Summary:

The position of Sr. 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, negotiates deals, develops proposals, presents, and closes 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: Pittsburgh, Central PA, Ohio

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/excepted/rejected and anticipated closings. Keeps management apprised of competitive initiatives and challenges.
• Provides critical thinking to overcome objections to successfully complete negotiations.
• Attends tradeshows/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 and execute contracts/agreements.
• Acts as a business consultant with a credible source of industry and market knowledge.
• Effectively utilizes technology, programs, and platforms (i.e. Salesforce, Right Angle, Concur, etc.) for all phases of the sales process.
• Represents Sunoco LP with credibility and integrity.
• Effectively communicates with management and internal channels to align growth strategy by market, by customer, and by terminal supply point.