DuBois Chemicals, Inc.

Business Development Rep

• Profitably grow and develop DuBois’ inhibited propylene glycol business across the United States.
• Drive new business development by influencing specifications and building long-term relationships with OEMs, engineering firms, contractors, and end users.
• Target and expand sales in strategic growth markets including data centers, geothermal systems, and solar energy projects.
• Generate leads and identify new project opportunities across HVAC, process cooling, renewable energy, and industrial applications.
• Build and manage a robust sales pipeline, ensuring disciplined funnel management and accurate forecasting.
• Execute a consultative, technical sales process to navigate complex decision cycles involving multiple stakeholders.
• Collaborate with internal technical, operations, and customer support teams to deliver superior value and service to customers.
• Maintain a strong field presence through national travel (with periodic overnights).

Business Development Manager – Glycol Sales

Account Manager

• Own and manage executive-level relationships with assigned national distributor accounts, serving as the primary point of contact for all commercial matters.
• Develop and execute national account strategies and joint business plans that drive sustainable, profitable growth across distributor networks.
• Lead negotiations related to national pricing structures, rebate programs, contracts, and commercial agreements to ensure alignment with company objectives.
• Coordinate closely with regional sales teams, channel managers, and account managers to ensure consistent execution of national programs at the local level.
• Serve as the internal advocate for national distributor partners, aligning supply chain, customer service, marketing, and technical resources to support account success.
• Drive alignment between distributor corporate leadership and field sales teams to improve product focus, market penetration, and sales effectiveness.
• Monitor distributor performance against agreed-upon KPIs, including revenue, margin, product mix, and program compliance.
• Identify opportunities for expansion, cross-selling, and introduction of new products or technologies within national distributor accounts.
• Gather and communicate market intelligence, competitive insights, and customer feedback to inform internal strategy and product development.
• Resolve escalated commercial issues such as pricing discrepancies, contract disputes, service challenges, and program execution gaps.
• Represent the company at national distributor meetings, leadership summits, and key industry events.
• Maintain accurate account plans, forecasts, and activity tracking using CRM tools (e.g., DCRM or equivalent systems).
• Drive disciplined sales management practices to ensure visibility, accountability, and execution across national distributor initiatives.

Key Account Manager – National Distributors

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.

Sales

• 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 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 close 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 – Food & Beverage

• 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 in the company's product offering including (Add product line)
• 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