Summary:The position of Sr. Specialist - Sales is a key player of the sales team. This position requires a driven individual with strong business acumen, excellent communication, relationship-building skills, and a passion for growth. The responsibilities for this position include, but are not limited to the following:
- Developing relationships with current customers, negotiates deals, develops proposals, presents, and closes deals within all financial EBITDA metrics/targets.
- Managing the daily processes of account management across assigned territory, utilizing market and customer intel to deliver optimal ebitda and volume results and responding to and resolving any customer-related issues quickly and satisfactorily.
- Utilizing our competitive advantages in supply strength to grow our customer base and EBITDA , as well as identify new markets for growth.
- Communicating heavily across all internal channels: Business Development, Pricing, Supply and Trading, Customer Set Up, Customer Solutions, Accounting, and back-office personnel.
- Developing and growing targeted development areas.
- Traveling to potential client locations to develop and maintain business.
Primary Area: N Charleston, South Carolina; Brownsville, Texas; Jacksonville, Florida; and North Little Rock, Arkansas.
Essential Duties and Responsibilities:- Identifies prospects in growth markets, working in tandem with Business Development to win customers and grow volume in specified Development Markets.
- Determines prospects needs, providing economical solutions for each that demonstrate value, satisfying the prospect while achieving sales goals and Sunoco financial objectives.
- Accurately reports sales activity and key performance metrics at regular cadences.
- Establishes relationships with existing businesses and capitalizes on opportunities in target growth markets.
- Meets annual budget and growth requirements for assigned geography through thorough understanding of existing customer base and market, and by effectively adapting to market conditions.
- Effectively resolves all customer facing issues from Salesforce cases such as billing, loading, and drafting, and proactively handles customer complaints.
- Utilizes Salesforce to create and maintain a strong sales pipeline with detailed customer information. Records opportunities through each phase of the sales funnel to effectively expand business with existing customers.
- Clearly articulates ongoing activity with leads, opportunities, proposals made/excepted/rejected and anticipated closings. Keeps management apprised of competitive initiatives and challenges.
- Provides critical thinking to overcome objections to successfully complete negotiations.
- Attends tradeshows/conferences as appropriate to reinforce relationships and to grow opportunity pipeline while maintaining awareness of competitive industry practices.
- Effectively takes ownership of new accounts from Business Development to increase volume and ebitda for new customers.
- Understands daily hedge forecast model, supply position, and sales volume at terminal level, and territory market dynamics, and reacts timely to changes across these platforms.
- Prepares and presents RFP, Bid, and Contract pricing and volume, while recognizing other deals in the given marketplace to avoid issues with our existing customers and supply.
- Creates and presents professional proposals/offers for prospective accounts. Works with Supply/Trading/Operations to develop and execute contracts/agreements.
- Acts as a business consultant with a credible source of industry and market knowledge.
- Effectively utilizes technology, programs, and platforms (i.e. Salesforce, Right Angle, Concur, etc.) for all phases of the sales process.
- Represents Sunoco LP with credibility and integrity.
- Effectively communicates with management and internal channels to align growth strategy by market, by customer, and by terminal supply point.
Requirements:- Bachelor's degree preferred.
- 5-8 Years Sales experience required.
- Knowledge of SAP, Right Angle, Salesforce, Excel, and Concur preferred.
- Travel 25 - 50% of the time, some overnight, some multiple nights in a row.
- Complete all travel and expense related reports.
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 office working conditions.
- Must be able to remain in a stationary position 50% of the time due to prolonged periods of sitting or standing.
- Occasional overnight travel is 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.
