Job Purpose:

Develop and monitor the performance of a high-energy and well-educated sales team engaged in the sales of wholesale petroleum products (fuel, lubricants, chemicals) to industry, commercial businesses and trucking fleets in the Chicago metro, Northwest Indiana and Southern Michigan marketing areas.  The company seeking the individual to fill this position is an operating company of one of the largest independent fuel and lubricant distributors in the United States.

Job Description / Requirements:

1. Establish and implement a sales and marketing plan for the company that includes indentified sales focus items and that is compatible with budget objectives and Maxum Petroleum directives.


2. Monitor the performance and development of the POCO sales team.


3. Provide focus, guidance, sales leadership and educational assistance to all sales consultants and other company personnel as needed.


4. Conduct one-on-one performance reviews and employee development plans with each sales consultant on a bi-annual basis.


5. Prepare action plans for an effective search of sales leads, follow-up on prospects and development of new business within existing accounts.


6. Initiate and develop strategies and action plans to increase distribution within existing accounts and to introduce new products and services into the markets that POCO services.


7. Maintain accurate records of all pricing, sales and activity reports submitted by the sales team.


8. Work as a member of the POCO management team to support overall operations of the company (personnel communications, accounts receivable assistance, customer service, technical product assistance, operations).


9. Provide timely feedback to the POCO management team regarding pricing, sales, operational and other issues critical to the day-to-day business of POCO.


10. Provide timely, accurate and competitive pricing to the sales consultants as requested.


11. Create sales presentations for use by the sales team.  Assist in the conduct of presentations for the sales team. 


12. Conduct, at a minimum, one sales team meeting per month that provides an opportunity for sales and technical education and the presentation of target accounts.


13. As needed, participate in key account presentation development and the conduct of presentations to key accounts.


14. Conduct regular coaching, counseling and mentoring with Sales Consultants to build motivation and selling skills.


15. Lead by example.  Set the example for the sales team in the areas of personal character, commitment, organizational and selling skills and work habits. 


16. Demonstrate an ability to interact and cooperate with all company employees.

Skills / Qualifications:

Bachelor’s degree.  5 to 7 years of sales and / or sales management (preferred) and experience in petroleum product sales. Self-motivated and strong ability to motivate others.  Skilled in teaching, mentoring and leading by example.  Strong business acumen.  Strong technical skills supporting the ability to sell and train others to sell commercial fuels and lubricants.