10311 Senior Vice President of Sales

Energy Recruiters | GA

Posted Date 12/12/2019

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 jasonm@er-inc.com or 239-444-5283

Professional Interests (choose at least one)
Executive | Alternative Energy | Distribution & Transportation | Lubricants | Pipelines & Terminals | Refining & Chemicals | Sales | Supply & Trading | Technology
Geographic Regions (choose at least one)
No Preference/Open to All | Gulf Coast | Southeast

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