Summary:

The position of Area Sales Manager is a key member of the sales team that covers a defined territory (TBD based on your location). This position requires a proven leader with a strong business acumen, excellent communication, relationship-building skills, and a passion for growth. Position finds leads, negotiates deals, runs 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 branding options for both unbranded and branded opportunities.

Essential Duties and Responsibilities: 

• Prepares annual budget and growth capital requirements for geography and new customer base.
• 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.
• Grows all Sales Channels for specific territory. Unbranded and Branded.
• 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, and 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.
• 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.

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:

• Bachelor’s degree or equivalent experience
• 8 plus years’ experience.
• Travel 50 - 75% of the time, some overnight, some multiple nights in a row.
• Complete all travel and expense related reports

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.