Lead Specialist - Account Management

Summary

The position of Lead Specialist - Sales is a key player of the sales team. This position requires a driven individual with strong business acumen, excellent communication and relationship‑building skills, and a passion for growth. The responsibilities for this position include, but are not limited to, the following:

• Developing relationships with existing and new customers, negotiating deals, developing proposals, presenting and closing deals within all financial EBITDA metrics/targets.
• Managing the daily processes of account management across assigned territory, utilizing market and customer intel to deliver optimal EBITDA and volume results, and responding to and resolving any customer‑related issues quickly and satisfactorily.
• Utilizing our competitive advantages in supply strength to grow our customer base and EBITDA, as well as identify new markets for growth.
• Communicating heavily across all internal channels:
  Business Development, Pricing, Supply and Trading, Customer Set Up, Customer Solutions, Accounting, and back‑office personnel.
• Developing and growing targeted development areas.
• Traveling to potential client locations to develop and maintain business.

Primary Area:
South - defined, multi‑state geography; based out of Dallas, TX

• Identifies prospects in growth markets, working to win customers and grow volume in specified Development Markets.
• Determines prospects needs, providing economical solutions for each that demonstrate value, satisfying the prospect while achieving sales goals and Sunoco financial objectives.
• Accurately reports sales activity and key performance metrics at regular cadences.
• Establishes relationships with existing businesses and capitalizes on opportunities in target growth markets.
• Meets annual budget and growth requirements for assigned geography through thorough understanding of existing customer base and market, and by effectively adapting to market conditions.
• Effectively resolves all customer facing issues from Salesforce cases such as billing, loading, and drafting, and proactively handles customer complaints.
• Utilizes Salesforce to create and maintain a strong sales pipeline with detailed customer information. Records opportunities through each phase of the sales funnel to effectively expand business with existing customers.
• Clearly articulates ongoing activity with leads, opportunities, proposals made/accepted/rejected and anticipated closings. Keeps management apprised of competitive initiatives and challenges.
• Provides critical thinking to overcome objections to successfully complete negotiations.
• Attends trade shows/conferences as appropriate to reinforce relationships and to grow opportunity pipeline while maintaining awareness of competitive industry practices.
• Effectively takes ownership of new accounts to increase volume and ebitda for new customers.
• Understands daily hedge forecast model, supply position, sales volume at terminal level, and territory market dynamics, and reacts timely to changes across these platforms.
• Prepares and presents RFP, Bid, and Contract pricing and volume, while recognizing other deals in the given marketplace to avoid issues with our existing customers and supply.
• Creates and presents professional proposals/offers for prospective accounts. Works with Supply/Trading/Operations to develop and execute contracts/agreements.
• Acts as a business consultant with a credible source of industry and market knowledge.
• Effectively utilizes technology, programs, and platforms (i.e. Salesforce, Right Angle, Concur, etc.) for all phases of the sales process.
• Represents Sunoco LP with credibility and integrity.
• Effectively communicates with management and internal channels to align growth strategy by market, by customer, and by terminal supply point.

• Bachelor's degree or equivalent work experience.
• 8+ Years Sales experience required.
• Knowledge of SAP, Right Angle, Salesforce, Excel, and Concur preferred.
• Travel 25 - 50% of the time, some overnight, some multiple nights in a row.
• Complete all travel and expense related reports.

• Usually, normal office working conditions.
• Must be able to…