DuBois Chemicals, Inc.

Sales Operations Manager

• Drive profitable revenue growth and expand market share within mining, terminal operations accounts, and distributors across the assigned territory.
• Identify, qualify, and pursue new business opportunities with mine operators, bulk material handling facilities, terminals, and related industrial customers.
• Develop strong customer relationships by understanding site-specific operational challenges and recommending value-added chemical and service solutions.
• Collaborate with Technical Service Representatives and customer operations to solve customer problems, install, and repair application systems and support chemical applications with customers.
• Create and execute territory growth plans, account strategies, and sales objectives that align with district and regional targets.
• Manage the full sales cycle, including prospecting, technical presentations, proposal development, contract negotiation, and closing.
• Build and maintain a robust sales pipeline and accurately manage opportunities through CRM tools and funnel reviews.
• Collaborate with technical service, operations, marketing, and leadership teams to ensure successful implementation and ongoing customer support.
• Monitor market trends, competitor activity, and customers’ needs to identify growth opportunities and defend existing business.
• Support product trials, field evaluations, and on-site customer visits to demonstrate performance value and secure long-term partnerships.
• Prepare regular sales forecasts, activity reports, and key performance updates for leadership.
• Travel throughout the territory to visit current and prospective customers, participate in industry events, and strengthen market presence.

District Sales Manager – Mining and Terminal

Sales

• Create new business growth by generating leads, building relationships, and prospecting with auto wash distributors, owner-operators, and multi-site wash operators in a large market with market share upside.
• Manage key accounts, including distributors and direct customers, with an opportunity to increase wallet share and expand product usage.
• Remain informed about market trends, competitor offerings, and industry developments within the car wash and vehicle care market.
• Develop a strong understanding of auto wash chemical programs, application methods, wash processes, and related equipment to effectively answer customer questions and demonstrate value.
• Manage and maintain an existing account base while growing sales of value-added products and services within the company’s auto wash offering.
• Use a consultative, value-added selling approach focused on winning new customers, retaining existing customers, and increasing repeat consumable business.
• Track sales activity, pipeline progress, customer opportunities, and account updates through CRM and other reporting tools.
• Negotiate and close sales contracts and agreements to achieve territory sales targets and profitability goals.
• Partner with technical, research and development, and customer service teams to identify customer needs and deliver effective solutions.
• Conduct on-site customer visits to evaluate wash performance, recommend program improvements, support product conversions, and strengthen customer relationships.
• Represent the company at industry events, trade shows, and customer meetings to build brand awareness and generate new business opportunities.
• Communicate customer needs and market intelligence to internal teams to support coordinated execution and rapid organic sales growth.
• Effectively achieve individual and team sales goals while maintaining a strong customer focus on safety, service quality, and operational performance.
• Must be able to perform the essential functions of this position with or without reasonable accommodation.

District Sales Manager – Auto Wash Chemicals

• Develop new sales leads and grow business, independently and with Distributor
• Manage customer business relationships in the sales region which includes but not limited to Ontario, Quebec, Newfoundland & Labrador, New Brunswick, Nova Scotia and Iqualiut
• Work closely with DuBois Technical Service Representatives and customer operations personnel to solve customer problems, install and repair application systems and support chemical applications with customers
• Report to the Mining Sector Business Director

District Sales Manager – Mining

• Responsible for managing a team of Sales Representatives to implement sales plans, achieve sales targets, in turn growing revenue and profitability.
• Building and developing an outstanding team of high-performing sales professionals through excellent selection, coaching, mentoring, and leadership.
• Accountable to exceed productivity and financial targets and profitability while ensuring and promoting safety in all that we do.
• Manage/exceed targets in the areas of sales, territory development and customer development.
• Develop, maintain, and grow sales with existing Distribution Partnerships in the Northeastern US region.
• Utilize/implement DuBois Professional Selling methodology, DCRM (DuBois Customer Relationship Management) and associated tools.
• Lead the sales management system including team and individual meetings.
• Drive key account growth through individual and collaborative team efforts working across regions and countries.
• Execute price increases and profit improvement activities across the team.
• Engage key customers directly through building productive relationships and conducting formal customer reviews on a regular basis.
• Leverage technical specialists and corporate key accounts team to increase cross-selling results.
• Anticipate problems/opportunities and apply insight and creativity to the development of solutions.
• Develop successful territories by developing “Territory Business Plans” with Sales Representatives to drive market penetration with the full company product line.
• Promote teamwork through collaboration and cooperation with sales representatives, peers, and service technicians to achieve the vision, mission and strategy of the company.
• Communicate with direct reports, co-workers and customers through good oral, interpersonal, body language, and active listening skills to establish a strong trust and transparency.

