Sales Representative I

The Sales Representative is responsible for developing and implementing a successful sales strategy which drives volume and margin growth of our portfolio of solutions for Mansfield Oil for both existing and new customers. This role is able to generate unbranded fuel sales results, assists supply by matching demand to supply positions, and develops and builds lasting relationships with customers and prospects to generate current and future sales growth.

Responsibilities

Prospecting & Sales
* Meet or exceed sales and margin budget goals and market plans
* Obtain new accounts by planning and organizing daily work schedule to make inside sales calls on existing or potential customers / prospects
* Make formal and informal sales presentations
* Develop and implement effective sales strategy
* Manage CRM pipeline of prospects and executes 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
* Understand customer needs and requirements, discusses current Mansfield Oil solutions and product offerings, to effectively utilize these offerings to fully serve our customers and improve our position within our customer base
* Prepare sales proposal by quoting pricing, credit terms and service offerings to customer based on knowledge of company's operational capacity and established ROI thresholds
* Based on daily research, set customer price for each terminal and product where supply is available to sell and enter pricing data into the Mansfield pricing solution
* Submit daily pricing to customers; monitor real time spot ticker fuel market pricing data and processes price changes for inventory supplied markets, as applicable
* Proficient in Mansfield's other product lines enough to cross sell to customers as opportunities are presented

Supply Logistics, Optimization and Problem Solving
* Perform administrative functions to complete sales cycle (daily pricing, forecasting, reporting, customer database maintenance, correspondence, communications)
* Monitor competition by gathering current marketplace information on pricing, products, new products, marketing and techniques, etc.
* Optimize daily sales/margin by reviewing daily pricing and orders, and adjusting daily spot price quotes to compensate for market moves, netbacks, carrier availability, and least cost routing
* Work with Customer Relationship Manager to coordinate efficient setup process and ensure transactions are billed correctly
* Ensure accuracy of invoices
* Work with supply team to address customer inventory demands and forecasts
* Keep management informed by maintaining and submitting activity reports and market plans
* Develop creative solutions to get loads delivered and hauled daily

Relationship Building and Relationship Problem Solving
* Develop existing and establish new business relationships with current or target customer organizations, including corporate level executives
* Develop a clear strategy to communicate with customers in a timely manner
* Take leads and build relationships that translate into business
* Address relationship problems (credit issues, payment problems, supply outages, etc) in a way that maintains the relationship while maintaining Mansfield Oil standards
* Develop and maintain marketing and 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 target, key decision makers, overall fuel budget, issues/pain points within the target and within the customer's marketplace, current solutions, technologies and products, opportunity for new product and service offerings, and action plan to optimize spend potential throughout the assigned account
* Work within Mansfield with all internal groups to improve the customer experience

Position Requirements

Formal Education & Certification
* Bachelor's degree in Sales, Marketing or Business required or equivalent experience

Knowledge & Experience
* Track record of driving new sales growth and cold-calling success or college major in Sales required
* Microsoft Office Suite skills required (Word, Excel, PowerPoint & Outlook)
* Good presentation and formal proposal skills

Qualifications & Characteristics
* 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 multi-task, analytical and problem solving skills
* Strong written and verbal communication skills
* Passionate & strong desire to win

Work Environment
* 40-hour on-site work week while training, hybrid 60% in office / 40% remote once trained
* Sitting for extended periods of time
* Dexterity of hands and fingers to operate a computer keyboard, mouse and other computer components