The position of Area Sales Manager is a key player of the sales team. This position requires a driven individual with a strong business acumen, excellent communication and relationship-building skills and a passion for growth. Position finds leads, negotiates deals, runs economic models, develops proposals, presents and closes the deal within all financial EBITDA metrics and targets.
Develop multi-channel business in a multi-state geography. Build and nurture prospective business customers in our distributor, dealer, and unbranded channels. Efforts begin with cold calls and follow-up techniques ultimately leading to contracted in one of our channels which will be handed off to the appropriate account manager. Build pipeline of branded and unbranded prospects in area of responsibility
Geography: Western NY, Central and Western Pennsylvania
Essential Duties and Responsibilities:
Prepares annual budget and growth capital requirements for geography and assigned key customers.
Represents Sunoco LP, and its portfolio of brands, products and services with credibility and integrity. Acts as a business advisor, consultant and credible source of industry and market knowledge. Understands and can communicate the Sunoco LP growth strategy, by market, by customer channel, by terminal supply point. Communicates strengths, weaknesses, and required adjustments to management as necessary.
Using Salesforce, creates and maintains a strong sales pipeline with detailed prospect information. Records all contacts. Qualifies leads. Works opportunities through each phase of the sales funnel, effectively securing new business.
Establishes relationships with new business opportunities in existing and target growth markets.
Prepares a detailed sales plan that identifies 'good, better, best' approach for prospect. Utilizes sales materials pitch books, presentation templates, and add on services to facilitate sales conversation with prospects.
Attends tradeshows and conferences as appropriate to find leads, grows opportunity pipeline and awareness of competitive and industry practices. Records all contacts in Salesforce application.
Obtains customer financials and credit application. Submits to credit for processing via Salesforce.
Develops economic models that meet criteria: EBITDA, IRR, CPG, Volume, Leverage, Coverage, Accretion. Offers developed must be reviewed and approved and in line with other deals in the given marketplace to avoid causing issues with our existing customers.
Determines prospects needs, provides economical solutions for each that demonstrate value, satisfies the prospect while achieving sales goals and Sunoco financial objectives.
Creates and presents a professional proposal/offer for prospect. Works with legal to develop and execute contracts and agreements.
Provides critical thinking to overcome objections and successfully completes negotiations.
Effectively transitions new accounts to Area Operations Manager to complete onboarding and account management functions.
Accurately reports sales activity and key performance metrics at regular cadences.
Clearly articulates ongoing activity with leads, opportunities, proposals made, proposals excepted/rejected and anticipated closings. Keeps management apprised of competitive initiatives, offers, and challenges.
Effectively utilizes technology, programs, platforms (i.e. Salesforce, Tableau, Concur, etc.) for all phases of the sales process.
Enhances and protects the Sunoco LP's portfolio of brands. Explains brand value to prospects, requires mystery shops in all contracts, makes it clear all sites are to be properly branded and maintained.
Keeps current with all Salesforce inputs, leads, opportunities, etc. Creates the initial economic model to provide a rough idea of the anticipated deal.
To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. The requirements for this position are listed below:
Education and/or Experience, Knowledge, Skills & Abilities:
Experience as petroleum distributor, dealer or unbranded area manager, branded marketing territory manager of direct dealers, company operations supervisor or competitive management roles in sales or business development equivalent.
Motivated to achieve results without direct daily supervision. Must be proactive self-starter, excellent personal organizational and administrative skills. Travel with overnight stays required. Vehicle option available.
Bachelors degree preferred.
8 plus years experience.
Travel 50 - 75% of the time, some overnight, some multiple nights in a row.
Job Type: Full-time
Pay: $1.00 - $2.00 per year
Paid time off
Monday to Friday
job related: 8 years (Required)
Willingness to travel:
Work Location: One location