Regional Sales Director

3 days ago

Phoenix, Arizona, United States Pilot Thomas Logistics Full time
{"title": "Regional Sales Director", "description": "Job Summary

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.
Requirements
  • 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.
Education
  • Bachelor's Degree in Business Administration, Finance, or Marketing or a combination of education and/or experience in lieu of degree preferred.
Working Conditions
  • This position requires 50-60% travel.
  • Ability to stand, bend, push, and pull at least up to 10 lbs.

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