Energy Recruiters has been retained to support a leading national energy marketer in their search for a Senior Vice President of Sales. In this role, your success will be measured by your ability to lead the Team to objectives in learning & development, volume, profit & loss, gross margin budgets, cross-selling goals, and ultimate overall performance of the core end-user focused business.
The SVP will also lead & manage the sales and execution coordination between product line mangers that run each business line as well as collaborating closely with the supply Team.
Primary Accountabilities for this role include:
Sales & Sales Operations
Lead the overall sales operations function to ensure that the sales Team and the business has the tools, systems, insight and processes to deliver desired results
Ensure sales analytics are accurate and available on a timely basis to provide the needed analysis and insights necessary to effectively run sales Teams and provide strategic insight into the performance of the overall business
Successfully implement a best-in-class CRM technology and process to drive adoption and standards adherence throughout the sales organization
Institutionalize best practices and standards for sales administration across sales groups including effective pipeline reporting and inspection, pipeline stage assessments, individual sales rep productivity assessment, etc. as a regular course of business
Evaluate and cascade a practical sales methodology that best fits Company’s business strategy in support of representing and positioning Company products and services to the market
Refine and accelerate practical adoption of the customer stratification framework in pursuit of a more sophisticated customer vertical ownership and execution strategy that is reflected in tangible sales activities
Refine sales organization structures as necessary to ensure most effective go-to-market and customer coverage models are implemented
Develop enhanced integration of Marketing skills and capabilities with Company sales with the objective of creating better underlying support of sales objectives with prioritized and targeted Marketing initiatives and measured by improved Lead-to-Sales results.
Own the pricing strategy; in collaboration with supply, sales leadership and the sales operations Team, build programs, processes and tools that provide us insight into pricing methods as well as the associated customer profitability; make decisions as necessary to change approach based on market needs and demands
Lead & mentor the Sales Team for greater efficiency and effectiveness
Develop an overarching sales skills and competencies enhancement program underpinned by a benchmark assessment of Company sales skills
Implement a culture of developing robust customer profiling capabilities across the sales organization to identify Company’s current share of wallet for product lines with existing clients, identify effective cross-selling focus across the portfolio and drive related incremental sales success.
Establish and govern the sales organization’s performance management approach including implementing guiding sales organizational principles for managing performance, establishing critical performance measures for all sales jobs, and ensure smart allocation of resources
Provide leadership to the sales organization’s management Team while fostering a culture of accountability, professional development, high-performance, and ethical behavior that is true to Company values; works closely with the Talent (HR) Team to develop training and coaching programs for the sales Team to expand their selling and leadership skills
Develop coaching strategy to keep Team members focused on high performance to achieve and exceed sales goals and objectives
Regularly review performance with Team members 1:1
Help Team focus on what is within their control to achieve success
Celebrate success and wins
Quickly address performance issues in a constructive manner
Achievement of Business Results
Determine the ability of Company to derive an acceptable ROI from professional services offerings to customers and determine the viability and effectiveness of a Strategic Accounts focus in the organization
Assess and evaluate improvements for the overall engagement of customers particularly within quarterly business review settings. Establish standards for professionalizing materials preparation and review, pre-call/pre-meeting reviews, meeting objectives, and capture of post-meeting follow-ups.
Champion completion of a comprehensive Company Sales Catalogue to ensure that sales reps fully appreciate the full portfolio scope of offerings and associated cost of sales.
Utilize subject matter expertise in structuring and analyzing financial pricing options for customers across OPIS, PLATTS and fixed price options. Responsible for optimizing & stewarding the Gross Margin of the fuel business using effective financial benchmarking, especially for strategic customers
Organize and ensure the execution of the financial forecast process
Manage multiple channel selling strategies including direct to customer, partner-led, & inside sales
Implement industry-leading selling processes, policies and ensure the sales Team delivers a superior customer experience and the optimal gross margin
Qualifications & Experience Required:
Formal Education & Certification
Undergraduate degree in Business Administration or equivalent experience required
MBA or other advanced degree strongly preferred
Knowledge & Experience
10 – 15 years leading sales organizations in a fast-paced, refined products industry
Deep experience with CRM platform success, projects, etc.
Senior level practical experience with sales methodologies selection and implementation or experience driving organizational alignment with sales methodologies
Solid experience with sales administration practices and a deep understanding of key sales metrics that underpin effective sales governance
Demonstrated experience recruiting and attracting seasoned sales talent
Strong marketing perspectives & experience leveraging marketing strategies to enable sales success
Clear track record of working collaboratively with internal and external parties across all the Company to drive collective success and has built key relationships, managed and mentored a world-class sales Team, and demonstrates forward-thinking approaches to selling techniques in a rapidly changing environment
Experience selling high value, complex service offerings to prospects through a lengthy sales cycle
Experience managing complex RFP / RFI response and follow up
Previous experience negotiating multiple types of contracts index based, fixed price and cost plus
Knowledge of related products such as DEF, and Additives as well as fuel commodity pricing methods. Knowledge of Natural Gas a plus
Proven leadership skills in program/project management and ability to develop/manage a budget
Excellent skills in complex analytic problem solving, project management, change management, & group process. Must exhibit efficiency, collaboration, candor, openness, & results orientation
Able to readily translate regulatory and legislative ideas and decisions into real-time Company impact statements including potential sales and installation growth and financial impact
Exceptional oral and written communication skills with strong presentation capabilities are required
Excellent at discovering new opportunities; passionate in opening new doors & relationships
Ability to travel extensively
The ability to coordinate events and organization activities, tools, and resources
Jason McAuliffe at firstname.lastname@example.org or 239-444-5283