Commercial Sales Manager

Position Summary

The Commercial Sales Manager at DCC Propane plays a pivotal role in driving new business-to-business (B2B) account development within our commercial propane division. The successful candidate will be instrumental in prospecting, generating new commercial business, and executing impactful cold-calls in the field to secure permanent sales. With a primary focus on achieving sales quotas and driving profitable growth, Commercial Sales Manager will also play a crucial role in negotiating and closing business deals, managing existing business relationships, and ensuring high retention rates through effective contract renewals.

In addition, we are seeking a candidate with a strategic mindset who excels in selling solutions rather than on price, further emphasizing the focus on providing value-added services to our clients. This role presents an exciting opportunity for a motivated and results-driven professional to make a significant impact in a growing commercial propane division. DCC Propane offers comprehensive sales training, valuable business insights and tools, marketing-supported leads, and cutting-edge CRM technology to facilitate the tracking and advancement of potential new business. The Commercial Sales Manager will benefit from a supportive environment, extensive training, and advanced tools to excel in achieving both personal and organizational goals.

Core Duties/Key Responsibilities

• Strategic Business Development and Consultative Selling- Identify and cultivate new business opportunities within the assigned geographical area. Utilize cold-calling, networking, and marketing leads to drive sales growth. Gather and leverage business intelligence on prospects to enhance sales calls and product presentations. Employ a consultative selling approach to generate revenue and achieve or surpass sales targets. Utilize gathered information to drive new business and increase sales effectiveness.
• Sales Activity Management - Meet or exceed weekly and monthly sales activity objectives through proactive customer calls. Effectively manage and document sales activities, lead details, and meeting information within our CRM system. Provide timely and precise sales forecasts to contribute to overall sales planning and strategy.
• Strategic Collaboration and Opportunity Qualification - Collaborate with the General Manager and National Commercial Sales Manager to prepare sales and action strategies. Identify, develop, and qualify new business opportunities within the designated geography by leveraging cold-calling, networking, and marketing leads.
• Customer Relationship Management - Develop strong relationships with customers and conduct market research to ensure future sales. Travel as directed throughout designated territories to generate leads and support existing customers. Handle frequent customer inquiries about pricing and/or the purchase of propane solutions through direct communication.
• Safety and Professionalism - Operate in and ensure a safe working environment. Maintain professionalism, integrity, security, image, and confidentiality of information and records as required by the position.

Position Qualifications

Experience/Education

Required Education: High School Diploma/GED required - Bachelor's/Undergraduate Degree preferred

Fields of Study Preferred: Business or Marketing

Required Work Experience:

• Minimum of 5 years of sales experience, either in inside or outside sales, with a preference for a background in commercial, mechanical, or industrial settings.
• Proven track record of successfully achieving sales goals and contributing to revenue growth.
• Demonstrated experience in effectively generating leads and establishing a strong sales pipeline.
• Possession of a valid driver's license.

Required Knowledge/Skills/Abilities

Microsoft Applications: Extremely proficient (in particular, Word, Excel, PowerPoint, and Outlook)

Additional Technology: High technical capabilities with ability to quickly learn and utilize new technologies.

Travel: Ability to travel up to 90%

Communication: Exceptional verbal and written communication skills required

Additional Requirements:

• Demonstrated experience in business-to-business (B2B) sales.
• Hunter sales mentality - Possess a proactive sales mindset with a focus on hunting for new opportunities.
• A goal-oriented individual with the ability to work autonomously, consistently achieving or surpassing set objectives.
• Proficient in delivering compelling presentations, adept at negotiation, and skilled in closing deals.
• Strong written and verbal communication abilities for effective interaction with clients and team members.

Physical/Working Requirements

The work environment characteristics described are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be available to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is:

• This position is hybrid and requires you to periodically work from an office environment.
• This position will require driving a vehicle for long periods of time. Must have a clean driving history and motor vehicle record.
• Prolonged sitting at a desk and working on a computer.
• Must be able to position, transport, lift and/or move up to 15 pounds at a time.
• Stand, walk, move across large areas;
• Stoop, kneel, crouch, or crawl or otherwise reach into confined spaces;
• Communicate with and exchange information verbally and in writing;
• Move about in an office environment;
• Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.
• The noise level in the work environment is usually moderate.

Scope

Direct Reports: 0

Total Organization Employees: ~ 900

# States: 22

# Markets: 9

# Operating Districts: ~ 39

This job description is not intended to describe in detail the multitude of tasks that may be assigned, but rather to provide the employee with a general sense of the responsibilities and expectations of his/her position. It is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position. As the nature of business demands change so, too, may the essential functions of this position.

DCC Propane is an equal opportunity employer. We value diversity and inclusion at our company. We do not discriminate on the basis of race, color, religion, age, national origin, gender, gender identity, sexual orientation, marital status, veteran status, military status or disability status.