Lead Specialist - Area Sales Management

Full Job Description

Summary:

The position of Sales Specialist is a key player of the sales team. This position requires a driven individual with a strong business acumen, excellent communication, relationship-building skills, and a passion for growth. Position finds leads, negotiates deals, runs economic models, develops proposals, presents, and closes deals within all financial EBITDA metrics/targets.

This position is primarily responsible for their region strategy utilizing our competitive advantages in supply strength to grow our customer base and EBITDA, as well as identify new markets for growth.

Essential Duties and Responsibilities:

* Prepares a detailed sales plan that identifies "good, better, best" approach for prospect. Utilize sales materials, pitch books, presentation templates, and add on services to facilitate sales conversation with prospects.

* Determine 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 (i.e. "Smiles, Dials, Miles") and key performance metrics at regular cadences.

* Establishes relationships with new business opportunities in existing and target growth markets.

* Prepares annual budget and growth requirements for assigned geography

* Operate within Salesforce to create and maintain a strong sales pipeline with detailed prospect information. Move opportunities through each phase of the sales funnel effectively securing new business.

* 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 overcoming objections to successfully complete negotiations.

* Attends tradeshows/conferences as appropriate to find leads, grow opportunity pipeline while maintaining awareness of competitive industry practices.

* Effectively transitions new accounts to Area Account Manager to complete on-boarding and account management functions.

* Responsible for obtaining customer financials in order to process their credit application via Salesforce.

* Creates the initial economic model to provide a rough idea of customer anticipated volume/margin utilizing our contract criteria: EBITDA, IRR, CPG, Volume, Leverage, and Coverage.

* Contract offers developed must be reviewed then approved while being in line with other deals in the given marketplace to avoid causing issues with our existing customers.

* Creates and presents a professional proposal/offer 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, its portfolio of products and services with credibility and integrity.

* Effectively communicate the Sunoco LP growth strategy, by market, by customer channel, and by terminal supply point.

Requirements:

* Bachelor's degree.

* Travel 50 - 75% of the time, some overnight, some multiple nights in a row.

* Complete all travel and expense related reports.

* 5-8 Years Sales experience required

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.