– To generate sales and improve turnover, drum volume and profitability
– To gain market share within assigned area
– To continuously find ways and improvements to increase market share
– To live the company constitution, pursue and execute the company strategy
– To contribute towards improving the productivity of our company
– Perform other tasks as assigned by management team from time to time
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 BSL
– Coordinate and conduct Distributor Training Classes (Liquid Tool)
– 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, to 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
– Start up 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 technology
– Organize and conduct metalworking fluid training classes
Market intelligence:
– Utilize company CRM system (visit reports, scheduling, target accounts and contact management)
– Identify and document current and future market trends which affect the use of our Liquid Tool (people, products, services) related to:

• Distribution, customers, industry segments, competitors, Machine Tool Builders and Cutting Tool Manufacturers

– Help improve area OEP (operational execution plan)
– Attend trade shows and open houses
Indicators for the appraisal of achievements:
– Achievement of targets as determined annually per the Target Agreement
– Overdues adjusted net turnover growth
– Amount of drums generated through Blaser’s sales campaigns
– Number and value of productivity documentation (Value Proposals/Value Communications)