Director, Sales

The Director, Sales is responsible for the overall success of the assigned region’s sales that are concentrated in the Commercial and Industrial 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.This Director is also responsible for leading and managing the sales and execution coordination between all sales teams as well as the product line mangers that run each business line.

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 sales 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 clear departmental strategy to achieve measurable and financial goals

Manage P&L and budget to create profitability and achieve strategic yearly financial goals

Develop and implement clear strategies for maximizing profitability and customer retention

Interact with all relevant Mansfield Oil departments daily to 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 encourage all employees to display the highest standards of service at all times

Develop teamwork with other regional and corporate operation groups ensuring consistent process and procedures

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 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.)

Work closely 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

Position 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

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 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 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

All 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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