Sr Manager - Business Development
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.
Recommended Skills Business Ethics Business Process Improvement Commercial Awareness Communication Economy Finance Estimated Salary: $20 to $28 per hour based on qualifications.
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