Summary:
The Senior Manager, Business Development is a key role within the Sales leadership team and will be responsible for leading a team of Area Sales Managers (ASMs) responsible for delivery Branded fuel growth. This position requires a seasoned sales professional with strong business acumen, excellent communication and relationship-building skills and a passion for growth.
The successful Senior Manager, Business Development:
- Leads a team of ASMs and develops Sunoco’s branded business within a defined multi-state geography.
- Manages own book of business for a set geography as well as directing and leading team of ASMs within their set geographies.
- Key contributor to defining Sunoco’s strategy by MSA and actively ensures strategy is updated based on changing market dynamics.
- Allocates and directs resourcing according to defined strategy.
- Partners with Sunoco’s Supply team and Sales Operations team to ensure economics of deals are accurate and costs are understood.
- Develops a healthy sales pipeline through the development and nurturing of relationships and effectively coaches team on best practices related to lead generation.
- Negotiates deals, runs economic models, develops proposals, and closes deals all within financial EBITDA metrics and targets.
- Reviews deals and economic models of ASMs within team to ensure all are within stated guidelines.
- Builds and nurtures prospective customers in distributor and dealer channels.
- Makes cold calls using successful sales techniques ultimately leading to executed contracts which will be handed off to the appropriate account manager.
- Ensures that team members are compliant in utilization of Salesforce and that EBITDA and capital forecasts are accurate.
- Lead ad-hoc cross-functional projects as needed.
Geography: North Texas, OK, AR, CO, KS, MO, NE, Northern LA.
Essential Duties and Responsibilities:
- Effectively manage team of ASMs and provide coaching as needed to ensure team meets and/or exceeds sales targets.
- Prepare annual budget and growth capital requirements for geography and assigned key customers.
- Represent Sunoco LP and its portfolio of brands, products and services with credibility and integrity.
- Accountable for results and demonstrating a sense of urgency around business imperatives.
- Act as a business advisor, consultant and credible source of industry and market knowledge both internally and externally.
- Understand and communicate the Sunoco LP growth strategy, by market, by customer channel, by terminal supply point.
- Ensure team is utilizing Salesforce and maintaining a strong sales pipeline with detailed prospect information. Record all contacts. Qualifies leads. Work opportunities through each phase of the sales funnel, effectively securing new business.
- Establish relationships with new business opportunities in existing and target growth markets.
- Attend tradeshows and conferences as appropriate to find leads, grow opportunity pipeline and awareness of competitive and industry practices. Records all contacts in Salesforce.
- Develop 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 existing customers.
- Determine prospects’ needs, providing economical solutions for each that provide value while achieving sales goals and Sunoco financial objectives.
- Work with credit and legal departments through Salesforce to develop and execute contracts and agreements.
- Accurately report sales activity and key performance metrics on a regular cadence.
- Clearly articulate ongoing activity with leads, opportunities, proposals made, proposals excepted/rejected and anticipated closings.
- Keep current with all Salesforce inputs, leads, opportunities, etc.
Required Skills / Education and/or Experience, Knowledge, & Abilities:
Sales leadership experience within the petroleum industry with either a large fuel distributor or marketer. Ability to provide strong leadership both from a commercial standpoint as well as business practices. Must be a proactive self-starter with excellent financial and business acumen.
- Bachelor’s degree required.
- 10 plus years’ experience in fuel distribution.
- Minimum of 8 years of managerial experience, preference with leading sales professionals.
- 2 years of experience in process improvement preferred.
- Travel 50 - 75% of the time, some overnight, some multiple nights in a row.
Working Conditions:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job:
- Usually, normal field and office working conditions.
- Must be able to remain in a stationary position 50% of the time due to prolonged periods of sitting or standing.
- Overnight travel may be required.
- Occasional visits to industrial/manufacturing settings, which may include exposure to various materials and chemicals, as well as extreme temperature conditions and loud machinery, and require appropriate personal protective equipment.