Job Description
Job Description
Wholesale Business Development Manager
Classification : Exempt
Salary Range : Dependent on Experience, Skills, and Abilities
Position Type / Expected Hours of Work : Full-time; evening and weekend work may be required as job duties demand
Reports to : General Manager Wholesale
Location : Washington
Summary / Objective
This position is responsible for developing and communicating new business and commercial opportunities to H&S Energy Group management, while supporting existing dealers with Company and branded-supplier programs. Invest time and training to ensure existing dealers are maximizing their opportunity for growth of fuel gallons and in-store sales. Develop a license program for wholesale channel of trade. This position will play a pivotal role strategically leveraging programs from the retail channel of trade combining innovation and business, negotiating, and overseeing agreements that allow the use of trademarked H&S concepts and buying power. Possess a keen eye for value extraction and risk management, balancing legal compliance, and revenue generation.
Essential Functions & Duties
- Maintain existing dealer accounts and relationships
Daily use of company approved CRM for customer documentation
Identify new business opportunities for H&S Energy Group managementContact potential clients to establish rapport and arrange meetings
Plan and overseeing current marketing initiativesResearch organizations and individuals to find new opportunitiesIncrease the value of current customers, while attracting new onesFind and develop new markets and improve salesAttend industry and / or Company conferences, meetings, and eventsDevelop quotes and proposals for clientsCreate goals to support business growth and the development team, with a plan to achieve set goals and expectationsTrain personnel and help team members advance their skillsMaintain and grow opportunity pipeline in company approved CRMMaximize territory profitability, cash flow, and customer satisfaction by developing, executing, and maintaining territory business plans, evaluating performance data, and providing action plans to General ManagerEnsure financial integrity and consult with station operators on the optimum implementation of marketing programs to increase sales and profitProvide support for the development of ancillary profit centers; these opportunities may include convenience stores, service bays, car washes, and joint venturesSupervise physical assets, including their working order and appearance, ensuring appropriate maintenance activity is conductedAssure full compliance with fuel supplier mystery shop and image programs
Coordinate all activity related to the sales, marketing, and merchandising of company productsPossess a strong understanding of our Brands and value proposition
Stay up to date and informed with industry trendsCounsel and provide support to station operators on retail factors including competitive pricing, customer service, and retail facility appearance and cleanlinessConfirm and maintain station operator compliance with contract agreement obligationsIdentify, evaluate, and recommend sensible station capital projectsAssure station compliance with federal, state, and local legal requirements - stays abreast of industry related laws, audits and enforce adherence to requirements, and make appropriate recommendations to executive teamOffer guidance to station operators on station management functions including employee selection and training, money management, and inventory managementAssess each profit center and geographic market (existing and planned) for performance, opportunities, and risksPrepare recommendations for goals (revenue, volume, margin, fulfillment, order-to-cash, etc.) for each profit center as well as KPIs for real-time / dashboard reporting.Prepare and present strategy / tactics to execute and deliver approved goals.Transparent communication and reporting to team on progress to goals, wins, and lossesFollow established sales processes across all business units / profit centers; modify or create sales processes to achieve goalsAssess and prepare recommendations for sales team development (e.g., tools and technology; internal and external training / programs)License ManagerIdentify potential areas of expansion within our company operated organization that would leverage buying power for our wholesale channel trade; including franchise trade names, and fiscal vulnerability and risk, and develop and implement corrective action plans for licensees
Create, manage, monitor, and oversee the licensing and permitting processing team which includes training, work assignments, and performance evaluationsNegotiate licensing agreements that meet the financial and strategic objectives of the organizationConduct market research and analysis to identify potential licensing opportunities and partnersMonitor the marketplace for any unauthorized use of the organization's intellectual property and take appropriate action if / when neededBuild and maintain relationships with current and potential licensors and licenseesAssess the monetary impact of licensing agreements, including conducting royalty audits and revenue forecastingProvide expert advice and guidance to senior management on licensing matters and potential risksCompetencies
Outgoing, initiative-taking, trustworthy, and knowledgeable of industry influencesCritical Thinking – using logic and reasoning to identify the strengths and weaknesses of alternative solutions and conclusionsPositive and solution-oriented attitudeStrong attention to detail and sense of urgency with ability to prioritizeEffective communication with all levels of organization, new customers, and existing dealersPhysical Demands and Working Conditions
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals to perform the essential functions.
Physical Demands : Sitting up to 100% of the timeWorking Conditions : This position is remote and requires person-to-person cold-call interaction, travel and overnight stays may be required. Use of a personal or Company automobile is requiredOther Qualifications
Bachelor's degree from four-year College or University, preferred but not requiredAdvanced computer and software skills / experience including proficiency in Windows, Microsoft Office, CRMs, ATS, HRMS, Payroll, etc.Minimum of 5 years retail gasoline and / or dealer working experienceHiring Minimum Requirements
18 years or olderHigh school graduate, GED, or relevant work experienceEmployment contingent upon successful completion of a background check
