Regional Sales Director – Refuse and Construction

Manages and develops lubricant, chemical & fuel sales with a strategic multi region customer base. The customer base can be 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. Works with the sales managers and representative supporting and managing a sales process and pipeline to introduce Pilot Thomas Logistics (PTL) portfolio of products and services to new business prospects.

There is one position available. Accepting candidates that reside in Phoenix, Houston, and/or Dallas-Fort Worth metroplexes.

Essential Responsibilities:

• Prospect, engage, and close large, multi-regional, pieces of new fuel, lubricant & chemical business.
• Leverage relationships to make new sales proposals for incremental growth in product and services.
• Create unique value for prospective for customers by seeking to understand their business problems, issues and opportunities in new or different ways.
• Manage assigned current accounts and deliver customer specific key performance indicators that support the overall PTL strategy to grow our share of wallet.
• 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.
• Develop and manage the contact map to maintain and develop appropriate personal relationships within the customer base.
• 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 tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as PTL’s organization.
• Provide market intelligence on customers and industries.

Other Functions:

• Special projects as requested.
• Perform other duties as assigned.

Competencies:

• Monthly GM$ responsibility of $2,500 to $3,500k.
• Effectively train new TMs and cross-train existing TMs, initiate training and ensure that appropriate goals are set and achieved.
• Consistently show ability to obtain facts and data needed to make a decision, exercising sound judgment while showing decisiveness in making a recommendation or taking action.
• Participate and contribute to the planning process, helping to identify and define targets while also identifying monthly variances to plan and outlining plans to close the gap.
• Oversee the development, presentation and corresponding negotiation of multi-product and regional proposals.

Minimum Requirements:

• 10-15 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 industry trends 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 sale 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 refuse, HD trucks, construction, and infrastructure work - a strong plus.

Education:

• 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.
• Ability to stand, bend, push and pull at least up to 10 lbs.