Sunoco - East Brunswick, NJ
posted 3 months ago
The Area Sales Manager position is a pivotal role within the sales team, responsible for managing a defined territory that will be determined based on the candidate's location. This role requires a proven leader who possesses strong business acumen, excellent communication skills, and the ability to build relationships effectively. The Area Sales Manager will be tasked with finding leads, negotiating deals, running economic models, developing proposals, and ultimately presenting and closing deals while adhering to financial EBITDA metrics and targets. The primary objective of this position is to grow the customer base and enhance EBITDA by leveraging the company's competitive advantages in both unbranded and branded opportunities. In this role, the Area Sales Manager will prepare the annual budget and growth capital requirements for their designated geography and new customer base. They will represent Sunoco LP and its portfolio of brands, products, and services with credibility and integrity, acting as a business advisor and consultant while providing credible industry and market knowledge. The manager will communicate the Sunoco LP growth strategy across various markets and customer channels, ensuring that management is informed of strengths, weaknesses, and necessary adjustments. The Area Sales Manager will be responsible for growing all sales channels within their specific territory, both unbranded and branded. Utilizing Salesforce, they will create and maintain a robust sales pipeline, record all contacts, qualify leads, and navigate opportunities through each phase of the sales funnel to secure new business. Establishing relationships with new business opportunities in existing and target growth markets is crucial, as is preparing a detailed sales plan that identifies a 'good, better, best' approach for prospects. The manager will utilize sales materials, pitch books, and presentation templates to facilitate sales conversations and will attend tradeshows and conferences to find leads and grow the opportunity pipeline. Additionally, the Area Sales Manager will develop economic models that meet specific criteria such as EBITDA, IRR, CPG, Volume, Leverage, Coverage, and Accretion. They will ensure that offers are reviewed and approved in line with market standards to avoid conflicts with existing customers. The role requires the ability to determine prospects' needs and provide economical solutions that demonstrate value while achieving sales goals and financial objectives for Sunoco. The manager will create and present professional proposals, work with legal to develop contracts, and provide critical thinking to overcome objections during negotiations. They will also transition new accounts to the Area Operations Manager for onboarding and account management, accurately report sales activity, and keep management informed of competitive initiatives and challenges.