Manager, Sales Development - Hybrid or Remote

The Manager, Enterprise Sales, will contribute to the overall success and performance of Mansfield's Outside Sales Team. This role is focused on the commercial and industrial (C&I) market segments with an emphasis on the development of new sales professionals with the intent of creating business development professionals capable of functioning autonomously in the pursuit of new business (i.e. new logos). The scope of this role includes the management of a team consisting of insides sales professionals, individuals being trained in Mansfield's developmental "Academy" program, and outside-sales business development professionals. This team will be responsible for generating leads, initiating contact with prospects to qualify leads, promoting the company's products and services, proposing contracts, and closing opportunities. Additionally, this team will create new business relationships with customers, up-sell, and cross-sell to these new customers for the initial three years of the relationship. Product lines sold and serviced may include, but are not limited to, Full Truckload (FTL), Less-than-Truckload (LTL), Fleet Cards, Fuel Systems & Services (FS&S), Diesel Exhaust Fluid (DEF), and Fixed Price Contracts. The Manager, Sales Development, is responsible for establishing a performance-based culture supported by coaching, developing, and motivating the team to achieve their targets. The Manager, Sales Development, will advance the performance of sales reps w/ behavioral tracking and development while driving adherence to, and accountability for, the Mansfield sales process. This position will require a close relationship with the recruiting team in order to procure talent for both the Inside-Sales function and Mansfield's developmental "Academy" program. Finally, this role will work in concert with Marketing, Product Lines, and the Deal Desk to ensure maximum value is captured for the organization.

Responsibilities

People Leadership

• Develop clear goals for the team annually that support company goals and objectives
• Establish SMART goals for learning and development of sales behaviors as well as volume and profitability in support of the overarching monthly/yearly goals set by leadership
• Develop a behavior expectation plan for sales reps to track key marketing efforts, distribute results to the team and management
• Develop a coaching strategy for the team to achieve or exceed goals and objectives
  • Regularly review performance with team members
  • Help team members focus on what is within their control to achieve success
  • Celebrate success
  • Quickly address performance issues in a constructive manner
  • Create positive accountability and follow-up to achieve goals
• Provide or coordinate training/ development for team members as appropriate, leverage product line managers to enhance product knowledge or sales leadership for tactical selling skills
• Create a culture of learning and excellence
• Maintain a high level of camaraderie, teamwork, and morale
• Ensure team members work closely with other departments to reach the common goal, achieve sales objectives and P&L budget

Sales Leadership

• Recruit, select, and develop talented individuals that sell, service, and support all Mansfield offerings
• Work with product line managers, corporate marketing team, national and regional sales teams, and inside sales to maximize regional and company earnings and overall volume growth
• Partner with HR's Recruiting Team to attract and retain high-potential sales professionals and candidates
• Recommend and implement sales marketing strategies to target specific market segments
• Work closely with and support sales reps to help develop and grow their book of business
• Ensure current and new offerings are communicated on a timely basis to current and potential customers
• Establish a monthly review of P&L results with the team
• Track and report on new product sales, new customers, account penetration results, etc.

Position Requirements

Formal Education & Certification

• Bachelor's degree or applicable experience required
• Advanced degree preferred

Knowledge & Experience

• Extensive knowledge of the fuel industry
• Demonstrated success in commercial selling within the energy industry
• Significant experience coaching and developing others
• Excellent Microsoft Office suite skills

Qualifications & Characteristics

• Working knowledge of all Mansfield product and services offerings, operational capabilities, and fuels commodity pricing methods as well as detailed supply costs
• Strong organizational and verbal/written communication skills
• Solid financial acumen and excellent communication skills
• The ability to develop a clear vision
• A willingness to get actively involved in day-to-day actions to ensure accuracy, timeliness, and strong customer service skills
• Strong analytical and problem-solving skills
• The ability to work well with all departments and resources
• The ability to coordinate events and organization activities, tools, and resources
• The ability to multi-task
• The ability to evaluate contracts and complicated transactions
• The ability to recruit, retain, and lead others
• The ability to perform in a fast paced, team-oriented environment
• Excellent problem-solving skills

Work Environment

• Hybrid work schedule if close to a Mansfield office; Remote available for well-qualified individuals not living near a Mansfield location
• Sitting for extended periods of time
• Dexterity of hands and fingers to operate a computer keyboard, mouse, and other computer components

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.