Job Description
The Director, Sales - On Demand is 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, 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. Additional responsibilities include leading the Operations Team supporting the On Demand business and coordinating all marketing and branding efforts.
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 objectivesRegularly 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 maximizing 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 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
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
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 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
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.
Mansfield Oil is an equal opportunity employer that takes affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, national origin, protected veteran status or disability status.
