Retail Territory Manager

Are you an experienced sales professional looking for a new adventure? Do you like collaborating and building new professional relationships? Wilcox and Flegel is seeking a Retail Territory Manager to join our team! We offer an industry-leading benefits package that includes the following: Medical, Dental, Vision, RX, Optional FSA
Optional Medical Waive Bonus
Company paid Life Insurance, Short Term & Long Term Disability, and AD&D
401(k) with a generous company match
Paid Time Off, 80 hours per year
Paid Personal Leave, 48 hours per year
7 Paid Holidays
Working Holiday Pay
Volunteer Employee Program – get paid to volunteer!
Employee Fuel Discount Account
Profit Sharing Program
Wellness Program Incentives
Recognition & Reward Program
Team Member Referral Bonus
Position Summary: The Retail Territory Manager is responsible for driving sales and promoting the company's fuel products to dealers and distributors within a designated territory or region. The role involves successfully acquiring new profitable business to increase Wilcox and Flegel's market position and achieve financial growth. The role involves building and maintaining strong business relationships with dealers, ensuring their fuel  needs are met, achieving sales targets to contribute to the company's growth and profitability in managing  a network of customer owned and operated, branded and unbranded retail fueling stations.  The various responsibilities  include, business development, significant contract renewals and contract management, customer support, brand compliance and project management. Responsible to consistently role model our Core Values.
Essential Position Functions and Responsibilities: New Business Acquisition o   Develops goals and strategies to maintain and increase revenue and profitability within sales territory to meet and exceed establish growth targets.
o   Identifies and secures profitable strategic customers.
o   Creates and effectively manages a robust pipeline of qualified new business, ensuring timely advancement through the pipeline and accurate and timely recording of most recent and future planned activities to secure the business.
o   Negotiates with new customers in securing profitable business and is authorized to negotiate on behalf of the company based on established parameters for this book of business.
o   Generates leads, qualifies prospects.
o   Organizes and leads sales presentations and proposals for prospects. Includes appropriate internal stakeholders in a timely manner as needed to support presentation and proposal development.
o   Cultivates strong relationships with key decision makers and influencers.
o   Responsible for accurate and timely CRM documentation of sales activities, next contact dates, current decision makers and key prospect influencers and progression through the pipeline.
o   Coordinates sales efforts with sales management and appropriate internal teams in a highly collaborative manner.
o   Successfully closes new business and facilitates seamless integration into the Company.
o   Conducts market research to stay updated on industry trends, competitors and market demands.
Relationship Management/Customer Support o   Builds and maintains strong and lasting relationships with existing and new dealers, owners, key location personnel and distributors.
o   Provides and facilitates provision of excellent customer services and responsiveness, and addresses inquiries, concerns and complaints in a timely and professional manner.
o   Collaborates with dealers to understand their requirements, recommend suitable product offerings and solutions that help optimize volumes and profitability and negotiate long-term sales agreements.
o   Advises and consults with customers with regard to marketing, promotions, financial management, and environmental compliance.
o   Tracks customer performance using different metrics such as volume analysis, credit card usage analysis, image evaluation scores and advises and consults with customers to assist in maximizing volume and profitability for the customer and Wilcox & Flegel.
o   Stays informed and provides customer with information regarding EPOS and technology compliance.
o   Effectively tracks and manages contract status of each  customer and begin the contract renewal process and negotiation with customer approximately 18 months prior to current contract expiration.
o   Builds and leverages strong, effective  relationships with major oil companies to maximize contract renewal incentives that benefits both the customer and Wilcox & Flegel.
o   Acts as the liaison between customers and internal teams ensuring clients' requirements are met.
o   Collects, analyzes and shares sales data and trends with customers, prospects and appropriate internal stakeholders.
o   Maintains high customer satisfaction ratings, according to company standards.
o   Liaise with Sales and Marketing departments to set and implement strategies for new products.
Brand Stewardship & Compliance o   Ensures brand consistency.
o   Works closely with the Marketing Team to develop promotional materials and campaigns to drive product awareness and sales.
o   Organizes and participates in product training sessions for dealers and distributors to enhance their knowledge of fuel products.
o   Instills behavior with the customer that allows the customer to be successful with various major oil mystery shop and image evaluation programs. Is well versed in all programs of all brands that Wilcox & Flegel provides including but not limited to:
  ChevronTexaco – Retail Excellence includes mystery shop evaluations (quarterly) and Image Evaluations (bi-annually).
  Shell – Mystery Motorist Program includes 3 mystery shops/image evaluations per year.
  Phillips 66 (76 brand) – Retail Excellence includes quarterly image evaluations.
o   Acts as an expert at knowing the details of each brand's image.
Chevron – Hallmark 2020
Texaco – Hallmark 2020
Shell – RVIe
 76 – Crest, Wave
Project Management o   Manages and arranges for image enhancements and maintenance for each station such as painting, signage maintenance, decal and graphics ordering and installation, etc.
o   Advises and assists the customer in arranging for maintenance and/or replacement of fueling systems.
o   Effectively manages manages branding, re-branding, or de-branding projects for current or new locations and is well versed in the different components and branding requirements of each major oil brand.
Critical Core Competencies and Skills: Excellent interpersonal skills as well as verbal and written communication skills.
Must be highly organized with strong  ability to effectively prioritize.
Able to assess competing demands and determine appropriate actions to address.
Proven ability to learn quickly and adapt to changing environment; agile, flexible and resilient.
Results oriented and able to work both independently and within a team environment.
Demonstrated success building strong positive and productive internal and external relations.
Demonstrated aptitude for problem solving with ability to effectively determine appropriate options and solutions for customers (consultative sales).
Works independently with minimal supervision.
Ability to resolve customer issues and concerns independently when appropriate and knows when to collaborate for the best customer and operational outcomes.
High level of organization and follow-through.
Comfortable interacting with high-level leaders, decisions makers and influencers.
Innovative and creatives with strong negotiation skills that build successful strategic relationships.
Strong business acumen.
In-depth understanding of sales performance metrics.
Strong math skills and financial knowledge.
Committed, continuous learner.
Able to travel as needed, including overnight stays.
Minimum Education and Experience: ·       High School Diploma required, and
·       3-5 years of experience managing multi-location retail locations or equivalent combination of education and experience
·       Solid experience in sales and customer service Preferred Education and Experience: ·       Bachelor's degree in Business, Marketing or related applicable field.
·       Proven experience in dealer sales, business development, or B2 sales, preferably in the fuel and lubricants industry.
Licenses, Certifications and/or Registrations (note if Required or Preferred): ·       Unencumbered driver's license and current auto insurance required.
Equipment and Software Requirements: ·       Proficiency using Microsoft Office Suite (Word, Excel, Outlook, PowerPoint).
·       Customer Relationship Management (CRM) software proficiency.
·       Salesforce experience preferred.
·       Proficiency using ERP software.
Position Location/Working Conditions/Equipment: · Office Environment
· Customer Locations
· Exposure to Chemicals
· Typically Sitting at Desk
· Typically Standing or Walking
· Repetitive Wrist, Hand, or Finger Movement
· Occasional Lifting (25 lbs.)
· Office Equipment
· Vehicle