Outside Sales Representative

Job Description

Matthews Lubricants, Inc. - Mansfield, PA. Location 

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Job Title – Outside Sales Representative 

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Territory – Northeast PA / Southwest NY 

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COMPANY OVERVIEW 

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Matthews Lubricants is a privately owned lubricants distributor based in Clarksburg, WV, with a supporting facility in Mansfield, PA. As an industry leader in finished lubricants for over 55 years, we specialize in distribution of high-quality lubricants and petroleum specialty products.  

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We have earned a reputation for integrity and ethical business practices. Our commitment to safety ensures quality service without compromise, while maintaining a strong sense of urgency. We focus on building long-term business partnerships that foster stability and mutual growth. Additionally, we are dedicated to reducing our environmental impact through sustainable practices.  

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PRIMARY PURPOSE

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The Outside Sales Representative serves as the face of the company within their assigned territory. They are responsible for delivering an exceptional customer experience, while meeting or exceeding sales and profit goals. Outside Sales Representatives advocate for the Company’s finished lubricants, ancillary products, and reliability service offerings. They promote the major brands that we represent and work closely with customers to develop solutions that enhance their operations.  

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PRIMARY DUTIES AND RESPONSIBILITIES 

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• Meet or exceed sales and profit goals for the territory by establishing new business and expanding existing accounts. Execute the company’s sales process to prospect, cultivate and close new opportunities.

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• Maintain strong relationships with existing customers while actively developing new customer engagement. 

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• Develop a balanced schedule that includes in-person customer visits and dedicated remote office hours for planning, organization, team calls and administrative tasks.

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• Manage customer interactions and new opportunities through the CRM system; participate in regular pipeline coaching sessions with sales leadership.

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• Collaborate with sales leadership to create a territory plan, identifying growth opportunities within current accounts and targeting new sectors/customers. Review and update the plan regularly. 

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• Stay informed on competitive pricing and market trends and communicate relevant insights to leadership and the team. 

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• When Matthews Lubricants provides loaned equipment to customers for the storage, handling and dispensing of lubricant products, Outside Sales Representatives are responsible for monitoring the performance of these assets. They must develop action plans to address financially   underperforming equipment and coordinate repairs or replacements, as necessary.

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• Proactively use available tools to identify changes in customer purchasing patterns and follow up as needed. 

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• Continuously strengthen technical knowledge through online and in-person training, customer visits, and coaching. Share relevant application insights with customers and team members. 

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• Maintain strong accounting practices with respect to accounts receivable, credit, and account setup.

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• Manage customer-specific pricing within the territory to ensure alignment with market conditions and internal guidelines.

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• Ensure customers fully understand the company’s service offer and policies. 

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• Follow up promptly on customer issues and engage the appropriate internal teams for support when necessary.

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ADDITIONAL DUTIES AND RESPONSIBILITIES

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• Contribute to the continuous improvement of the company and sales team by supporting special projects and initiatives. 

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• Think creatively and share recommendations to streamline processes or improve overall efficiency.

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• Collaborate with Inside Sales to identify and develop new customers or market sectors currently underserved. 

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• Maintain industry involvement through participation in professional or community associations. 

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• Engage in continuing education by attending industry and supplier specific seminars, classes, and presentations. 

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• Share best practices within the team, ask questions when needed and offer support to colleagues.

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ESSENTIAL SKILLS

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• Highly motivated, self-starter with the ability to work independently to drive new business development and profitability

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• Excellent communication, problem solving & customer service skills 

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• Demonstrates a strong willingness to grow technical competency 

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• Highly organized and detail-oriented 

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• Critical thinker capable of analyzing issues, forming opinions, and recommending improvements whether in customer interactions, within sales team, or across departments.

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• Strong time management skills with the ability to adapt priorities based on urgency 

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• Consistently represent the company in a professional manner, including appropriate attire, punctuality, and presentation materials 

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• Proficient in Microsoft Office, CRM systems and of the use of devices such as laptops, iPad and iPhones 

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• Willingness to learn new computer applications relevant to the role (i.e., Power BI, PowerApps, Excel) 

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• Utilizes LinkedIn and other online tools to monitor competitive intelligence, industry trends, and prospective accounts 

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WORK ENVIRONMENT 

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The Outside Sales Representative must be able to travel within territory more than 80% of the time to visit customer locations. Travel may be conducted independently or in coordination with other Outside Sales Representatives or Sales Leadership. During travel, the Outside Sales Representative is expected to utilize downtime effectively to respond to customer inquiries, complete CRM and reporting tasks, and schedule future meetings.  

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Remote office time may include researching and contacting prospective accounts, gathering information on products and applications, and completing training modules. Additional responsibilities include developing proposals for new business, performing account maintenance, and handling administrative tasks. Microsoft Teams is used for most routine meetings. Occasional overnight travel may be required for meetings and training. 

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Matthews Lubricants Inc.'s Mentoring Program is designed to support new employees from onboarding through the achievement of various industry certifications. The program emphasizes professional development and enhancement of technical expertise. 

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BACKUP / SUPPORT DUTIES AND RESPONSIBILITIES 

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Additional duties to be identified as needed.

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PHYSICAL DEMAND 

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While performing the duties of this job, the employee is regularly required to lift and/or move up to 50 pounds. The employee is frequently required to stand, walk and sit. The employee is regularly required to drive an automobile to customer locations. 

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REQUIREMENTS

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• Must have a valid driver's license and reliable transportation to travel within the assigned territory
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• Bachelor's degree in a related field preferred
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• Must successfully pass preemployment background check, drug screen and physical 
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• Must be proficient with MS Office programs
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• Must be able to fluently read, speak, write, and hear English
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ATTENDANCE 

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Compliance with general company standards is required. 

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FLSA STATUS

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Exempt 

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SALARY/ COMPENSATION 

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First-year guaranteed compensation: $70,000-$100,000 

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Commission is paid on your individual account portfolio, with uncapped earning potential 

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NOTE: Job responsibilities may change at any time, with or without prior notice. Management reserves the right to modify, add or remove duties, as necessary. 

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Confidentiality: The information contained in this document is property of Matthews Lubricants, Inc. It may not be reproduced, distributed, or disclosed without the prior written consent of Matthews Lubricants, Inc.

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