Regional Sales Manager – Food & Beverage

• Create new business growth through generating leads, building relationships and prospecting in a large market with market share upside.
• Support complex sales by aligning customer needs with designed tailored solutions.
• Manage key accounts of mid-sized and large accounts with an opportunity for increased wallet share/product usage with existing customers.
• Remain informed about market trends, competitor offerings and industry developments.
• Thoroughly understand the products or services being sold to effectively answer customer questions and demonstrate value.
• Manage and maintain an existing account base and grow sales in other value-added manufactured products in the company's product offering.
• Problem-solving, value-added selling process with focus on winning and retaining customers and repeat consumable business.
• Track all sales activities, generating reports and analyzing sales data.
• Negotiate and closes sales contracts and agreements to achieve sales targets.
• Strong customer emphasis on reducing total costs, improving production quality, and achieving Health, Safety and Environmental goals and objectives.
• Effectively communicate customer needs and requirements to all functional areas of the company to ensure that efforts are coordinated resulting in rapid organic sales growth.
• Effectively achieve individual and teams’ sales goals.
• Collaborate with the Research & Development (R&D) technical team to develop selling opportunities and account management.
• Travel to current and prospective customers to develop relationships and grow sales.

District Sales Manager – Chemicals, Food and Beverage

Business Development Rep

• Aggressively grow profitability and develop business in the (market name) market.
• BDM position is solely a fast-paced sales role with minimal service responsibilities.
• Identify and pursue new business opportunities which involve researching markets, identifying potential clients and developing strategies to approach them.
• Cultivate strong relationships with existing customers, ensuring their needs are met and identify opportunities for upselling or cross selling.
• Develop and implement business development strategies to expand market share and achieve revenue targets.
• Negotiate and close contracts and agreements with customers.
• Regularly monitor market trends and competitor activities while developing effective strategies.
• Collaborate with sales, marketing and product development teams to ensure a cohesive approach to business development.
• Report business activities and results (Key Performance Indicators) to leadership.
• Build a robust sales pipeline that supports expected profitable growth along with effective management of a sales funnel.
• Manage a complex sale that involves multiple contacts and potential longer sales cycles.
• Travel to visit current customers and prospective customers to increase sales and profitability.

Business Development Manager – Cellulose Solutions

Technical Account Manager

• Serve as the primary technical point of contact, building trust and strong relationships within paper mill accounts.
• Effectively offer strategic advice, best practices, and proactive recommendations for product implementation and optimization.
• Address complex product-related queries, resolve issues quickly and minimize business disruption for the customer.
• Maintain in-depth knowledge of DuBois’ specialty chemical solutions and the customers’ unique technical environment.
• Educate customers on new features and best practices to drive optimal product adoption and usage.
• Work closely with the District Sales Manager to develop strategic account plans and manage an opportunity pipeline in Customer Relationship Management (CRM).
• Lead technical check-ins and actively participate and contribute during Business Reviews ensuring clear quantification and articulation of the value DuBois’ solutions create for the customer.
• Effectively collaborate with the customer and our company internal teams (Sales, Service, R&D, Portfolio Management) to ensure we are delivering on our promises to the customer.
• Provide regular feedback from the customer to the Portfolio Management and Research & Development teams.
• Consistent presence at customer site to ensure adequate service and support coverage, prevent churn and increase sales and profitability.

Technical Account Manager – Midwest

• Create new business growth through generating leads, building relationships and prospecting in a large market with market share upside.
• Support complex sales by aligning customer needs with designed tailored solutions.
• Manage key accounts of mid-sized and large accounts with an opportunity for increased wallet share/product usage with existing customers.
• Remain informed about market trends, competitor offerings and industry developments.
• Thoroughly understand the products or services being sold to effectively answer customer questions and demonstrate value.
• Manage and maintain an existing account base and grow sales in other value-added manufactured products in the company's product offering including (Add product line) market.
• Problem-solving, value-added selling process with focus on winning and retaining customers and repeat consumable business.
• Track all sales activities, generating reports and analyzing sales data.
• Negotiate and closes sales contracts and agreements to achieve sales targets.
• Strong customer emphasis on reducing total costs, improving production quality, and achieving Health, Safety and Environmental goals and objectives.
• Effectively communicate customer needs and requirements to all functional areas of the company to ensure that efforts are coordinated resulting in rapid organic sales growth.
• Effectively achieve individual and teams’ sales goals.
• Collaborate with the Research & Development (R&D) technical team to develop selling opportunities and account management.
• Travel to current and prospective customers to develop relationships and grow sales.

District Sales Manager – Paper Mill

Account Executive

• Create new business growth through generating leads, building relationships and prospecting in a large market with market share upside
• Manage key accounts of mid-sized and large accounts with an opportunity for increased wallet share with existing customers
• Remain informed about market trends, competitor offerings and industry developments
• Thoroughly understand the products or services being sold to effectively answer customer questions and demonstrate value
• Manage and maintain an existing account base and grow sales in other value-added manufactured products
• Problem-solving, value-added selling process with focus on winning and retaining customers
• Track all sales activities, generating reports and analyzing sales data
• Negotiate and closes sales contracts and agreements to achieve sales targets
• Effectively communicate customer needs and requirements to all functional areas of the company