Energy Recruiters has been retained to support a Client's search for an Executive Sales Leader to join their vibrant, forward-looking management team. This privately-held, successful energy marketer is poised to be a dominant leader in their southeast marketplace. The successful Candidate will bring sales leadership, extensive market experiences, and strategic decision making capabilities to the organization. As a Senior Member of the Leadership Team, you will be responsible for the following:
Primary Objectives:
Accountability for sales strategy, planning, and execution to achieve the Sales Team’s financial goals
Serve the Team in critical areas of Organizational Development, Training, and Succession Planning
Plan & execute the organization’s marketing strategy
Lead & support optimization in the areas of Operations, Supply, and Logistics
Sales Strategy, Planning, & Execution
Strategy: assess each profit center and geographic market (existing and planned) for performance, opportunities, and risks
Planning: prepare recommendations for near and long term goals (revenue, volume, margin, fulfillment, order-to-cash, etc.) for each Sales Team member and profit center
Execution: deliver approved goals and adapt to changing market conditions
Cross-funtional Support: partner with stakeholders in all other functional areas to plan/deliver support to achieving their goals
Reporting: create KPIs for real-time/dashboard reporting; transparency in Team progress to goals, wins, and losses (weekly/monthly/quarterly)
Organizational development, training, and succession planning
Evaluate sales processes across all business units/profit centers; modify or create processes to achieve goals
Assess and prepare recommendations for short/long term structure of Sales Team(s)
Assess and prepare recommendations for Sales Team development (e.g., CRM, tools, and technology; internal and external training/programs)
Create individualized development plan for members of Sales Team
Develop process for identifying characteristics in existing/potential employees that contribute to successful goal achievement and professional growth
Ensure Sales Team is proactively conducting market analysis, recognizing competitive pressures/advantages, and bringing them to Leadership Team's attention.
Marketing strategy, planning, and execution.
Strategy: assess current marketing efforts, effectiveness, and ROI
Planning: prepare recommendations for near and long term goals/investments as well as KPIs for dashboard reporting
Execution: prepare and present strategy/tactics to execute and deliver to approved goals
Routinely assess and report market opportunities (e.g., product lines, offerings, or strategies) that would be complimentary to existing business and/or disruptive to competitive marketplace
Optimization: operations, supply, and logistics
Partner with Operations & Supply Teams to support analysis/optimization/planning for critical impact areas including, but not limited to:
- accessing and developing new/emerging markets
- inventory management, logistics, & supply chain improvements
- capital expenditure/projects
- acquisitions & integration
Requirements and Skills
Demonstrated record of accomplishments as a leader, performance manager, change manager, mentor, people developer, and business developer
Minimum of 5 years demonstrated success in managing and leading sales strategy & execution for a petroleum marketer
At least 10 years of successful sales experience across a variety of petroleum products such as branded & unbranded transportation fuels, bulk & packaged lubricants, DEF, and/or racing fuels
Minimum of 3 years of marketing experience with documented accomplishments in accelerating business growth
Leadership competencies
Excellent communication and negotiation skills
Expert financial management skills including modeling & analysis
Expert organizational skills
Bachelor’s degree; advanced degree preferred
Contact
Chris Werner at 678-795-9267 or chrisw@er-inc.com