Dealer Sales Representative

Description

Valor Oil

Valor Oil, a third-generation petroleum distributor based in Owensboro, Ky., that provides private label and major brand gasoline, diesel fuels, racing fuels, lubricants, antifreeze and other petroleum products., who operate approximately 13 C-stores in northern Kentucky & Ohio. As well the operation of delivering gasoline to wholesale accounts in 4 southeast states at over 120 wholesale dealer locations. The company is headquartered in Owensboro, Ky.   

The Dealer Division currently operates in 4 states (Indiana, Ohio, Kentucky & Tennessee) and we have over 120 stores (as of October, 2020).  Alongside our office in Owensboro, Ky., we also have offices in Louisville, KY, Florence, KY, Maysville, Ky. and Bowling Green, Ky.  All dealer locations sell gasoline. The profitability of selling our gasoline and execution of contracts with our dealers are the primary methods of profit for the company.

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Valor Dealer Sales Representatives make quick and effective decisions based upon market and competitive-pricing positions that are best for the organization. 

The company is focused on action. Management style is direct and efficient. Dealer Sales Representatives

align activities with Valor’s strategy, goals and key priorities. Dealer Sales Representatives are evaluated based on performance and are expected to set goals, demonstrate leadership, and take a hands-on approach in guiding and growing the business. Individuals who outperform their peers are perfect candidates for fast growth and promotions within the Valor family.  

Valor Mission Statement:   “Keeping Your World Running”

Job Purpose

The Dealer Sales Representative should be positioned as the leader of acquiring new business with the full responsibility to drive new store growth in a number of business units. 

This role requires a bright and experienced leader who focuses on: selling our companies business model, increasing store count of the division, ensuring operational compliances, controlling expenses, executing contracts, and delivering top notch customer service (internal/external). This position will report directly to the Valor Oil Dealer Sales Manager.

Key Responsibilities Include:

• Increase Business Units- The ideal candidate must follow our specific sales method and close deals and add them to our network of dealers. Measurement of performance with additional business units being signed on includes but not limited to: Profitable deals that were gained through our network and outside of our network generating more gallons and profitability to the company. Position will have a set amount of cold-call visits to be executed each week and tracked on Salesforce.

• Maintaining Current Dealer Business- Candidate will be responsible for maintaining their current dealer business, Responsibilities include contract renewals, making sure dealers are in brand compliance, coaching dealers on brand requirements as well as Valor requirements, monthly visits to each location will be required.  

• Ensure all operational compliances are being adhered to & job opportunities herein– Including but not limited to ensuring that all components of our contract are being adhered to, all taxes, security deposits and general liability insurance policies stay active and applicable invoices/fees are paid on time.

• Expense Management Job knowledge- Maintain targets to budget. 

• Safety Management-Regularly upon arriving at a site check safety opportunities including but not limited to: building safety, fuel gasoline dispensers, Assist Dealer with issues/compliance checks needed by local municipalities and or federal/state compliances and any other contractual obligations that is required by the site.

Requirements

Requirements

Mandatory Survey as part of the Interview Process (takes approx 4 minutes): Culture Index Survey 

A successful candidate will:

• Short term 

1. Through working with cold calls and sales leads, close sales with prospective dealers and add new stores to our growing network with contracts.

2. Create lasting working relationships with each dealer owner/lessee. Effectively enforce all contractual obligations herein to the division.

3. Identify an action plan for improvement in all dealer locations you service and effectively create a mutually beneficial outcome for Valor and the dealer.

• Long term 

1. Get contracts executed for profitable new business for our dealer division through our business model to achieve monthly and yearly targets. 

2. Generate our Economic Model for offers that go through our process for approval and Vice President Retail Operations and Market for sign off on all offers. 

3. Execute an action plan and look for continuous improvement in each area of the PL (profit/loss) to ensure that all line items are meeting anticipated budgets.

Candidate Profile

The ideal candidate for this position is a person with 1-3 years’ experience in wholesale fuel operations.  Management experience preferred within a similar channel. The candidate should be high energy with a high level of commitment to excellence. The candidate must be sales oriented, ambitious and above all business savvy to create mutually beneficial outcomes for all prospective Dealers & Valor. Candidate can expect to be travelling in this position 3-4 days a week sourcing new business with some overnights required. Strong attention to detail and the ability to build site improvement action plans is required

Specific Competencies Being Sought Include:

• Winner: A high achiever who thrives on challenge and is comfortable being measured on results.

• Creative:  Able to find creative solutions to challenges and opportunities as they arise.

• Tenacity/Persistence: Holds steadfast to a view of what must be done.  Pursues goals despite significant obstacles, resistance or competition from others. Must be both persuasive and tactful.

• Team Work: Able to foster and build a dynamic team oriented, collaborative environment. 

• Judgment: Makes decisions that balance a variety of factors (e.g., cost, risk, short-term vs. long-term impact) to achieve optimal outcome.

• Hard worker: This position will require some overnight travel. The successful candidate will be dedicated to doing whatever it takes to be successful. Must have a high degree of energy and enthusiasm for the business model and the success of the business. A strong work ethic is a key requirement.

• Negotiation: The candidate must be comfortable having challenging conversations.  They must be able to close deals and have good negotiation skills while the deal is being worked out. The candidate must be able to successfully recruit, interview and negotiate terms to close a profitable gasoline supply agreement with prospective dealers following our proven sales method.

• Technical Skills: The candidate must be computer literate at proficient level using common Microsoft programs especially Excel and PowerPoint.

• Budgetary Skills: The candidate must understand how to read PL statements and apply action plans to opportunities within the business, while understanding how critical it is to meet budget.

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Critical Success Factors 

• Communication Skills – The candidate must have excellent written and verbal communication skills. They are capable to share ideas with others with a true sense of purpose. They must be able to communicate effectively with other departments within Valor to ensure our division goals are met, departments to communicate with are but not limited to legal, transportation, fuel dispatch, accounting, and maintenance.

• Ability to handle/manage stressful situations – A successful candidate responds effectively and professionally in times of conflict and when site level crisis management is needed. 

• Fact Based Reasoning – The candidate relies on quantifiable data-driven analysis to inform decisions yet is comfortable using intuition when appropriate.

• Applied Intellect – The candidate must successfully reason, plan, and problem-solve for success in this position.

• Flexible – They must be willing to accept criticism. They are looking for ways to constantly change and adapt to the environment.

• Adaptable and Imaginative – The candidate remains open to change and can visualize many possibilities to resolve issues and capitalize on opportunities.

• Time Management - They spend time on value-added activities and eliminate non value-added activities that take away from their ability to drive results.

• Organized – The candidate manages time and administrative affairs efficiently.

Compensation

Valor offers an attractive compensation package, bonus, 401K with company match, benefits package,  mileage reimbursement, laptop, I-pad and cell phone provided. 

Travel requirements for this position can include up to 50% travel.