Regional Sales Manager - East - Baltimore, MD

Manages and develops lubricant, chemical, fuel, services sales within a strategic multi region customer base. The customer base range from local, area all the way up to 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.  Effectively lead team of professional sales representatives and possibly sales managers through the sales process and pipeline to introduce Pilot Thomas Logistics (PTL) portfolio of products and services to new business prospects.  Excels at leading team to consistently achieve budgetary & financial goals & obligations.

***There is only one position and the candidate can reside in Philadelphia, PA or Baltimore, MD. Apply to the location that you reside closest to.***

Essential Responsibilities:

  • Leads day to day sales and commercial activities for Region(s).
  • Review and ensure all the account plans are current and being executed according to the plan.
  • Resolve customer concerns and issues.
  • Lead local proposal development and customer conversion.
  • Provide market intelligence on customers and industries.
  • Provide managerial leadership and direct the selection, supervision, development, motivation and evaluation of staff.
  • Create unique value for prospective for customers by seeking to understand their business problems, issues and opportunities in new or different ways.
  • 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.
  • Demonstrate a participative management style- advocate of team concept.
  • 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.
  • Builds culture of accountability & performance.
  • Effectively and successfully lead sales organization of 7 to 19 professionals.

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 & Industrial channels including but not limited to Heavy Duty, Road Building, Earth Moving, Paving, Redi-Mix & Asphalt, Construction, Trucking, Manufacturing, Fleet Fueling, Energy, PCMO, and other industries 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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