Territory Sales Manager

Global Partners

Full-time - Mid Level

Petroleum and Coal Products Manufacturing

About the position

The Territory Sales Manager will play a pivotal role within the Wholesale division, directly reporting to the Region Manager of Wholesale. This position is essential for building and maintaining robust business relationships with Dealer customers. The Territory Sales Manager will be responsible for prospecting and signing new business, analyzing sales data, monitoring volume, adhering to retail standards, and coaching customers to achieve maximum business results. Effective communication between customers and the company is crucial to ensure that company standards and expectations are consistently met. For over 90 years, Global Partners LP has been a key player in delivering the energy that communities need to grow, move, and thrive. The company operates a diverse range of businesses, from Alltown Fresh, which offers innovative chef-led creations and a guest-focused retail experience, to a vast network of over 50 liquid energy terminals across the eastern seaboard and beyond. Global Partners is committed to investing in the energy transition and supporting the communities in which it operates through various charitable initiatives. The company is excited about the future and is looking for passionate individuals with innovative ideas to contribute to its ongoing success. The Territory Sales Manager will be expected to develop and nurture strong customer contacts, fostering positive, proactive, and profitable business relationships. Responsibilities include soliciting new business for supply contracts with both branded and unbranded service station dealers, negotiating long-term supply agreements, and monitoring dealer pricing strategies in relation to competition. The role also involves validating internal reports for accuracy, counseling customers on retail pricing strategies, and ensuring that all customer needs are met promptly to maintain positive business relations. Additionally, the Territory Sales Manager will conduct ongoing analyses of volume, competition, dealer offers, and customer satisfaction metrics to maximize profitability for both the customer and the company. This position requires a proactive approach to market development, including cold calling and conducting site surveys to ensure compliance with company standards.

Responsibilities

• Develop and nurture strong customer contacts and positive, proactive, and profitable business relationships.
• Solicit new business for supply contracts with brand or unbranded service station dealers and negotiate long-term supply agreements.
• Monitor and coach dealers on pricing and awareness of competition pricing.
• Monitor dealer competitive map and add new competition as needed.
• Validate all internal reports for accurate pricing and competition.
• Counsel customers in retail pricing to maximize business results.
• Validate that all internal reports have accurate pricing and competitive information.
• Handle general customer questions and complaints, explaining company policies and initiatives.
• Ensure all customers' needs are met in a timely manner to maintain positive business relations between customer and company.
• Conduct ongoing analysis of volume, competition, dealer offers, and Mystery Shopper scores to maximize profitability for customer and company.
• Maximize profitability of each location using tools and programs provided by the company.
• Work with the dispatch team to handle any delivery issues and emergency loads.
• Counsel customers on the benefits of automatic delivery and ordering per company guidelines.
• Communicate with Dispatch to maximize delivery options.
• Ensure dealers' submissions of required documentation, such as insurance.
• Manage dealer changes, assignments, and sales.
• Manage franchise agreements and ensure all proper documents are signed and submitted timely.
• Conduct cold calling and continuous market development.
• Conduct site surveys to ensure signage and point of sale materials are updated and maintained.
• Ensure PCI and EMV compliance at sites.
• Work with the credit team to set up new accounts and maintain existing accounts.

Requirements

• Bachelor's Degree or equivalent knowledge preferred.
• Ability to solicit new business relationships with Dealer customers.
• Ability to coach customers to effectively price their product for retail.
• Ability to work independently while collaborating, initiating, and executing sales and supply agreements.
• A positive, entrepreneurial mindset with a consistent desire to grow and be part of a team focused on continuous improvement and results.
• Excellent written and verbal communication skills.
• Experience with 3 years of site-level or marketing business operations experience.
• Demonstrated project management skills and ability to develop strategy, budget, and brand management.
• Effective time management and ability to multitask.
• Ability to make decisions, be firm, outgoing, analytical, and anticipate and solve problems.
• Familiarity with Microsoft Office.

Nice-to-haves

• Experience in the energy sector or related industries.
• Knowledge of retail pricing strategies and market analysis.
• Familiarity with compliance regulations in the energy sector.

Benefits

• Competitive salaries and opportunities for growth.
• Health + Wellness - Medical, Dental, Vision, and Life Insurance, along with additional wellness support.
• 401k with a matching component.
• Tuition reimbursement offered after 6 months of service.
• Paid volunteer time-off to support community organizations.