Sr Manager, Wholesale Account Development

Pilot Company is an industry-leading network of travel centers with more than 30,000 team members and over 750 retail and fueling locations in 44 states and six Canadian provinces. Our energy and logistics division serves as a top supplier of fuel, employing one of the largest tanker fleets and providing critical services to oil operations in our nation's busiest basins. Pilot Company supports a growing portfolio of brands with expertise in supply chain and retail operations, logistics and transportation, technology and digital innovation, construction, maintenance, human resources, finance, sales and marketing.

Founded in 1958 by Jim A. Haslam II and currently led by CEO Adam Wright, our founding values, people-first culture and commitment to giving back remains true to us today. Whether we are serving guests, a fellow team member, or a trucking company, we are dedicated to fueling people and keeping North America moving.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or any other characteristic protected under applicable federal, state, or local law.

Military encouraged to apply.

The purpose of this job is to oversee the regional wholesale function to include identifying, developing, and executing sustainable strategies for profitable growth and leading a team of business development managers. 

1. Oversee, lead, and set priorities for the wholesale fuel products sales team(s).
2. Select, coach, train, and develop a cross-functional sales team of Development Managers, to include appraising job performance, conducting performance reviews, and setting short and long-term goals.
3. Design and implement business plans and strategies that support identifying new markets and customers.
4. Assist Sales Enablement group in developing and being the proponent of team performance metrics such as growth quotas, sales contests, strategic initiatives, and projects.
5. Managing team and sales pipeline, opportunities, and sales stages and identify and move sales opportunities forward while removing internal and external hurdles.
6. Lead implementation of process and technology enhancements and apply data-driven initiatives for optimization of sales.
7. Understand trends, market, geography, selling environment, and pass knowledge on to members of sales team.
8. Define and assign prospect accounts and sales portfolios based upon corporate growth objectives and target market segments.
9. Develop, execute, and oversee performance metrics for the sales team (e.g., growth quotas, sales contests and bonus structures) and report to senior leaders monthly/quarterly/annual performance of team.
10. Champion compliance with sales processes; ensure proper documentation, authorization, quality standards, deadlines, and proper procedures are being adhered to.
11. Build relationships with strategic internal partners focused on volume and revenue growth.
12. Model behaviors that support the company’s common purpose; ensure guests and team members are supported at the highest level.
13. Ensure all activities are in compliance with rules, regulations, policies, and procedures.
14. Complete other duties as assigned

• Bachelor’s degree preferred with ten plus years’ sales experience to include a minimum five years’ management experience, or 15 plus years’ sales and/or industry experience to include a minimum three years’ management experience required
• Advanced understanding of fuel and trucking industry key concepts and terminology
• Advanced knowledge of company products and offerings including wholesale fuel and diesel exhaust fluid (DEF) products
• Intermediate Salesforce/CRM skills
• Intermediate Microsoft Office skills
• Ability to lead, build and motivate a team
• Advanced customer service, networking and interpersonal skills
• Strong strategic and creative thinking skills
• Ability to negotiate and influence others
• Effective coaching skills with ability to meet sales deliverables, set clear and consistent performance goals, and provide regular feedback
• Excellent written, verbal and listening communication skills
• Advanced analysis skills and ability to use data for strategic planning
• Ability to collaborate with internal departments and support teams
• Excellent organizational skills with attention to detail
• Ability to prioritize work and meet deadlines in a fast-paced, dynamic environment
• Travel required up to 75%
• General office work requiring sitting or standing for long periods of time

Full range of affordable benefits available including weekly pay.