Manages and develops lubricant & chemical sales with a strategic multi region customer base. The customer base can be national in scope and crosses a wide geographic footprint including current accounts and active prospects. Requires a strong focus on managing the relationships and deliverables in both a centralized and decentralized customer structure.  Works with the sales managers and representative supporting and managing a sales process and pipeline to introduce Pilot Thomas Logistics (PTL) portfolio of products and services to new business prospects.

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Essential Responsibilities:

• Prospect, engage, and close large, multi-regional, pieces of new fuel, lubricant & chemical business.
• Leverage relationships to make new sales proposals for incremental growth in product and services.
• Create unique value for prospective for customers by seeking to understand their business problems, issues and opportunities in new or different ways.
• Manage assigned current accounts and deliver customer specific key performance indicators that support the overall PTL strategy to grow our share of wallet.
• Optimize PTL’s sales team within the region to ensure complete customer satisfaction from presales through post sales.
• Focus on prospects where PTL’s strength in our distribution network can differentiate us from our competition and deliver value and profitable growth.
• Develop and manage the contact map to maintain and develop appropriate personal relationships within the customer base.
• Develop pricing strategy recommendations, pricing coordination, and long-term market outlook for focused segments.
• Negotiate the deep and complex portfolio of products and programs that drives a foundation for moving customers from traditional products to an enhanced performance product platform based on business and segment needs.
• Work with the Operations and Supply Chain teams to ensure service on time delivery and product distribution is 100%.
• Effective use of Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as PTL’s organization.
• Provide market intelligence on customers and industries.

Other Functions:

• Special projects as requested.
• Perform other duties as assigned.

Competencies:

• Monthly GM$ responsibility of $2,500 to $3,500k.
• Effectively train new TMs and cross-train existing TMs, initiate training and ensure that appropriate goals are set and achieved.
• Consistently show ability to obtain facts and data needed to make a decision, exercising sound judgment while showing decisiveness in making a recommendation or taking action.
• Participate and contribute to the planning process, helping to identify and define targets while also identifying monthly variances to plan and outlining plans to close the gap.
• Oversee the development, presentation and corresponding negotiation of multi-product and regional proposals.

Minimum Requirements:

• 10-15 years' demonstrated success in a consultative/solution based selling within a relevant industry (i.e. petroleum/lubricant or chemical distribution) with a focus on large multi-state/geography customers.
• Experience selling at the senior management levels with a proven track record of routinely closing deals that are mutually beneficial to the customer and the company.
• Action oriented; self-starter with little need for direction or supervision. Proven ability in large account management.
• Excellent interpersonal, communication and presentation skills.
• Ability to think strategically to develop/execute long-term account growth and trade up.
• Highly knowledgeable of industry trends and market value chain.
• Strong listening and presentation skills.
• Effectively develop, lead and manage a team of high-performing sales team on ways to improve sale performance, achieve goals and obtain expected goals.
• Demonstrate meaningful year after year profitable growth and geographic expansion.
• Experience and knowledge of hedging strategies and international commodity market is a plus.
• Experience and knowledge of truck, rail, barge and ship logistics, a strong plus.

Education:

• Bachelor’s Degree in Business Administration, Finance or Marketing or a combination of education and/or experience in lieu of degree preferred

Working Conditions:

• This position requires 50-60% travel.
• Ability to stand, bend, push and pull at least up to 10 lbs.