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Senior Sales Manager, External Operations

2 months ago

Orange, California, United States Pilot Company Full time

Company Overview:
Pilot Company stands as a premier network of travel centers, employing over 30,000 team members across more than 750 retail and fueling locations throughout 44 states and six Canadian provinces.

Our energy and logistics division is recognized as a leading supplier of fuel, operating one of the largest tanker fleets and delivering essential services to oil operations in the most active basins of our nation.

Pilot Company boasts a diverse portfolio of brands, showcasing our expertise in supply chain management, retail operations, logistics, transportation, technology, digital innovation, construction, maintenance, human resources, finance, sales, and marketing.

Founded in 1958 by Jim A. Haslam II and currently led by CEO Adam Wright, we remain committed to our founding values, a people-first culture, and our dedication to community support.

Our mission is to serve our guests, fellow team members, and trucking companies, ensuring we fuel people and keep North America moving.

Equal Opportunity Employment:
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic protected under applicable federal, state, or local law. We encourage military personnel to apply.


Position Summary:
The Senior Sales Manager oversees and directs a sales team across multiple regions to meet or surpass sales and profit objectives. This role involves setting short-term sales strategies and designing, in collaboration with suppliers, sales programs and special pricing initiatives. The ideal candidate will evaluate and implement innovative sales techniques and training programs to enhance sales performance. A self-starter with the ability to manage multiple priorities is essential for success in this role.

Key Responsibilities:
  1. Guide, support, mentor, coach, and assess sales personnel against established goals and objectives.
  2. Develop, implement, and monitor a strategic sales and marketing plan.
  3. Enhance customer relations by engaging with key clients, assisting sales representatives in maintaining relationships, negotiating, and closing new business opportunities.
  4. Oversee the recruitment, training, and development of a high-performing team that consistently exceeds targets.
  5. Provide ongoing supervision of sales staff, including goal setting, performance monitoring, and corrective action development as necessary.
  6. Collaborate with other departments to achieve common objectives.
  7. Manage pipeline activities in line with predetermined criteria.
  8. Maintain NAICS and contact information within the Sage CRM database.
  9. Oversee all reports designed to track staff productivity.
  10. Conduct individual and team coaching sessions and meetings as per policy.
  11. Monitor and assess the activities and offerings of competitors to understand their value propositions.
  12. Ensure prompt and responsive communication with staff, management, and suppliers.
  13. Perform additional job-related duties as assigned by the direct supervisor.
  14. Local travel is primarily required, with occasional overnight travel.

Compensation:
Base salary ranges from $162,150 to $214,890 per year.

Qualifications:
  • A minimum of five years of successful sales management experience with P&L responsibility.
  • Direct B2B sales management experience focusing on small, medium, and large accounts.
  • Experience in sales forecasting.
  • Strong analytical capabilities.
  • Excellent verbal and written communication skills, including strong presentation abilities.
  • Industry experience is preferred.

Additional Benefits:
  • Nationwide Medical, Dental, and Vision Plans
  • 401(k) and Flexible Spending Accounts
  • Employee Fuel Discount
  • Adoption Assistance
  • Tuition Reimbursement
  • Weekly Pay