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Director, Sales
2 months ago
The Director, Sales - On Demand is responsible for the overall success of the On Demand Sales Channel focusing on non-contractual and simple contract based Commercial/Industrial and unbranded retail 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. Additional responsibilities include leading the Operations Team supporting the On Demand business and coordinating all marketing and branding efforts.ResponsibilitiesCoaching and Mentoring Develop clear goals for staff each year that support company goals and objectivesDevelop a coaching strategy for staff to achieve or exceed goals and objectivesRegularly review performance with staff Help staff focus on what is within their control to achieve successCelebrate success Quickly address performance issues in a constructive mannerCreate positive accountability and follow-up to achieve goalsDepartmental Leadership Develop clear vision, goals, and objectives for the team that support company goals and objectives and keep team members focused on high performance throughout the yearFoster alignment of leadership with departmental objectives through impactful reporting and socialization Implement a strategy for departments to examine and improve key processes used every dayDevelop annual budget including individual sales rep volume, gross margin targets, and full departmental expensesDevelop and track sales and operational metrics to ensure clear visibility allowing for corrective actionDevelop and execute clear departmental strategy to achieve measurable financial goals (P&L and budget) that maximizing profitability and customer retention. Coordinate team member scheduling and staffing to ensure excellent customer service and response is achievedProvide a regular feedback strategy for the department to evaluate results and make improvementsModel and always encourage all employees to display the highest standards of serviceIdentify tasks that are critical to maintaining customer satisfaction levels and communicate with employees to raise awareness of their individual roles in delivering satisfactionMaximize productivity and minimize costs while maintaining a high standard of customer service - drive a culture of ongoing efficiency and excellenceSales LeadershipSelect and develop the account representatives that sell, service, and support all Mansfield offeringsContinually network to identify potentially improved sales talent or business development opportunities 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 growthWork with supply and the deal desk to ensure maximum profitability (day deals, MOC inventory, contract compliance, etc.)Partner with sales and Customer Relationship Managers to ensure smooth on-boarding of new customers (attend new account set-up meetings) Work closely with and support sales reps to help develop and grow their book of businessRemove obstacles to the success of sales reps and provide coaching to enable them to achieve business development goalsDevelop a book of business that achieves goals for both existing customer growth and winning new businessEnsure current and new offerings are communicated on a timely basis to current and potential customersMaintain relationships with high value customers and serve as a point of escalation and high order critical thinking for relevant stakeholdersFocus on recruitment, development, and continuous training/motivation of the assigned sales teamOperational LeadershipProvide leadership and guidance for Operational Management within On Demand to ensure successful achievement of the following:Develop a clear strategy to manage key operational activities in an efficient and successful mannerCreate and maintain processes that support operational excellence across key areas including delivery success, lift-to-turn (billing speed), billing accuracy, month end closeout, and customer satisfaction.Foster an environment which encourages the customer service team to examine and improve key processes used every dayLead training of new team members; create meetings and opportunities to further train existing team membersCreate clear, timely, and accurate reports for the executive team to facilitate effective decision makingLead team involvement on service delivery issues like retains, cross-drops, spills, or outages to ensure satisfactory resolution with customerPrepare business reviews for customers, including contract compliance, volume by product, etc. Review monthly operational metrics like credit/rebill rates or fixed price compliance and take corrective action if necessaryPosition RequirementsFormal Education & CertificationBachelor's degree required Advanced degree preferredKnowledge & ExperienceExtensive knowledge of the fuel industry Ten (10) years of selling branded and unbranded product within the petroleum industry Strong understanding of downstream operations including dispatch & supply optimizationExcellent Microsoft Office suite skillsQualifications & CharacteristicsSolid financial acumen and excellent communication skills The ability to develop a clear vision A willingness to get actively involved in day-to-day actions to ensure accuracy, timeliness, and strong customer service skillsWorking knowledge of all Mansfield product and services offerings, operational capabilities, and fuels commodity pricing methods as well as detailed supply costsStrong organizational and verbal/written communication skillsThe ability to process information from multiple sources and create innovative solutions and strategiesThe ability to manage multiple projects and tasks simultaneously with successExcellent problem-solving skillsThe ability to perform in a fast paced, team-oriented environment The ability to recruit, retain, and lead others The ability to multi-task The ability to work well with all departments and resources Work Environment40-hour on-site work week, with the ability to travel up to 75% of the time Sitting for extended periods of timeDexterity of hands and fingers to operate a computer keyboard, mouse, power tools, and other computer componentsAll qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
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