Manager, Sales

The Manager, Sales is responsible for the overall success of the assigned region’s sales that are concentrated in the Commercial and Industrial sectors of the industry, while growing our customer base and maximizing gross margin produced, profitable volume sold, and customer satisfaction.

Success against these objectives will be measured using volume, gross profit, staffing, and expense management objectives for the business as documented in each year’s annual budget.

This Manager is also responsible for leading and managing the sales and execution coordination between all sales teams as well as the product line mangers that run each business line.

• Develop clear goals for team members each year that are aligned to strategic company goals and objectives
• Develop a coaching strategy for team members to achieve or exceed goals and objectives
• Help team members focus on what is within their span of control to achieve success
• Regularly review performance with team members
• Provide specific and timely feedback, both of praise and opportunities to improve, to help grow and develop team members
• Celebrate success

• Develop clear vision, goals, and objectives for the department that support company goals and objectives and keep team members focused on high performance
• Develop lead and lag measures for the team, and keep them focused on improving these measures
• Implement a strategy for departments to examine and improve key processes used every day
• Develop clear departmental strategy to achieve measurable and financial goals
• Coordinate team member scheduling and staffing to ensure excellent customer service and response is achieved
• Provide a regular feedback mechanism for the department to evaluate results and foster an environment of continuous improvement
• Provide relevant reports and presentations to executive management to help drive successful decision making for the company now and in the future
• Oversee departmental budgets to ensure that results established in the annual budget are achieved on revenue, margin, and operating income

• Work with product line managers, corporate marketing team, national and regional sales teams, and inside sales to maximize regional and company earnings and overall volume growth
• Work with supply to ensure maximum profitability (day deals, MOC inventory, contract compliance, etc.)
• Partner with customer operations to ensure smooth on-boarding of new customers (attend new account set-up meetings)
• Focus on cultivating strong relationships with customers that fit the regional model and are in the region to support retention and new business development
• Coach support sales representatives to develop and grow their book of business
• Ensure current and new offerings are communicated on a timely basis to current and potential customers
• Model and encourage all employees to display the highest standards of service at all times
• Develop teamwork with other regional and corporate operation groups ensuring consistent process and procedures
• Identify tasks that are critical to maintaining customer satisfaction levels and communicate with employees to raise awareness of their individual roles in delivering satisfaction
• Maximize productivity and minimize costs while maintaining a high standard of customer service – drive a culture of ongoing efficiency and excellence

• Bachelor’s degree required
• Advanced degree preferred

• Extensive knowledge of the fuel industry
• Five (5) plus years of selling branded and unbranded product within the petroleum industry
• Sales leadership experience preferred
• Mansfield Sales experience preferred
• Excellent Microsoft Office suite skills