Job Summary:
Manages and develops lubricant, chemical & fuel sales with a strategic multi region customer base. The customer base can be national in scope and crosses a wide geographic footprint including current accounts and active prospects. Requires a strong focus on managing the relationships and deliverables in both a centralized and decentralized customer structure. Works with the sales managers and representative supporting and managing a sales process and pipeline to introduce Pilot Thomas Logistics (PTL) portfolio of products and services to new business prospects.
Essential Responsibilities:
- Prospect, engage, and close large, multi-regional, pieces of new fuel, lubricant & chemical business.
- Leverage relationships to make new sales proposals for incremental growth in product and services.
- Create unique value for prospective for customers by seeking to understand their business problems, issues and opportunities in new or different ways.
- Manage assigned current accounts and deliver customer specific key performance indicators that support the overall PTL strategy to grow our share of wallet.
- Optimize PTL’s sales team within the region to ensure complete customer satisfaction from presales through post sales.
- Focus on prospects where PTL’s strength in our distribution network can differentiate us from our competition and deliver value and profitable growth.
- Develop and manage the contact map to maintain and develop appropriate personal relationships within the customer base.
- Develop pricing strategy recommendations, pricing coordination, and long-term market outlook for focused segments.
- Negotiate the deep and complex portfolio of products and programs that drives a foundation for moving customers from traditional products to an enhanced performance product platform based on business and segment needs.
- Work with the Operations and Supply Chain teams to ensure service on time delivery and product distribution is 100%.
- Effective use of Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as PTL’s organization.
- Provide market intelligence on customers and industries.
Other Functions:
- Special projects as requested.
- Perform other duties as assigned.
Competencies:
- Monthly GM$ responsibility of $2,500 to $3,500k.
- Effectively train new TMs and cross-train existing TMs, initiate training and ensure that appropriate goals are set and achieved.
- Consistently show ability to obtain facts and data needed to make a decision, exercising sound judgment while showing decisiveness in making a recommendation or taking action.
- Participate and contribute to the planning process, helping to identify and define targets while also identifying monthly variances to plan and outlining plans to close the gap.
- Oversee the development, presentation and corresponding negotiation of multi-product and regional proposals.
Minimum Requirements:
- 10-15 years' demonstrated success in a consultative/solution based selling within a relevant industry (i.e. petroleum/lubricant or chemical distribution) with a focus on large multi-state/geography customers.
- Experience selling at the senior management levels with a proven track record of routinely closing deals that are mutually beneficial to the customer and the company.
- Action oriented; self-starter with little need for direction or supervision. Proven ability in large account management.
- Excellent interpersonal, communication and presentation skills.
- Ability to think strategically to develop/execute long-term account growth and trade up.
- Highly knowledgeable of industry trends and market value chain.
- Strong listening and presentation skills.
- Effectively develop, lead and manage a team of high-performing sales team on ways to improve sale performance, achieve goals and obtain expected goals.
- Demonstrate meaningful year after year profitable growth and geographic expansion.
- Experience and knowledge of hedging strategies and international commodity market is a plus.
- Experience and knowledge of refuse, HD trucks, construction, and infrastructure work - a strong plus.
Education:
- Bachelor’s Degree in Business Administration, Finance or Marketing or a combination of education and/or experience in lieu of degree preferred
Working Conditions:
- This position requires 50-60% travel.
- Ability to stand, bend, push and pull at least up to 10 lbs.
Job Type: Full-time
Pay: From $130,000.00 per year
Application Question(s):
- Do you have any moving violations or traffic convictions on your MVR within the past 7 years?
- Have you, within the last 7 years, pled "guilty" to, been convicted of, had prosecution deferred in connection with, or pled "no contest" to a misdemeanor or felony?
Experience:
- Account management: 10 years (Required)
- B2B sales: 10 years (Required)
- Refuse and Construction: 10 years (Required)
Location:
Willingness to travel:
Work Location: Remote
