Responsibilities
Knowledge Acquisition
- Display prior industry, company, and/or sales knowledge and experience
- Bolster industry knowledge through formal and informal training channels
- Gain and display proficiency in Product Line knowledge through from trainings and cross-channel sales collaboration
- Learn how to leverage preexisting and gained knowledge to be successful in a sales role at Mansfield
- Leverage knowledge and experience of Sales Managers, Colleagues, and Product Line Specialists to refine sales acumen
- Convey eagerness and aptitude to learn while completing daily job functions and assigned trainings
- Scale functional knowledge in role competencies to attain opportunity for role advancement
Develop Net New Business Opportunities
- Develop and implement effective sales strategy designed to immediately meet prospecting metrics in support of initial sales closing within the second quarter.
- Develop prospecting cadence plan with assistance from Sales Management
- Leverage partnership of Strategic Account Executives to sell into existing accounts
- Perform aggressive lead generation, due diligence, and cold calling to continuously develop a pipeline of new business leads
- Engage and qualify net new business leads and to set appointments with the support of applicable team members as needed (Sales Management, Product Line Specialists, or additional C&I Sales Team members)
- Autonomously run fifty percent of prospect meetings with preparation in collaboration with Sales Management and assigned Strategic Account Executive(s)
- Utilize personal and internal stakeholder product knowledge to provide technical assistance to customers and assist them in identifying and qualifying to meet their needs
- Convey the value of Mansfield’s services and product offering as it relates to customers' unique needs
- Make formal and informal sales presentations individually and in collaboration with Sales Management
- Prepare sales proposals to prospect or customer based on knowledge of company’s operational capacity and established ROI thresholds, review with Sales and Product Line Management
- Semi-autonomously open, negotiate, and close business development deals
Sales Performance
- Meet or exceed sales and margin budget goals and market plans
- Exceed annual quota to attain opportunity for role advancement
- Equivalent to 1.375x the employee’s total cost to the organization
- Achieve or exceed customer call targets via the telephone and other means of electronic communication in effort to meet sales quota
- Autonomously adjust individual prospecting cadence to support results in the pursuit of net new business
- Keep management informed by conducting pipeline reviews
Sales Administration
- Enter information, track, forecast and update account within MOC’s Customer Relationship Management (CRM) System
- Develop a strong pipeline in CRM to support growth targets for book of business
- Manage CRM pipeline of prospects and execute daily contact within the system; create and maintain strong sales pipeline with detailed information as to number of potential and qualified prospects/opportunities, status, and next steps
- Maintain regular cadence of pipeline reviews with Sales Management and paired Strategic Account Executives
- With support from Sales Management, prepare bids and/or proposals for net new business opportunities
- Submit price request forms, POT forms, etc. to facilitate the pricing and addition of new customer sites, products, or services
- Work with Deal Desk to ensure maximum profitability
- Respond to the needs of internal and external customers with sense of urgency and commitment to follow up
Account Transition
- Work closely with sales and Customer Relationship Managers to ensure smooth on-boarding of net new business
- Develop and maintain account plans to identify and monitor opportunities; plans include but are not limited to assessment of current state of account, share of wallet, competition within the vertical, key decision makers, overall fuel budget, issues/pain points within the opportunity and within the customer's marketplace and action plan to optimize spend potential throughout assigned account.
- Coordinate with Operations Teams to ensure customer pricing and data is accurate within MOC’s systems
- Collaborate with Sales Support Team (Strategic Account Executive, Customer Relationship Manager, Sales Manager etc.) to ensure smooth transition
Position Requirements
Formal Education & Certification
- Bachelor’s degree from a four-year college or university required
- Degree in business, marketing, sales, or another related field
- Higher level education preferred
Knowledge & Experience
- A minimum of 3+ years sales experience (outside industry), or 2+sales experience
- years within the industry
- If not applicable sales experience, minimum of 2 years Mansfield or industry experience
- Microsoft Office Suite proficiency required (Word, Excel, PowerPoint & Outlook)
- Microsoft Dynamics experience preferred
- Presentation and formal proposal skills
- Excellent communication and organizational skills
- Able to utilize latitude given within job parameters to make independent decisions
- Ability to handle multiple tasks and work well under pressure to meet deadlines
- Sales experience required
- Cold-Calling experience required
- Solid closing skills with excellent communication and organizational skills
- General knowledge of the petroleum product distribution industry
- Proven record of driving new sales growth and cold-calling success (metrics provided)
Qualifications & Characteristics
- Tenacity for overcoming challenges
- Self-starter; self-motivated; sense of urgency; personable; extroverted personality; well organized; ability to achieve goals; ability to focus and pay attention to detail
- Ability to work with little supervision and effectively use problem solving skills
- Must have strong interpersonal, oral, and written communication skills
- Ability to multi-task, analytical and problem-solving skills
- Ability to build relationships and manage new and existing accounts
- Passionate & strong desire to win
Work Environment
- 40-hour on-site or remote work week
- Sitting for extended periods of time
- Dexterity of hands and fingers to operate a computer keyboard, mouse, and other computer components
- Availability to travel up to 33%
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.