Summary:

The Senior Manager, Business Development is a key role within the Sales leadership team and will be responsible for leading a team of Area Sales Managers (ASMs) responsible for delivery Branded fuel growth. This position requires a seasoned sales professional with strong business acumen, excellent communication and relationship-building skills and a passion for growth.

The successful Senior Manager, Business Development:

• Leads a team of ASMs and develops Sunoco's branded business within a defined multi-state geography.
• Manages own book of business for a set geography as well as directing and leading team of ASMs within their set geographies.
• Key contributor to defining Sunoco's strategy by MSA and actively ensures strategy is updated based on changing market dynamics.
• Allocates and directs resourcing according to defined strategy.
• Partners with Sunoco's Supply team and Sales Operations team to ensure economics of deals are accurate and costs are understood.
• Develops a healthy sales pipeline through the development and nurturing of relationships and effectively coaches team on best practices related to lead generation.
• Negotiates deals, runs economic models, develops proposals, and closes deals all within financial EBITDA metrics and targets.
• Reviews deals and economic models of ASMs within team to ensure all are within stated guidelines.
• Builds and nurtures prospective customers in distributor and dealer channels.
• Makes cold calls using successful sales techniques ultimately leading to executed contracts which will be handed off to the appropriate account manager.
• Ensures that team members are compliant in utilization of Salesforce and that EBITDA and capital forecasts are accurate.
• Lead ad-hoc cross-functional projects as needed.

Geography: North Texas, OK, AR, CO, KS, MO, NE, Northern LA.

Essential Duties and Responsibilities:

• Effectively manage team of ASMs and provide coaching as needed to ensure team meets and/or exceeds sales targets.
• Prepare annual budget and growth capital requirements for geography and assigned key customers.
• Represent Sunoco LP and its portfolio of brands, products and services with credibility and integrity.
• Accountable for results and demonstrating a sense of urgency around business imperatives.
• Act as a business advisor, consultant and credible source of industry and market knowledge both internally and externally.
• Understand and communicate the Sunoco LP growth strategy, by market, by customer channel, by terminal supply point.
• Ensure team is utilizing Salesforce and maintaining 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.
• Establish relationships with new business opportunities in existing and target growth markets.
• Attend tradeshows and conferences as appropriate to find leads, grow opportunity pipeline and awareness of competitive and industry practices. Records all contacts in Salesforce.
• Develop economic models that meet criteria: EBITDA, IRR, CPG, Volume, Leverage, Coverage, Accretion.
  • Offers developed must be reviewed and approved and in line with other deals in the given marketplace to avoid causing issues with existing customers.
• Determine prospects' needs, providing economical solutions for each that provide value while achieving sales goals and Sunoco financial objectives.
• Work with credit and legal departments through Salesforce to develop and execute contracts and agreements.
• Accurately report sales activity and key performance metrics on a regular cadence.
• Clearly articulate ongoing activity with leads, opportunities, proposals made, proposals excepted/rejected and anticipated closings.
• Keep current with all Salesforce inputs, leads, opportunities, etc.