Sales Director, On Demand

7 days ago

Tennessee, United States Mansfield Energy Corp Full time

About the Role

The Director, Sales Leadership will be 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. This role will involve growing our customer base and maximizing gross margin produced, profitable volume sold, and customer satisfaction.

Key Responsibilities

Coaching and Mentoring

  • Develop clear goals for staff each year that support company goals and objectives
  • Develop a coaching strategy for staff to achieve or exceed goals and objectives
  • Regularly review performance with staff
  • Help staff 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

Departmental 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 year
  • Foster alignment of leadership with departmental objectives through impactful reporting and socialization
  • Implement a strategy for departments to examine and improve key processes used every day
  • Develop annual budget including individual sales rep volume, gross margin targets, and full departmental expenses
  • Develop and track sales and operational metrics to ensure clear visibility allowing for corrective action
  • Develop and execute clear departmental strategy to achieve measurable financial goals (P&L and budget) that maximize profitability and customer retention
  • Coordinate team member scheduling and staffing to ensure excellent customer service and response is achieved
  • Provide a regular feedback strategy for the department to evaluate results and make improvements
  • Model and always encourage all employees to display the highest standards of service
  • 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

Sales Leadership

  • Select and develop the account representatives that sell, service, and support all Mansfield Energy Corp offerings
  • Continually 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 growth
  • Work 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 business
  • Remove obstacles to the success of sales reps and provide coaching to enable them to achieve business development goals
  • Develop a book of business that achieves goals for both existing customer growth and winning new business
  • Ensure current and new offerings are communicated on a timely basis to current and potential customers
  • Maintain relationships with high value customers and serve as a point of escalation and high order critical thinking for relevant stakeholders
  • Focus on recruitment, development, and continuous training/motivation of the assigned sales team

Operational Leadership

Provide 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 manner
  • Create 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 day
  • Lead training of new team members; create meetings and opportunities to further train existing team members
  • Create clear, timely, and accurate reports for the executive team to facilitate effective decision making
  • Lead team involvement on service delivery issues like retains, cross-drops, spills, or outages to ensure satisfactory resolution with customer
  • Prepare 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 necessary

Requirements

Formal Education & Certification

  • Bachelor's degree required
  • Advanced degree preferred

Knowledge & Experience

  • Extensive 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 optimization
  • Excellent Microsoft Office suite skills

Qualifications & Characteristics

  • Solid 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 skills
  • Working knowledge of all Mansfield Energy Corp product and services offerings, operational capabilities, and fuels commodity pricing methods as well as detailed supply costs
  • Strong organizational and verbal/written communication skills
  • The ability to process information from multiple sources and create innovative solutions and strategies
  • The ability to manage multiple projects and tasks simultaneously with success
  • Excellent problem-solving skills
  • The 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 Environment

  • 40-hour on-site work week, with the ability to travel up to 75% of the time
  • Sitting for extended periods of time
  • Dexterity of hands and fingers to operate a computer keyboard, mouse, power tools, and other computer components

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