Territory Sales Manager - Philadelphia Area

The Territory Sales Manager will be a critical part of the Wholesale team, reporting to the Region Manager of Wholesale. The role builds and maintains business relationships with Dealer customers, prospecting and signing new business, analyzing sales, volume, retail standards, and coaching customers to maximize business results while maintaining communication between customers and the company to ensure standards and expectations are met.

Hybrid responsibilities include maintaining, growing profit and volume, high grading, and renewing existing book of business to include controlled sites (Dealer Lessee and Commission Agents) and Dealer Owned Service Stations (DOSS). DOSS owners focus on maintaining, growing, and renewing existing book of business for Owner Service Stations. DL and CA focus on the same as above.

• Develop and nurture strong customer contacts and positive, proactive and profitable business relationships
• Solicit new business for supply contracts with brand or unbranded service station dealers and negotiate long term supply agreements.
• Monitor and coach dealers on pricing and awareness of competition pricing.
• Monitor dealer competitive map and add new competition as needed. Validate all internal reports are accurate pricing and competition.
• Handle general customer questions and complaints, explain company policies and initiatives.
• Ensure all customer needs are met in a timely manner to maintain positive business relations between customer and company.
• Ongoing analysis of volume, competition, dealer offers and Mystery Shopper scores to maximize profitability for customer and company.
• Maximize profitability of each location by using tools and programs.
• Work with dispatch team to handle any delivery issues and emergency loads.
• Counsel customers on the benefits of automatic delivery and ordering per company guidelines.
• Communicate with Dispatch to maximize delivery options.
• Ensure dealers’ submissions of required documentation, i.e. insurance, etc.
• Manage dealer changes, assignments, sales etc.
• Manage franchise agreements and ensure all proper documents signed and submitted timely.
• Conduct site surveys, ensure signage and point of sale materials are updated and maintained. Ensure PCI and EMV compliance at sites.
• Work with credit team to set up new accounts and maintain existing accounts.
• Work closely with customers on improving Mystery Shop scores, submitting timely Cures and Technology updates.
• Coordinate and implement brand imaging process, grand openings and customer appreciation events.
• Analyze daily, weekly and monthly compliance and P&L reports. Implement action plans.
• Daily updates to internal CRM including customer notes, new business updates etc.
• Complete all administration functions between customers and company.
• Problem solve daily issues that arise from customer base. Product outages, delayed deliveries, terminal delays, accounts payable, branding and vendors.
• Able to communicate effectively and independently with all internal and external departments:
  Credit, Marketing, Legal, Branding, Supply, Trucking, Insurance, etc.
• Increase participation of brand programs at site level throughout the year.
• Inform Regional Manager with competitive market intel, pricing & market surveys.
• Responsible for retention of existing renewal contracts in a timely fashion.
• Cold call new business prospects in region by in person visits, phone & email.
• Consistently update new business pipeline in CRM.
• Submit to Region Manager new business offers, cash flows and site surveys.
• Successfully onboard new customers within all internal departments.

• Bachelor’s Degree or equivalent knowledge preferred.
• Strong desire to solicit new business relationships with Dealer customers.
• Coach customers to effectively price their product for retail.
• Ability to work independently but able to collaborate, initiate and execute sales and supply agreements.
• A positive, entrepreneurial mindset, a consistent desire to grow and be a part of a team that is focused on continuous improvement and a drive for results.
• Excellent written and verbal communication skills.
• Ability to make decisions, firm, outgoing, analytical,…