The McPherson Companies

Area Sales Representative - Lubricants - Atlanta

Atlanta, GA
The McPherson Companies (“TMC”) was founded by Charles K. McPherson, Sr. (“Mac”) in 1971 in Oneonta,

Job Description

Area Sales Representative - Lubricants

Posted: Sunday, 3/31/2024

General Summary:

The Area Sales Representative is responsible for nurturing customer relationships, identifying and following up on leads, establishing rapport with current and potential customers, and acting as a liaison between assigned customers and our Operations team. The Areas Sales Representative’s primary focus will be to maintain relationships with their assigned customer base with a secondary focus on gaining new business through lead generation and referrals.

The PVL/CVL sales team focuses on our personal vehicle lubricants and commercial vehicle lubricant customers. Personal Vehicle Lubricants also known as passenger vehicle lubricants are lubricants that are used in the cars you drive every day. These full synthetic motor oils keep engines running like new and provide excellent protection for vehicles. The general customer base for our PVL products include companies that perform vehicle maintenance (mechanic shops, car dealerships, auto part stores, etc.) Commercial Vehicle Lubricants are used in on-road and off-road commercial vehicles TMC supports the on-road highway and trucking segment of commercial fleets, including Paccar, Volvo-Mack, Mercedes, and Detroit Diesel. We also support the off-highway and general construction segment, including Caterpillar, Volvo, Komatsu, and John Deere.

Primary Responsibilities and Duties:

  • Foster and maintain relationships with assigned client base by establishing rapport and building trust.
  • Act as a liaison between assigned customers and our Operations and Customer Experience team. Support account maintenance and service calls as needed.
  • Participate in research to help resolve product, service, and delivery issues
  • Act as a partner to your customers by understanding their needs, suggesting solutions, and following up on problems.
  • Follow up on online, call in, and referred leads. Ensure all efforts are recorded in company CRM.
  • Generate leads by cold calling, gaining referrals, and making sales calls within assigned territory.
  • Review and track sales volumes and report field activities to management on a weekly basis.
  • Travel throughout an assigned territory to assist in calling on regular and prospective customers
  • Become a trusted advisor for assigned client base by learning our manufacturers programs and educating clients on best lubrication practices.
  • Prepare sales contracts, prices quotes, and credit applications for customers. Effectively present information to customers in order to close the deal.
  • Ethically and professionally represent The McPherson Companies, our products and programs to customers and prospects
  • 1 year plus sales experience with excellent communication, organizational, and closing skills
  • Bachelor’s degree preferred or equivalent experience in the industry
  • Previous industry field environment experience desired
  • Able to utilize latitude given within job parameters to make independent decisions
  • Verifiable work history and previous success building and maintaining relationships

The McPherson Companies At A Glance

The McPherson Companies (“TMC”) was founded by Charles K. McPherson, Sr. (“Mac”) in 1971 in Oneonta, Alabama. After working with Shell Oil in Houston, Texas for eight years as a lubrication engineer, Mac returned to his home state and purchased a rural fuel jobber in Oneonta, Alabama. The purchase of this fuel jobber was the start of the company’s original name – McPherson Oil Products. During the first year of operations, TMC averaged 70,000 gallons of tank wagon fuel and gasoline deliveries and sold one drum of oil. Based on his experience building distributor businesses with Shell petroleum distributors in Texas, Mac saw the value and flexibility that petroleum distributors provide to the major oil companies as well as the markets that the distributors serve. Regional petroleum distributors have the opportunity to build solid relationships with their customers and provide their customers with a full service petroleum offering. TMC began its lubricant business with Shell awarding the Birmingham, Alabama market to TMC in 1973. In 1978, Mobil awarded TMC with its lubricant business in the central Alabama markets. TMC continued to grow its lubricant customer base with primary focus being on industrial customers. In these early years, TMC was able to achieve solid success with coal mining companies. TMC continued to be a leader in the lubricant distribution business with its move from packaged products to bulk products. By moving to bulk lubricants, TMC was able to provide its customers with costs savings due to lower handling costs and reduction in product losses. Additionally, bulk products provided TMC customers with a more environmentally friendly product. TMC continued to grow both organically and through acquisitions. These acquisitions allowed TMC to enter new markets throughout the Southeastern United States. In addition to its entry into new markets, TMC’s growth in its home state of Alabama drove a move from its home city of Oneonta, Alabama to a new and larger distribution facility in Trussville, Alabama in 2001. The Trussville distribution facility has extensive rail car capacity to support the bulk oil needs as well as having additional acreage to support future expansions. In addition to its lubrication distribution business, TMC diversified into other petroleum related businesses. In 1991, TMC launched its Fuelman fuel management franchise. TMC grew its Fuelman business to be the largest franchise in the country. In 2005, TMC sold its Fuelman franchise to FleetCor; however, TMC continues to market the Fuelman fuel management program in the Southeastern United States. In 2000, TMC increased its investment in the used oil business with the acquisition of BAMA Waste. TMC rebranded its used oil business as McClean Fuels, and has continued to grow and expand its market share in the used oil business since 2000. Our McClean business is an excellent solution for the utilization and recycling of used oil. TMC has a strong gasoline and diesel fuel distribution business to the open dealer and convenience store market and has grown this business to approximately 150 million annual gallons throughout its markets. As the company grew, so did the need for support services and corporate facilities. In 1996, TMC moved its corporate headquarters from Oneonta, Alabama to Birmingham, Alabama. After 10 productive years in the Birmingham offices, in February 2007, TMC moved corporate offices to Trussville, Alabama. The new corporate offices were built adjacent to TMC’s Trussville, Alabama regional distribution facility. In 2006, after spending eight years working in all aspects of TMC’s business, Ken McPherson, oldest son of Charles McPherson, was named President of TMC. Mac is now serving TMC as its Chairman and Chief Executive Officer. Ken shares his father’s passion of providing great products and superior service to TMC’s customers while continuing to maintain a family and caring work culture. In 2018, McPherson expanded their service area to Arkansas and the Greater New Orleans Area including the Mississippi Gulf Coast and parts of the Florida Panhandle. TMC is one of the largest independent lubricant distributors in the country with approximately 16 million gallons distributed on an annual basis. TMC is a multi-branded lubricant distributor providing customers products from ExxonMobil and its own private label brand – Proteck. Today, TMC is a full service petroleum products and services company and supports its customers with its philosophy of TPM – Total Petroleum Management. TMC has a strong heritage of providing leadership in the petroleum distribution business, and this heritage has provided a solid foundation for TMC to continue providing quality products and services to its customers for many years to come. TMC continues to be chosen by suppliers, customers and employees for their openness, honesty and integrity in the petroleum business.
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