JOB PURPOSE:
Drives sales growth within the local market by developing new customer relationships and Drives sales growth within the local market by developing new customer relationships and expanding existing residential and commercial accounts for petroleum products. Serves as the primary customer contact while overseeing daily operations related to customer service and product delivery. Oversees the Traverse City, Mesick, and Reed City service areas, maintaining a regular and balanced management presence between the Traverse City and Mesick offices, with routine oversight of the Reed City service area. Ensures dependable service and timely response to customer needs while balancing sales execution with operational performance to maximize revenue, customer retention, and overall branch profitability.
Major Duties
1. Sales
- Develop and maintain strong relationships with new and existing customers
- Monitor sales performance, market share, and regional pricing trends to sustain a competitive advantage
- Provide feedback and strategic recommendations regarding pricing, customer needs, and growth opportunities
2. Business Development
- Identify and pursue new residential and commercial customer opportunities
- Initiate contact with prospective clients and deliver effective sales presentations
- Expand the customer base while increasing revenue from existing accounts
3. Customer Service
- Analyze customer service metrics to identify trends, issues, and improvement opportunities
- Resolve service concerns through collaboration with staff and customers
- Oversee delivery schedules, special orders, and service challenges to ensure timely resolution
- Adjust delivery schedules as needed to align with company pricing and service standards
4. Staff Supervision
- Recruit, train, and evaluate branch personnel
- Promote a culture of safety, accountability, and continuous improvement
- Ensure compliance with all safety, environmental, training, certification, and licensing requirements
5. Planning
- Drive efficient routing and delivery to our customers working closely with Drivers and CSR’s to complete this.
- Contribute to quarterly and annual business planning
- Monitor performance against goals and adjust activities to achieve targets
6. Facilities and Equipment
- Oversee maintenance and upkeep of branch facilities
- Coordinate cleaning, repairs, and equipment replacement with maintenance staff
- Ensure transportation and operational equipment (e.g., trucks, pumps) are properly maintained without disrupting operations
Principal Challenges
Typical Challenges
- Managing regional pricing in a volatile market while maintaining competitiveness
- Ensuring consistent delivery of high-quality customer service
- Coaching and developing employees to improve performance
Most Complex Challenges
- Identifying and securing new business in competitive markets
- Developing and executing effective sales strategies to increase market penetration
Decision-Making Authority and Responsibility
Typical Decisions
- Hire, train, and evaluate branch staff
- Manage relationships with existing customers
- Adjust delivery schedules within company guidelines to maintain customer satisfaction
Decisions Requiring Approval
- Recommend quarterly and annual business plans
- Analyze competitor pricing and market activity and propose strategic adjustments
Qualifications
- High school diploma or GED required.
- Bachelor’s degree in Business or related field preferred
- Valid CDL Class A or B license with hazardous materials, tanker, and air brake endorsements required.
- Minimum of five (5) years of progressively responsible experience in petroleum distribution or a related field
- In-depth knowledge of petroleum products, including safe handling and distribution practices
- Strong communication and interpersonal skills
- Proven leadership and supervisory experience preferred
- Excellent customer service skills
- Strong planning and organizational abilities
- Proficiency in computer applications, including spreadsheets, word processing, and email
- Experience with financial and sales software preferred. #asmhpij
