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SalaryAre you seeking an opportunity to leverage your current experience while expanding your knowledge and skills? Do you value a workplace where hard work is complemented by a culture that knows how to have fun? Are you interested in being part of a dynamic, growing organization that strives to be an employer of choice, emphasizing the importance of building relationships that matter? Are you ready to Unleash Your Potential? Now You Can!
If you answered yes to any of these questions, keep reading because Mansfield might be the perfect fit for you.
At Mansfield, our dedicated team is committed to building strong, trusting partnerships through exceptional service, open communication, and empowerment. We challenge our employees to think strategically, harness their talents, and drive organizational success. We are currently looking for anEnterprise Sales Executive who craves a role encompassing a diverse range of responsibilities that will support their ongoing growth and development, spanning from day-to-day operations to exciting projects and initiatives.
The Enterprise Sales Executive (ESE) is responsible for developing and implementing a successful sales strategy which drives volume and margin growth of assigned product lines for new customers. This role generates fuel and other product lines sales results in the Commercial and Industrial sectors of the industry and develops lasting relationships with customers and prospects to generate current and future sales growth. The essential ESE job duties include growing Mansfield’s customer base and maximizing gross margin, profitable volume sold, and new customer satisfaction. Success against these objectives will be measured using gross margin quota attainment. This sales role wins top new business accounts annually.
Responsibilities
Prospecting & Sales
- Meet or exceed sales volume and margin quota goals
- Obtain new regional and national accounts by planning and organizing daily work schedule to make sales
- Take leads and build relationships that translate into business
- Perform aggressive lead generation, due diligence, and cold calling to continuously develop leads into a robust pipeline that translates to sales
- Make formal and informal sales presentations
- Develop and implement effective sales strategy
- 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
- Prepare sales proposals to prospect or customer based on knowledge of company’s operational capacity and established ROI thresholds
- Monitor competition by gathering current marketplace information on pricing, products, new products, marketing, and techniques, etc.
- Engage with existing customers or new prospects to instigate change or create strategic growth opportunities
- Open, negotiate, and close business development deals
- 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, 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 assigned account
- Deliver both MOC’s commodities and professional services value propositions
Relationship Management
- Develop new business relationships with target customer organizations, including corporate level executives
- Develop a clear strategy to communicate with customers in a timely manner
- Prepare business rules for new customers
- Participate (by phone or in person) in new customer implementation meetings with or for customers
Account Growth and Profitability
- Stay current on MOC’s solution portfolio by attending any available training and by having regular discussions with the appropriate product line manager on potential opportunities with new customers
- Leverage the product line manager within MOC to coordinate a streamlined message to potential clients around our product portfolio and service offerings
- Educate and sell new customers on MOC’s full portfolio of solution
- Lead change initiatives, provide experienced input, and participate in scoping of new offerings to support complex customer needs
- Meet assigned quota for profitable sales volume and margin
Sales Administration
- Enter information, track, forecast and update account within MOC’s Customer Relationship Management (CRM) System
- Prepare bids and/or proposals for new business opportunities
- Partner with Strategic Account Executive to build book of business
- 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
- Work closely with sales and Customer Relationship Managers to ensure smooth on-boarding of new customers (attend new account set-up meetings)
- Keep management informed by maintaining and submitting activity reports and market plans
- Provide expert advice on process improvement and creative alternatives for new business integration
Position Requirements
Formal Education & Certification
- Bachelor’s degree or equivalent experience required
- MBA strongly preferred or a combination of equivalent education and experience
Knowledge & Experience
- Business to Business sales experience preferred, preferably in a customer business development type role
- Petroleum Sales experience preferred
- Strong in Microsoft Office Suite of Products including Word, PowerPoint, Excel, and Visio
- Expertise using Customer Relationship Management (CRM) Systems preferred
- Expertise in in the following Mansfield product lines: FTL, LTL, DEF, Fixed Price, Additive, Fleet Card, FS&S, Natural Gas, Consignment, On-site Resource and Consulting
Qualifications & Characteristics - Track record of driving new sales growth and cold-calling success
- Authoritative business and financial acumen to translate customer requirements into meaningful business recommendations
- Strong Interpersonal, presentation and written/verbal skills that can influence at senior levels within large accounts
- Strong ability to independently develop and lead C-level presentations
- Self-starter; self-motivated; sense of urgency; personable; well organized; ability to achieve goals; ability to focus and pay attention to detail
- Exceptional reasoning and problem solving and ability to think ahead and plan
- Working knowledge of accounting or ERP systems, principles, and practices
- Strong analytical, critical thinking, and problem-solving skills
- High personal accountability and integrity for self and others
- Passionate & strong desire to win
- Ability to multi-task
- Ability to work in a team environment
Work Environment
- This is a full-time position. Work hours will vary depending on project deadlines, and the needs of the company.
- Ability to travel up to 30% of the time
- Sitting for extended periods of time
- Dexterity of hands and fingers to operate a computer keyboard, mouse and other computer components
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.
