DEF Territory Manager / DEF Sales - Remote Ontario

The DeliveryOne / DEF Territory Manager is responsible for growing a network of distributors in their assigned territory for Air1 / DEF that will provide services to enable Mansfield Energy to exceed growth goals and expectations.

This role provides DEF product support to the C&I Sales Representatives to assist with the sale of DEF to their fuel customers, as well as target new DEF business opportunities and bring them to close.

Responsibilities

Relationship Building, Networking, Customer Service

• Meet and develop relationships with all DEF distributors in the territory to understand their current supply and delivery capabilities and assess their potential value to the DeliveryOne network
• Work with the DEF logistics team to develop and maintain sufficient DeliveryOne distributors in the territory capable of serving Mansfield Energy national accounts in a profitable manner
• Ensure that the DeliveryOne distributors in the territory are providing the best customer service experience to both our end customer and the DEF logistics team that serves as the face of Mansfield

Distributor Relationship Management

• Work with the distributors in the territory to develop a strategy to grow their DEF business; provide their sales teams with the necessary training, marketing materials, and expertise to grow their business
• Build and maintain strong working relationship with YARA resources for technical, marketing, and sales support for Air1

DEF Product Sales Support

• Sales strategy and forecasting
• Develop detailed sales strategy for territory to exceed goals and expectations
• Sales strategy will ensure geographic coverage of DEF distribution and sales representation by local distributors throughout the territory
• Establish accurate sales forecast for region that is tracked on a monthly basis
• Qualified prospect and program development
• Develop an active sales pipeline of qualified opportunities for the DeliveryOne fuel distribution network
• Maintain necessary prospect and forecast information in CRM
• Lead generation support will be through target account selling, outbound cold calling, and calling on marketing campaign respondents and inbound leads
• Distributor sales strategy development and implementation
• Assist distributors in developing and evaluating sales strategies
• Deliver in field and online product presentations
• Review other Mansfield product lines with distributors and develop local sales programs for these products and services
• Build working relationship with Mansfield marketing and sales groups to ensure that the right support is provided in the territory to maximize marketing opportunities

DEF New Business Sales

• Develop leads for DEF sales in the territory; utilize network contacts in the industry to build on the base of leads
• Use solution selling techniques to generate and manage qualified leads
• Maintain necessary prospect and forecast information in CRM

Position Requirements

Formal Education & Certification

Bachelor’s degree required

Knowledge & Experience

• At least 5 years of field sales experience
• Prior experience with DEF sales required
• Microsoft Office Suite Word, Excel, Outlook, PowerPoint

Qualifications & Characteristics

• Solid knowledge base of DEF products
• Familiarity with petroleum and lubricants the distribution will be like chemical additives and lubricants and how they are distributed.

DeliveryOne distributor candidates are ideally those that are engaged with oils and lubricants and can provide tank wagon (LTL) fuel deliveries, mobile refueling services, and other related fuel service needs in your territory.

Work Environment

• 40-hour on-site or remote work week
• Ability to travel up to 30% of the time within the assigned territory
• Sitting for extended periods of time
• Dexterity of hands and fingers to operate a computer keyboard, mouse and other computer components

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.