Salesforce Lead

The Salesforce Lead is part of our Fuels Marketing department and serves as the embedded bridge between the commercial organization and IT, ensuring Salesforce and related tools directly enable revenue growth, margin optimization, and operational efficiency.

This role translates business needs into scalable technology solutions, drives adoption across the sales organization, and ensures systems reflect real-time market dynamics (pricing, supply, customer activity). The focus is not IT ownership—but business outcomes enabled by technology.
At Global Partners, business starts with people. Since 1933, we’ve believed in taking care of our customers, our guests, our communities, and each other—and that belief continues to guide us.
The Global Spirit is the cornerstone of our commitment to success. As a Fortune 500 company with 90+ years of experience, we’re proud to fuel communities—responsibly and sustainably. We show up every day with grit, passion, and purpose—anticipating needs, building lasting relationships, and creating shared value.

Your Role, Your Impact

Business –Technology Translation
Act as the primary interface between Fuels Marketing and Global Partners' Salesforce Product team
Communicate commercial strategies and processes (pricing, customer segmentation, pipeline, retention) in a way that allows the Global Salesforce Product team to develop clear, actionable, and prioritized requirements
Ensure technology framework reflects and supports how the business actually operates (not theoretical workflows)
Contribute to the prioritization of enhancements for the Global Salesforce Product team based on ROI, speed, and business impact

Salesforce Optimization & Ownership (Business Side)
Accountable for feedback and optimization guidance to the Global Salesforce Product team on the business outcomes delivered by Salesforce within Fuels Marketing (requirements, prioritization, adoption, outcomes)
Ensure accurate sales pipeline functional utilization by Fuels Marketing, collaboration on visibility, analysis, customer segmentation, and Salesforce activity tracking
Advocate for and collaborate on work to simplify workflows and enable speed and usability for the sales team
Drive standardization of data, reporting, and dashboards
Partners with Salesforce Product Manager on prioritization and roadmap alignment

Commercial Enablement
Ensure the Global Salesforce Product team is building and optimizing Salesforce functionality that enables sales team to:
Track opportunities and customer activity in real time
Improve win rates and shorten sales cycles
Increase purchases per customer with attention to cross selling opportunities
Increase customer value and retention
Support integration of pricing, supply, and margin visibility into sales workflows
Ensure tools align with “index is market” execution and real-world deal structures

Data, Reporting & Insights
Define and deliver fuels-specific core dashboards and KPIs:
Customer counts by segment/product
Volume and margin performance
Pipeline health and conversion rates
Retention and churn indicators
Ensure “single source of truth” for commercial data – data is user-relevant, accurate, usable, and actionable
Translate data into actionable insights for leadership and sales teams

Cross-Functional Integration
Partners with:
Pricing / Trading (market data, margin visibility)
Supply & Logistics (constraints, optionality)
Credit & Risk (customer onboarding, limits)
Customer Service (issue tracking, contract compliance, resolution loops)
IT and DAI (ensure Salesforce integrates into broader operational workflows—not a standalone tool)

Adoption & Change Management
Drive adoption across sales teams—tools must be used, not just built
Facilitate training for FM teams on workflows, expectations, KPI’s and best practices
Continuously refine Salesforce user experience based on field feedback and business realities
Eliminate friction—focus on speed, simplicity, and usability
Be a fact-based advocate for Salesforce use and adherence to SOP’s – educate and create excitement around why this is the solution we need for our sales team

Continuous Improvement
Identify gaps in current systems and evolving business needs
Lead…