Regional Director, Sales & Services

Job Summary

Reporting to the Vice President of Commercial Fuels, the Regional Director, Sales & Services manages a remote team of sales professionals to grow the book of Commercial & Industrial business. The successful candidate will foster close working relationships with internal and external stakeholders to ensure the sales organization’s efficient operation and success. The Regional Director, Sales & Services will effectively coordinate with supply, risk management, customer service, and credit functions to ensure Colonial Group maximizes the opportunity to win each new business opportunity, and successfully execute deliveries, invoices, and collection. The Director must be able to coach, mentor, train & motivate a virtual team to foster an environment of continual professional growth and development. The Director will lead the team with a goal to continue to meet and exceed budgeted volume and margin goals year over year.

Duties and Responsibilities

• Manage & lead a team of Sales Professionals.
• General management of all Commercial & Industrial Fuel offerings, such as Tank wagon, Transport, lubricants, DEF, Emergency Services, Cardlock, Fuel Polishing, Mobile Fueling & Fixed Pricing.
• Facilitate a sales minded culture with consideration on operational excellence that builds and maintains professional and profitable business relationships with our current and prospective customers.
• Enable and empower organic growth by integrating and maintaining consistent sales activity metrics, constructive sales feedback to team, leading by example, and executing on our customer promise.
• Develop a cohesive One Team Culture through engagement with remote organization who are accountable for established sales territories, maintaining relationships with internal stakeholders and collaborating effectively with leadership in supporting business units.
• Review and complete employee evaluations as required by the Human Resources Department.
• Recruit, interview, and select new employees for Sales Professionals.
• Manages the Customer Portfolio through management review processes to establish forecasts and analysis of actual performance against the budget. Contract generation and management. Responsible for reporting on sales productivity and customer profitability.
• Collaborate closely with shared services to implement and execute processes for order to cash, supply, logistics, legal, IT, and HR.
• Implement and execute dynamic portfolio pricing and margin optimization/strategies.
• Establish, communicate and drive the strategic ambition for growth channels by establishing and integrating a metric driven share of wallet market strategy.
• Direct engagement with strategic customer accounts and ownership of the customer experience
• Partner with marketing to execute the marketing and training strategy for the commercial fuel organization.
• Work closely with the Director of Sales Operations to ensure sales pipelines are updated and aligned with upcoming asset demands.
• Work closely with the Director of Sales Support to ensure there is consistent and effective communication between the reps and sales support Team with the focus in executing on our customer promise.
• Create & integrate effective sales campaigns / contests aligned with enterprise goals and initiatives to meet and exceed yearly goals and targets.
• Consistently spend time in the field with the sales Team working to train, guide and support new business growth while maintaining an activity-based sales program.
• Leverage the strategic account Team (National Accounts, Fixed Price, Lubricants, etc.) to review the total opportunity with commercial accounts and grow the book in 3rd party markets.
• Identify and maintain a list of potential M&A targets
• Company representative/ambassador at industry conferences and events
• Implements CRM strategy and discipline.
• Other projects and duties may be assigned.

Education and Experience

• 10+ years of multifunctional experience in the petroleum industry at the wholesale or distributor level, Experience in Fuel Sales required.
• Engineering, Finance, Supply Chain or Business degree preferred.
• Experience leading a sales team required.
• Previous experience/exposure with/to CRM required, Microsoft Dynamics preferred.

Knowledge, Skills and Abilities

• Strong business and sales acumen required.
• Thrives in a fast-paced market-facing environment.
• Strong attention to detail.
• Outstanding communication (oral, writing and presentation skills).
• Demonstrated ability to work well across multiple teams and personalities in a corporate environment.
• Strong Excel Skills.
• Experience with Mircorsoft Office Suite – PowerBI, Microsoft Dynamics preferred.
• Acquisition integration experience preferred
• Analytical strengths using Key Performance Indicators, ROI, Process improvement, utilization, trends, etc.
• Team and organization builder capable of instilling a family culture in the organization.
• While performing the duties of this job, the employee is regularly required to sit, stand, walk, and may occasionally lift and/or move up to 10 pounds.

Eligibility Requirements: Hiring is contingent upon eligibility to work in the United States.

Colonial Group, Inc. is committed to creating an environment that values and supports diversity and inclusiveness across our organizations. We encourage applications from qualified individuals who will help us achieve this mission. Colonial Group, Inc. prohibits discrimination of and will receive consideration for employment without regard to race, color, religion, sex, age, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status.