managers to achieve targets and strengthen customer relationships.
• Develop new business strategies in the industrial sector, utilizing existing systems.
• Work with customers through on-site product testing, and sampling for 24–36-month sales cycles.
• Manage customer-specific and project-specific pricing with creative strategies to maximize profitability.
• Leverage and optimize the company’s sales systems, CRM, and ISO 9001 processes without reinvention.
• Travel domestically (30–50%) for key client engagements and events, focusing on key account management, (not territory driving).

The Profile

• Bachelor's degree in chemistry, Business or other relevant field
• Proven B2B industrial sales experience with deep chemical industry knowledge.
• Expertise in industrial greases, coatings, lubricants, wastewater treatment, water treatment, and cleaners strongly preferred. End use markets include municipal, oil & gas, etc.
• Familiarity with government RFPs is strongly preferred – you are not the hands-on researcher for bids, but you know how to lead and guide those who are.
• Comfortable optimizing structured sales systems
• Familiar with ISO 9001 environment and recognize its value as a differentiator in selling the Company’s unique capabilities.
• Experience with 24–36-month industrial sales cycles, product testing processes, spec-driven sales, etc.
• Strong skills in custom and project-specific pricing – you don’t just rely on an existing price sheet.
• Based within reasonable distance of Rahway, NJ; remote work not feasible.
• Excellent communication and team relationship-building skills.
• Independent and collaborative, with a positive, adaptable attitude.
• Aligned with entrepreneurial, yet process-driven culture, you have a “do what it takes” attitude, appreciate the value of good process, and maintain a good sense of humor even (especially) when things don’t go with the process.

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