Regional Sales Director - Dallas/Fort Worth, TX

Position Summary:
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.

Essential Responsibilities:

  • Prospect, engage, and close large pieces of new lubricant, fuel & 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 (CRM) 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.

Minimum Requirements:

  • 7-10 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 Commercial Heavy Duty, Road Building, Earth Moving, Paving, Redi-Mix & Asphalt Construction 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 sales 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.


  • 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.
  • Must be able to stand, bend, push and pull at least up to 10 lbs.

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