Position SummaryThe Manager, Distributor Commercial Operations, is responsible for how deals are structured, how capital is deployed, and how performance is delivered across the Distributor channel.
This role partners directly with Division Managers and Sales to turn opportunities into executable deals-and ensure those deals convert into volume and EBITDA on time and on plan. It operates across the full lifecycle of a deal, from initial modeling through contract, image execution, and first fuel.
This position provides a 360° view of the business and serves as the control point connecting commercial strategy to actual performance.
Key Responsibilities- Deal Structuring & Commercial Modeling: Build and structure economic models for new business, renewals, and capital investments. Develop on-strategy deal structures and prepare final models for approval through existing DOA process. Ensure all deals are consistent and actionable in Salesforce.
- Portfolio Management & Renewals: Maintain visibility to contract terms, renewal timing, and performance. Identify and prioritize renewals and at-risk locations. Partner with Sales leadership on strategy and execution.
- Capital Planning: Forecast and manage capital deployment. Align capital with budget and track variances. Support tradeoff decisions between retention and growth.
- Execution & Image Delivery: Default deals to Sunoco-managed image where possible. Coordinate with Image team and track execution through first fuel. Drive acceleration of project timelines.
- Forecast Ownership (Volume & EBITDA): Own forward view of volume and EBITDA. Establish first fuel assumptions. Track performance vs forecast and identify gaps early.
- Pipeline, Execution Tracking & Reporting: Track all opportunities in Salesforce. Monitor deals from contract through first fuel. Provide reporting on capital, volume, EBITDA, and execution timing.
- Cross-Functional Coordination: Partner across Sales, Supply, Pricing, Finance, and Image teams. Ensure alignment between strategy, execution, and financial outcomes.
Team & Leadership- Manage one direct report. Establish processes for modeling, forecasting, and tracking. Serve as central coordination point and improve execution discipline.
Required Skills, Education, and Experience- Bachelor's degree in Business, Marketing or similar related field and a minimum of 8 years of account management experience, preferably in the petroleum industry.
- New business acquisition, distributor or distributor account management, franchise dealer or convenience store experience.
- A basic knowledge of financial analysis is favorable.
- Strong communication, computer (Excel, Word, PowerPoint) and negotiation skills.
Preferred Skills, Education, and Experience- Experience or familiarity with Salesforce or similar CRM
- Experience or familiarity with Power BI and Smartsheet
- Fuel/energy experience, terminal economics, Power BI, TM1, SAP, DTN, capital deployment experience
Success MeasuresAccuracy of forecasts, delivery vs budget, speed and quality of execution, renewal effectiveness, image adoption, and reduced time to first fuel.
Commercial Workflow (Lead 12 First Fuel)
1. Opportunity Initiation: Distributor provides lead. Area Manager validates.
2. Intake & Modeling: Commercial Ops builds model and assumptions in Salesforce.
3. Strategy Alignment: Review and adjust with Sales and Division Manager.
4. Approval: Submit through Division Manager 12 Director 12 SVP.
5. Customer Offer: Structured offer sent (90-day validity).
6. Pipeline Tracking: Track opportunities and forecast impact.
7. Execution: Track contract, image, capital, first fuel.
8. Forecast & Reporting: Track actual vs forecast and report.
