Executive Sales Leadership

Energy Recruiters | TN

Posted Date 3/01/2021

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



Chris Werner at 678-795-9267 or chrisw@er-inc.com


Professional Interests (choose at least one)
Executive | Sales
Geographic Regions (choose at least one)
No Preference/Open to All | Southeast

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