The Business Development Manager II or III (BDM) is responsible for developing and implementing a successful sales strategy which drives volume and margin growth of assigned product lines for both new and existing customers. This role generates fuel and other product lines sales results in the Commercial and Industrial sectors of the industry and develops lasting relationships with customers and prospects to generate current and future sales growth. The essential BDM job duties include growing Mansfield’s customer base and maximizing gross margin produced, profitable volume sold, and customer satisfaction. Success against these objectives will be measured using volume, gross margin, and performance of assigned business development initiatives. This sales role successfully sells 6+ of the company’s product lines and wins several of the company’s top new business accounts annually.

Responsibilities

Prospecting & Sales

• Meet or exceed sales and margin budget goals and market plans
• Obtain new regional and national accounts by planning and organizing daily work schedule to make sales
• Take leads and build relationships that translate into business
• Perform aggressive lead generation, due diligence, and cold-calling to continuously develop leads into a robust pipeline that translates to sales
• Make formal and informal sales presentations
• Develop and implement effective sales strategy
• Develop a strong pipeline in CRM to support growth targets for book of business
• Manage CRM pipeline of prospects and execute daily contact within the system; create and maintain strong sales pipeline with detailed information as to number of potential and qualified prospects/opportunities, status and next steps
• Prepare sales proposals to prospect or customer based on knowledge of company’s operational capacity and established ROI thresholds
• Monitor competition by gathering current marketplace information on pricing, products, new products, marketing, and techniques, etc.
• Open, negotiate, and close business development deals
• Develop and maintain account plans to identify and monitor opportunities; plans include but are not limited to assessment of current state of account, share of wallet, competition within the vertical, key decision makers, overall fuel budget, issues/pain points within the opportunity and within the customer's marketplace and action plan to optimize spend potential throughout assigned account.
• Deliver both MOC’s commodities and professional services value propositions

Relationship Management

• Develop new and strengthen business relationships with target or current customer organizations, including corporate level executives
• Develop a clear strategy to communicate with customers in a timely manner
• Prepare business rules for new customers
• Participate (by phone or in person) in new customer implementation meetings with or for customers
• Develop and implement a regular contact strategy to connect with existing customers
• Conduct in-person and/or virtual meetings with the client on a quarterly basis as required to sell additional solutions and/or strengthen the customer relationship
• Proactively assess, clarify, validate, and develop strategies to fulfill customer needs on an ongoing basis

Account Profitability

• Meet assigned budget for profitable sales volume and strategic objectives for assigned book of business
• Decide upon and implement strategies to improve customer profitability

Account Growth

• Stay current on MOC’s solution portfolio by attending any available training and by having regular discussions with the appropriate product line manager on potential opportunities within assigned customers
• Leverage the product line manager within MOC to coordinate a streamlined message to potential or existing clients around our product portfolio and service offerings
• Identify growth opportunities with potential and existing clients to market and sell the full menu of MOC products and services
• Educate and sell customers on MOC’s full portfolio of solution

Sales Administration

• Enter information, track, forecast and update account within MOC’s Customer Relationship Management (CRM) System
• Prepare bids and/or proposals for renewal business or for new business opportunities
• Partner with Strategic Account Executive to build book of business
• Work with Strategic Account Executives, corporate marketing team, product line managers, and inside sales to maximize company earnings and overall volume growth
• Submit price request forms, POT forms, etc. to facilitate the pricing and addition of new customer sites, products, or services
• Work with Deal Desk to ensure maximum profitability
• Work closely with sales and Customer Relationship Managers to ensure smooth on-boarding of new customers (attend new account set-up meetings)
• Keep management informed by maintaining and submitting activity reports and market plans
• Respond to the needs of internal and external customers with sense of urgency and commitment to follow up

Position Requirements

Formal Education & Certification

• Bachelor’s degree or equivalent experience required

Knowledge & Experience

• Minimum of 3 years business to business sales experience required, preferably in a customer account retention or business development type role
• 5 years in petroleum sales required
• Strong in Microsoft Office Suite of Products including Word, PowerPoint, Excel and Visio
• Expertise using Customer Relationship Management (CRM) Systems preferred
• Expertise in in the following product lines: Full Transport, Tank wagon, DEF, Fixed Price, Additive, Fleet Card, Fuel System & Service, Natural Gas, Consignment, a plus

Qualifications & Characteristics

• Strong Interpersonal, presentation and written/verbal skills that can influence at senior levels within large accounts
• Strong ability to independently develop and lead C-level presentations
• Self-starter; self-motivated; sense of urgency; personable; extroverted personality; well organized; ability to achieve goals; ability to focus and pay attention to detail
• Exceptional reasoning and problem solving and ability to think ahead and plan
• Working knowledge of accounting or ERP systems, principles, and practices
• Strong analytical, critical thinking, and problem-solving skills
• Track record of driving new sales growth and cold-calling success
• High personal accountability and integrity for self and others
• Passionate & strong desire to win
• Ability to multi-task
• Ability to work in a team environment

Work Environment

• This is a full-time position. Work hours will vary depending on project deadlines, and the needs of the company. Typical workweeks may exceed the standard 40 hours. Occasional evening and weekend work may be required as job duties demand
• Position is available to be remote for those well-qualified who don't live close to one of our offices. If near an office, schedule would be hybrid after training with 3 days in the office (or traveling) and 2 days remote (or traveling).
• Ability to travel up to 50% of the time
• 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.