Lead Specialist - Area Sales Mgt

Summary:

The Area Sales Manager is a key member of the sales team that covers the Southeast region. This position requires a proven leader with a strong business acumen, excellent communication, relationship-building skills, and a passion for growth. The Area Sales Manager generates leads, negotiates deals, runs economic models, develops proposals, presents and closes the deal within all financial EBITDA metrics and targets. S/he will be required to travel the majority of the time to engage new customers and provide ongoing superior service throughout the region ranging from the Carolinas, GA and potentially some additional neighboring states.

This position is primarily responsible for growing our customer base and EBITDA using our competitive advantages in supply and branding options for branded opportunities.

Essential Duties and Responsibilities:

• Prepares annual budget and growth capital requirements for geography and new customer base.
• Represents Sunoco LP, and its portfolio of brands, products and services with credibility and integrity. Acts as a business advisor, consultant and credible source of industry and market knowledge. Understands and can communicate the Sunoco LP growth strategy, by market, by customer channel, by terminal supply point. Communicates strengths, weaknesses, and required adjustments to management as necessary.
• Grows all Branded Sales Channels for specific territory.
• Using Salesforce, creates and maintain a strong sales pipeline with detailed prospect information. Record all contacts. Qualifies leads. Work opportunities through each phase of the sales funnel, effectively securing new business.
• Establishes relationships with new business opportunities in existing and target growth markets.
• 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.
• Attends tradeshows and conferences as appropriate to find leads, grow opportunity pipeline and awareness of competitive and industry practices. Records all contacts in Salesforce application.
• Develops economic models that meet criteria: EBITDA, IRR, CPG, Volume, Leverage, Coverage, and Accretion. Offers developed must be reviewed and approved and in line with other deals in the given marketplace to avoid causing issues with our existing customers.
• Determines prospects needs, providing economical solutions for each that demonstrate value, satisfy the prospect while achieving sales goals and Sunoco financial objectives.
• Creates and presents a professional proposal/offer for prospect. Works with legal to develop and execute contracts and agreements.
• Provides critical thinking to overcome objections and successfully complete negotiations.
• Effectively transitions new accounts to Area Operations Manager to complete onboarding and account management functions.
• Accurately reports sales activity and key performance metrics on a regular cadence.
• Clearly articulates ongoing activity with leads, opportunities, proposals made, proposals accepted/rejected and anticipated closings. Keeps management apprised of competitive initiatives, offers, and challenges.
• Effectively utilizes technology, programs, platforms (i.e. Salesforce, Tableau, Concur, Excel, etc.) for all phases of the sales process.
• Enhances and protects Sunoco LP's portfolio of brands. Explains brand value to prospects, requires mystery shops in all contracts, makes it clear all sites are to be properly branded and maintained.
• Keeps current with all Salesforce inputs, leads, opportunities, etc.

Pay:

This position pays a base salary plus sales commission.