📁
Commercial/Business Development
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1910002851 Requisition #
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Energy Transfer Equity, L.P. (NYSE: ETE) owns SUN's general partner and incentive distribution rights. The Energy Transfer family of companies controls approximately 86,000 miles of pipelines, supplying major fuels throughout the country.

A career with Sunoco LP is about committing yourself to innovation, partnership and results. At Sunoco LP, we are passionate about our business, and we’re looking for people who have the drive to help us reach our goals.

Wholesale fuel distribution is our key focus at Sunoco LP. We distribute more than 10 fuel brands to approximately 9,200 convenience stores across the United States. Sunoco fuel is our premier fuel brand and is a brand built on innovation and quality. It’s well-recognized among racing enthusiasts worldwide and is the world’s largest manufacturer and marketer of racing fuels, distributing gasoline to more than 500 racetracks worldwide. It’s the official fuel of NASCAR, NHRA and 50 other racing series in the United States. Because of our vast network and infrastructure, we can customize our offering based on consumer demand. In addition to Sunoco fuel, we also offer Texaco, Exxon, Valero, Diamond Shamrock, Shell, Mobil, Phillips 66, Conoco, Citgo and Chevron fuel.

Summary:

The position of Area Sales Manager is a key player of the sales team.  This position requires a driven individual with a strong business acumen, excellent communication and relationship-building skills and a passion for growth.  Position finds leads, negotiates deals, run economic models, develops proposals, presents and closes the deal within all financial EBITDA metrics and targets.

This position is primarily responsible for growing our customer base and EBITDA using our competitive advantages in supply and brand strength where possible as well as our other brand options.


Essential Duties and Responsibilities:
 
  • Prepares annual budget and growth capital requirements for geography and assigned key customers.
  • Represents Sunoco LP, and its portfolio of brands, products and services with credibility and integrity.  Acts as a business advisor, consultant and credible source of industry and market knowledge.  Understands and can communicate the Sunoco LP growth strategy, by market, by customer channel, by terminal supply point.  Communicates strengths, weaknesses, and required adjustments to management as necessary.
  • Using Salesforce, creates and maintain a strong sales pipeline with detailed prospect information.  Record all contacts.  Qualifies leads.  Work opportunities through the each phase of the sales funnel, effectively securing new business.
  • Establishes relationships with new business opportunities in existing and target growth markets. 
  • Prepares a detailed sales plan that identifies ‘good, better, best’ approach for prospect.  Utilize sales materials pitch books, presentation templates, and add on services to facilitate sales conversation with prospects.
  • Attends tradeshows and conferences as appropriate to find leads, grow opportunity pipeline and awareness of competitive and industry practices.  Records all contacts in Salesforce application.
  • Obtain customer financials and credit application.  Submit to credit for processing via Salesforce.  
  • Develops economic models that meet criteria:  EBITDA, IRR, CPG, Volume, Leverage, Coverage, Accretion.  Offers developed must be reviewed and approved and in line with other deals in the given marketplace to avoid causing issues with our existing customers.
  • Determines prospects needs, providing economical solutions for each that demonstrate value, satisfy the prospect while achieving sales goals and Sunoco financial objectives.
  • Creates and presents a professional proposal/offer for prospect.  Works with legal to develop and execute contracts and agreements.
  • Provides critical thinking to overcome objections and successfully complete negotiations. 
  • Effectively transitions new accounts to Area Operations Manager to complete onboarding and account management functions.
  • Accurately reports sales activity (i.e. "Smiles, Dials, Miles") and key performance metrics at regular cadences.
  • Clearly articulates ongoing activity with leads, opportunities, proposals made, proposals excepted/rejected and anticipated closings.  Keeps management apprised of competitive initiatives, offers, and challenges. 
  • Effectively utilizes technology, programs, platforms (i.e. Salesforce, Tableau, Concur, etc.) for all phases of the sales process. 
  • Operational Excellence  Enhances and protects the Sunoco LP's portfolio of brands.  Explains brand value to prospects, requires mystery shops in all contracts, makes it clear all sites are to be properly branded and maintained. 
  • Keeps current with all Salesforce inputs, leads, opportunities, etc.  Create the initial economic model to provide a rough idea of the anticipated deal.
  • Exhibits qualities and characteristics of Sunoco LP's company values:
  • We know each other by name, from our executives to our customers and our support teams.  It is an important part of our culture, and we believe it sets us apart.
  • We embrace collaboration, creativity and focus to invent new and more efficient ways to met our goals.  Our resourcefulness helps us to find a way when there isn't one.
  • We take ownership, expect individual contribution, communicate with candor, and make decisions to push our business forward.
  • We respect each other, act responsibly and care for the communities where we live and work.
  • We have a bias for action and we focus on results for our customers and stakeholders.

Requirements:

Education and/or Experience, Knowledge, Skills & Abilities:

To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. The requirements for this position are listed below:

 
  • Bachelors degree preferred.  Travel 50 - 75% of the time, some overnight, some multiple nights in a row.  Complete all travel and expense related reports.
  • 8 plus years’ minimum experience in branded or wholesale fuels marketing. Microsoft suite computer proficiency, Salesforce.com, Outlook, etc.
  • Targets Accountable for growth of 15 - 30 new retail sites and $500-$1MM EBITDA through development of new business pipeline each year.
  • Targets Accountable for completing all significant EBITDA contributing renewals ( > $1MM EBITDA)
  • Targets Responsible for strategic key growth accounts in respective geography
Location:

Position will be responsible for growth in the northwest US in the states of: WA, OR, ID, MT, WY, ND, SD, NE, MN, IA.  Candidate will need to live within the geography.


Working Conditions:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

 
  • Usually, normal office working conditions.
  • Must be able to remain in a stationary position 50% of the time due to prolonged periods of sitting or standing.
  • Occasional overnight travel may be required.
  • Occasional visits to industrial/manufacturing settings, which may include exposure to various materials and chemicals, as well as extreme temperature conditions and loud machinery, and require appropriate personal protective equipment.
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