Manager, Enterprise Sales

Overview

Be among the first 25 applicants. At Mansfield, our dedicated team is committed to building strong, trusting partnerships through exceptional service, open communication, and empowerment. We are currently looking for a Manager, Enterprise Sales who craves a role with a diverse range of responsibilities supporting growth and development, spanning day-to-day operations to projects and initiatives with a competitive salary + commission structure.

The Manager, Enterprise Sales will contribute to the overall success and performance of Mansfield’s Outside Sales Team. This role focuses on the commercial and industrial (C&I) market segments with an emphasis on acquiring larger, strategic new business (new logos). The role will manage a team of outside sales representatives responsible for completing the sales process with marquee customers, with the objective of achieving topline growth.

The team will create new business relationships and also up-sell and cross-sell to these new customers for the first three years of the relationship. Product lines include, but are not limited to, Full Truckload (FTL), Less-than-Truckload (LTL), Fleet Cards, Fuel Systems & Services (FS&S), Diesel Exhaust Fluid (DEF), and Fixed Price Contracts. The Manager, Enterprise Sales will establish a performance-based culture through coaching and motivating sales reps to achieve targets and will advance performance with behavioral tracking and development, driving adherence and accountability to the sales process.

This role will work with Marketing, Product Lines, and the Deal Desk to maximize value for the organization.

• People Leadership
• Sales Leadership

• Develop clear goals for the team annually that support company goals and objectives
• Establish SMART goals for sales behavior, volume, and profitability in support of monthly/yearly goals set by leadership
• Develop a behavior expectation plan for the business development manager to track key marketing efforts, distribute results to the team and management
• Develop a coaching strategy for the team to achieve or exceed goals and objectives
• Regularly review performance with team members
• Help team members focus on what is within their control to achieve success
• Celebrate success
• Quickly address performance issues in a constructive manner
• Create positive accountability and follow-up to achieve goals
• Identify skills to hone/lever and opportunities for improvement
• Provide or coordinate training/development for team members as appropriate
• Ensure team members work closely with other departments to reach common goals, achieve sales objectives and P&L budget

• Recruit, select and develop the business development managers that sell, service, and support Mansfield offerings
• Collaborate with product line managers, corporate marketing, national and regional sales teams, and inside sales to maximize regional and company earnings and overall volume growth
• Recommend and implement sales marketing strategies to target specific market segments
• Work closely with and support business development managers to grow their book of business
• Ensure current and new offerings are communicated to current and potential customers
• Continuously develop, train, and motivate the business development team
• Establish a monthly review of P&L results with the team
• Track and report on new product sales, new customers, account penetration results, etc.

Formal Education & Certification

• Bachelor’s degree or applicable experience required
• Advanced degree preferred

Knowledge & Experience

• Extensive knowledge of the fuel industry
• Demonstrated success in commercial selling within the energy industry
• Significant experience coaching and developing others
• Excellent Microsoft Office suite skills

Qualifications & Characteristics

• Working knowledge of Mansfield product and services offerings, operational capabilities, and fuels pricing methods as well as detailed supply costs
• Strong organizational and verbal/written communication skills
• Solid financial acumen and excellent communication skills
• The ability to develop a clear vision
• A willingness to…