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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