Sales Manager, Powersports and Performance

Calumet, Inc.; Northern (KY); Hybrid; USD 100,000 - 150,000; Full time

Job summary

Calumet, Inc. seeks a senior sales professional to lead regional growth across Bel-Ray Powersports and Royal Purple Performance channels.

You will develop distributor and dealer relationships, execute trade marketing and customer development programs, and provide actionable market intelligence to achieve yearly targets. Responsibilities include training, territory planning, pipeline management, and monthly reporting.

Qualifications

• Bachelor’s degree preferred; equivalent relevant education and experience considered.
• Five+ years in powersports or automotive performance aftermarket preferred.

Responsibilities

• Deliver in-person product and sales training to distributor and dealer personnel; track training activity and follow-up actions.
• Develop and execute territory plans to achieve annual sales, volume and profit targets; review progress monthly.
• Build and maintain a pipeline of distributor, dealer and retail opportunities; expand product placements against annual targets.
• Execute brand-building and trade-marketing programs within budget and measure results.
• Submit monthly sales reports and rolling forecasts to the Senior Sales Manager.

Skills

Communication

Relationship-building

Negotiation

Territory planning

Forecasting

Account development

Sales data analysis

Independent work

Education

Bachelor’s degree in business or related field

Tools

SAP Sales Cloud (C4C)

Job description

PURPOSE AND ROLE:

Lead regional sales growth, profitability, and market-share expansion for Calumet Consumer Branded Products across the Bel-Ray Powersports and Royal Purple Performance channels. Develop distributor, dealer, and retail relationships; execute trade-marketing and customer-development programs; and provide actionable market intelligence. Achieve annual sales, volume, and profit targets within the assigned territory.

JOB DUTIES AND RESPONSIBILITIES:

• Deliver in-person product and sales training to distributor and dealer personnel; track training activity, attendance, and agreed follow-up actions to support increased product knowledge and customer sales.
• Develop and execute territory plans that achieve assigned annual sales, volume, and profit targets, with progress reviewed monthly against established goals.
• Build and maintain a qualified pipeline of distributor, dealer, and retail opportunities; convert prospects that meet channel requirements into new dealer accounts; retain and grow existing accounts; and expand Royal Purple and Bel-Ray product placement against annual targets.
• Execute approved brand-building and trade-marketing programs within budget, and measure results through distribution gains, product placements, promotional participation, and sales lift.
• Submit a monthly sales report and rolling forecast to the Senior Sales Manager summarizing performance versus target, pipeline status, account activity, distribution gains, competitive developments, customer feedback, risks, and recommended actions.
• Monitor competitive activity, retail pricing trends, and category performance; identify risks and opportunities; and recommend pricing, assortment, promotional, or account actions to strengthen the Bel-Ray Powersports and Royal Purple Performance channels.
• Attend customer conferences and industry trade shows as business needs require.
• Perform other duties as assigned.

REQUIREMENTS:

• Bachelor’s degree in business or a related field preferred; equivalent relevant education and experience will be considered. Five or more years of experience in the powersports or automotive performance aftermarket is preferred.
• Working knowledge of key competitors, products, and lubricant applications within the powersports and automotive performance aftermarket.
• Proficiency in Microsoft Office Suite and experience using SAP Sales Cloud (C4C) or a comparable customer relationship management platform.
• Willingness and ability to travel approximately 60% of the time, including frequent overnight travel throughout North America and periodic international travel to support assigned markets, customer meetings, conferences, and industry trade shows. Must be able to meet applicable entry requirements for assigned international markets.
• Valid driver’s license, acceptable driving record, and passport required.

EXPERIENCE AND SKILLS:

• Excellent written and verbal communication skills.
• Proven ability to establish and cultivate effective relationships.
• Demonstrated skills in negotiation, territory planning, forecasting, account development, customer presentations, and sales-data analysis.
• Knowledge of commonly used concepts, practices, and procedures within powersports and automotive aftermarket dealer and retail channels.
• Bilingual or multilingual proficiency is preferred, particularly in languages relevant to assigned markets.
• Excellent problem-solving, critical-thinking, and decision-making skills.
• Self-starter with the ability to prioritize tasks and deadlines.
• Ability to work independently and collaboratively in a team environment.