Sr Specialist - Account Management

Sunoco LP is a leading energy infrastructure and fuel distribution master limited partnership operating across 32 countries and territories in North America, the Greater Caribbean, and Europe. The Partnership’s midstream operations include an extensive network of approximately 14,000 miles of pipeline and over 160 terminals. This critical infrastructure complements the Partnership’s fuel distribution operations, which distribute over 15 billion gallons annually to approximately 11,000 Sunoco and partner-branded retail locations, as well as independent dealers and commercial customers.

At Sunoco, we take great pride in what we do and wholeheartedly believe our employees drive success for our company and our customers. We are always looking for the best and brightest talent and we are committed to making your job a challenging and rewarding experience.

Summary:

The position of Sr. Specialist - Sales is a key player of the sales team. This position requires a driven individual with strong business acumen, excellent communication, relationship-building skills, and a passion for growth. The responsibilities for this position include, but are not limited to the following:

• Developing relationships with current customers, negotiates deals, develops proposals, presents, and closes deals within all financial EBITDA metrics/targets.
• Managing the daily processes of account management across assigned territory, utilizing market and customer intel to deliver optimal ebitda and volume results and responding to and resolving any customer-related issues quickly and satisfactorily.
• Utilizing our competitive advantages in supply strength to grow our customer base and EBITDA , as well as identify new markets for growth.
• Communicating heavily across all internal channels: Business Development, Pricing, Supply and Trading, Customer Set Up, Customer Solutions, Accounting, and back-office personnel.
• Developing and growing targeted development areas.
• Traveling to potential client locations to develop and maintain business.

Primary Area: N Charleston, South Carolina; Brownsville, Texas; Jacksonville, Florida; and North Little Rock, Arkansas.

Essential Duties and Responsibilities:

• Identifies prospects in growth markets, working in tandem with Business Development to win customers and grow volume in specified Development Markets.
• Determines prospects needs, providing economical solutions for each that demonstrate value, satisfying the prospect while achieving sales goals and Sunoco financial objectives.
• Accurately reports sales activity and key performance metrics at regular cadences.
• Establishes relationships with existing businesses and capitalizes on opportunities in target growth markets.
• Meets annual budget and growth requirements for assigned geography through thorough understanding of existing customer base and market, and by effectively adapting to market conditions.
• Effectively resolves all customer facing issues from Salesforce cases such as billing, loading, and drafting, and proactively handles customer complaints.
• Utilizes Salesforce to create and maintain a strong sales pipeline with detailed customer information. Records opportunities through each phase of the sales funnel to effectively expand business with existing customers.
• Clearly articulates ongoing activity with leads, opportunities, proposals made/excepted/rejected and anticipated closings. Keeps management apprised of competitive initiatives and challenges.
• Provides critical thinking to overcome objections to successfully complete negotiations.
• Attends tradeshows/conferences as appropriate to reinforce relationships and to grow opportunity pipeline while maintaining awareness of competitive industry practices.
• Effectively takes ownership of new accounts from Business Development to increase volume and ebitda for new customers.
• Understands daily hedge forecast model, supply position, and sales volume at terminal level, and territory market dynamics, and reacts timely to changes across these platforms.
• Prepares and presents RFP, Bid, and Contract pricing and volume, while recognizing other deals in the given marketplace to avoid issues with our existing customers and supply.
• Creates and presents professional proposals/offers for prospective accounts. Works with Supply/Trading/Operations to develop and execute contracts/agreements.
• Acts as a business consultant with a credible source of industry and market knowledge.
• Effectively utilizes technology, programs, and platforms (i.e. Salesforce, Right Angle, Concur, etc.) for all phases of the sales process.
• Represents Sunoco LP with credibility and integrity.
• Effectively communicates with management and internal channels to align growth strategy by market, by customer, and by terminal supply point.

Requirements:

• Bachelor’s degree preferred.
• 5-8 Years Sales experience required.
• Knowledge of SAP, Right Angle, Salesforce, Excel, and Concur preferred.
• Travel 25 - 50% of the time, some overnight, some multiple nights in a row.
• Complete all travel and expense related reports.

Working Conditions:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job:

• Usually, normal office working conditions.
• Must be able to remain in a stationary position 50% of the time due to prolonged periods of sitting or standing.
• Occasional overnight travel is REQUIRED.
• Occasional visits to industrial/manufacturing settings, which may include exposure to various materials and chemicals, as well as extreme temperature conditions and loud machinery, and require appropriate personal protective equipment.