Salesforce Lead

Job Summary:

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.

• 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

• 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

• 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, and ensure tools align with “index is market” execution and real-world deal structures

• 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

• 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)

• 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

• Identify gaps in current systems and evolving business needs
• Lead iterative improvements (quick wins + longer-term strategic enhancements)
• Stay aligned with evolving commercial strategy, JV requirements, and market conditions
• Evaluate adjacent tools (AI, customer service platforms, analytics) where relevant

• Bachelor’s in Business Administration, Finance, Marketing, Data Analytics or Economics required
• 7 - 12+ years in fuels, energy, or B2B commercial environment
• Hands‑on experience with Salesforce (Sales Cloud; CPQ a…