Manager, Enterprise Sales

The Manager, Enterprise Sales, will contribute to the overall success and performance of Mansfield's Outside Sales Team. This role is focused on the government market segments with an emphasis on the acquisition of the larger, strategic, new business (i.e. new logos). This role will manage a team of outside sales representatives responsible for completing the sales process with marquis customers (i.e. closing the sale) - with the ultimate objective of achieving topline growth. This team will not only create new business relationships with customers but also up-sell, and cross-sell to these new customers. Product lines sold and serviced will include, but are not limited to, Full Truckload (FTL), Less-than-Truckload (LTL), Fleet Cards, Fuel Systems & Services (FS&S), Diesel Exhaust Fluid (DEF), and Fixed Price Contracts. Additionally, the Manager, Enterprise Sales is responsible for establishing a performance-based culture through coaching and motivating sales reps to achieve their targets. The Manager, Enterprise Sales, will advance the performance of sales reps w/ behavioral tracking and development and drive adherence and accountability to the sales process. This role will work in concert with Marketing, Product Lines, and the Deal Desk to ensure maximum value is captured for the organization.

Responsibilities

People Leadership

• Develop clear goals for the team annually that support company goals and objectives
• Establish SMART goals for sales behavior, volume, and profitability in support of the overarching monthly/yearly goals set by leadership
• Develop a behavior expectation plan for the business development manager to track key marketing efforts, distribute results to the team and management
• Develop a coaching strategy for the team to achieve or exceed goals and objectives
  1. Regularly review performance with team members
  2. Help team members focus on what is within their control to achieve success
  3. Celebrate success
  4. Quickly address performance issues in a constructive manner
  5. Create positive accountability and follow-up to achieve goals
• Identify skills that can be honed/leveraged to deliver results as well as areas of opportunity for improvement
• Provide or coordinate training/ development for team members as appropriate
• Ensure team members work closely with other departments to reach common goals, achieve sales objectives and P&L budget

Sales Leadership

• Recruit, select and develop the business development managers that sell, service, and support all Mansfield offerings
• Work with product line managers, corporate marketing team, national and regional sales teams, and inside sales to maximize regional and company earnings and overall volume growth
• Recommend and implement sales marketing strategies to target specific market segments
• Work closely with and support business development managers to help develop and grow their book of business
• Ensure current and new offerings are communicated on a timely basis to current and potential customers
• Continuously develop, train, and motivate the business development team
• Establish a monthly review of P&L results with the team
• Track and report on new product sales, new customers, account penetration results, etc.

Position Requirements

Formal Education & Certification

• Bachelor's degree or applicable experience required
• Advanced degree preferred

Knowledge & Experience

• Minimum 5 years of experience in the fuel industry
• Minimum 3 years of experience in B2B sales
• Demonstrated success in commercial selling within the energy industry
• Significant experience coaching and developing others
• Excellent Microsoft Office suite skills

Qualifications & Characteristics

• Working knowledge of all downstream energy industry offerings
• The ability to develop a clear vision and a willingness to get actively involved in day-to-day actions to ensure accuracy, timeliness, and strong customer service skills
• Strong organizational and verbal/written communication skills
• Strong financial acumen, with the ability to evaluate contracts and complicated transactions
• analytical, and problem-solving skills
• The ability to work well with all departments, coordinate events and organization activities, tools, and resources
• The ability to recruit, retain, and lead others
• The ability to multi-task and perform in a fast-paced, team-oriented environment

Work Environment

• 35-50% travel depending on time of year and business needs
• 40-hour work week - hybrid available once training is completed (3 days in office, 2 days remote)
• 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.