Associate Specialist - Account Management

Associate Specialist - Account Management

Sunoco LP is a leading energy infrastructure and fuel distribution master limited partnership operating across 47 U.S. states, Puerto Rico, Europe, and Mexico. The Partnership's midstream operations include an extensive network of approximately 9,500 miles of pipeline and over 100 terminals. This critical infrastructure complements the Partnership's fuel distribution operations, which serve approximately 10,000 convenience stores, independent dealers, commercial customers, and distributors.

At Sunoco, we take great pride in what we do and wholeheartedly believe our employees drive success for our company and our customers. We are always looking for the best and brightest talent and we are committed to making your job a challenging and rewarding experience.

Summary

The position of Specialist - Sales is a key player of the sales team. This position requires a driven individual with strong business acumen, excellent communication, relationship-building skills, and a passion for growth. The responsibilities for this position include, but are not limited to the following:

• Developing relationships with current customers, negotiating deals, developing proposals, presenting, and closing deals within all financial EBITDA metrics/targets.
• Managing the daily processes of account management across assigned territory, utilizing market and customer intel to deliver optimal EBITDA and volume results and responding to and resolving any customer-related issues quickly and satisfactorily.
• Utilizing our competitive advantages in supply strength to grow our customer base and EBITDA, as well as identify new markets for growth.
• Communicating heavily across all internal channels:

Business Development, Pricing, Supply and Trading, Customer Set Up, Customer Solutions, Accounting, and back-office personnel.

• Developing and growing targeted development areas.
• Traveling to potential client locations to develop and maintain business.

Primary Area

West Texas and South Texas

Essential Duties and Responsibilities

• Identifies prospects in growth markets, working in tandem with Business Development to win customers and grow volume in specified Development Markets.
• Determines prospects needs, providing economical solutions for each that demonstrate value, satisfying the prospect while achieving sales goals and Sunoco financial objectives.
• Accurately reports sales activity and key performance metrics at regular cadences.
• Establishes relationships with existing businesses and capitalizes on opportunities in target growth markets.
• Meets annual budget and growth requirements for assigned geography through thorough understanding of existing customer base and market, and by effectively adapting to market conditions.
• Effectively resolves all customer facing issues from Salesforce cases such as billing, loading, and drafting, and proactively handles customer complaints.
• Utilizes Salesforce to create and maintain a strong sales pipeline with detailed customer information. Records opportunities through each phase of the sales funnel to effectively expand business with existing customers.
• Clearly articulates ongoing activity with leads, opportunities, proposals made/accepted/rejected and anticipated closings. Keeps management apprised of competitive initiatives and challenges.
• Provides critical thinking to overcome objections to successfully complete negotiations.
• Attends trade shows/conferences as appropriate to reinforce relationships and to grow opportunity pipeline while maintaining awareness of competitive industry practices.
• Effectively takes ownership of new accounts from Business Development to increase volume and EBITDA for new customers.
• Understands daily hedge forecast model, supply position, and sales volume at terminal level, and territory market dynamics, and reacts timely to changes across these platforms.
• Prepares and presents RFP, Bid, and Contract pricing and volume, while recognizing other deals in the given marketplace to avoid issues with our existing customers and supply.
• Creates and presents professional proposals/offers for prospective accounts. Works with Supply/Trading/Operations to develop…