Regional Sales Director
3 days ago
Pilot Thomas Logistics is seeking a highly skilled Regional Sales Director to lead our sales efforts in a strategic multi-region customer base. As a key member of our sales team, you will be responsible for managing and developing lubricant, chemical, and fuel sales with a focus on large, multi-state customers.
This is a unique opportunity to join a dynamic team and drive growth in a rapidly evolving industry.
Key Responsibilities- Prospect, engage, and close large, multi-regional pieces of new business.
- Leverage relationships to make new sales proposals for incremental growth in products and services.
- Create unique value for customers by seeking to understand their business problems, issues, and opportunities.
- Manage assigned current accounts and deliver customer-specific key performance indicators that support the overall PTL strategy.
- Optimize PTL's sales team within the region to ensure complete customer satisfaction from presales through post-sales.
- Focus on prospects where PTL's strength in our distribution network can differentiate us from the competition and deliver value and profitable growth.
- Develop and manage the contact map to maintain and develop appropriate personal relationships within the customer base.
- Develop pricing strategy recommendations, pricing coordination, and long-term market outlook for focused segments.
- Negotiate the deep and complex portfolio of products and programs that drives a foundation for moving customers from traditional products to an enhanced performance product platform based on business and segment needs.
- Work with the Operations and Supply Chain teams to ensure service on time delivery and product distribution is 100%.
- Effective use of Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as PTL's organization.
- Provide market intelligence on customers and industries.
- 10-15 years' demonstrated success in a consultative/solution-based selling within a relevant industry (i.e. petroleum/lubricant or chemical distribution) with a focus on large multi-state/geography customers.
- Experience selling at the senior management levels with a proven track record of routinely closing deals that are mutually beneficial to the customer and the company.
- Action-oriented; self-starter with little need for direction or supervision. Proven ability in large account management.
- Excellent interpersonal, communication, and presentation skills.
- Ability to think strategically to develop/execute long-term account growth and trade up.
- Highly knowledgeable of industry trends and market value chain.
- Strong listening and presentation skills.
- Effectively develop, lead, and manage a team of high-performing sales team on ways to improve sale performance, achieve goals, and obtain expected goals.
- Demonstrate meaningful year-after-year profitable growth and geographic expansion.
- Experience and knowledge of hedging strategies and international commodity market is a plus.
- Experience and knowledge of refuse, HD trucks, construction, and infrastructure work - a strong plus.
- Bachelor's Degree in Business Administration, Finance, or Marketing or a combination of education and/or experience in lieu of degree preferred.
- This position requires 50-60% travel.
- Ability to stand, bend, push, and pull at least up to 10 lbs.
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