ob Title: Sr. Director, Sales – NationalAccounts
POSITION SUMMARY – In a few sentences, summarize the purpose of the position. What is its basic function? What is its primary responsibility at World Fuel Services?
This position organizes, manages and implements selling strategies for fuel sales and Sales Executives within while maintaining internal rate of returns on all offered products and programs.
Market Knowledge - Develop a clear understanding of the potential market share and customer dynamics in the assigned region. Stay abreast of upcoming changes and relevant opportunities. Monitor the competitive landscape to ensure WFS is responding to threats on a timely basis; by ensuring sound pricing policies and adequate supply based on customer demand.
Expand Sales Channel - Accurately forecast respective regional opportunities and develop monthly and annual sales targets. Aggressively identify, develop and support new sales opportunities by conducting prospecting visits to major suppliers and vendors while engaging all parties to initiate business. Find innovative ways to penetrate markets/accounts and build sales pipeline by developing relationships with top tier prospects, partners and customers.
Negotiate/Sell/Account Maintenance – Work closely with Sales Executives to develop sales proposals that maximize sales volume, profitability and keeps customer interest and attention on WFS’s offerings. Cultivate and maintain strong working relationship with WFS’s Business Land customers. Identify, coordinate and manage potential cross-selling opportunities with all WFS’s product lines and sales departments.
Management - Build and maintain a strong executive sales force by recruiting, selecting, orienting, training and managing performance of the sales team. Lead, motivate and engage the sales force through field support and providing quality and timely feedback. Conduct weekly sales meetings and quarterly business reviews to ensure effective selling and efficient engagement of aligned resources. Ensure respective sales people are managing their activities and calendars and are optimized in the most effective manner. Review and approve all expenses associated with the team and ensure region area achieves operating expense targets.