Director of Fuel Distribution Sales

PRIMARY PURPOSE:

The Director of Sales is responsible for providing industry leading business support of Aloha Petroleum’s (Aloha’s) existing Customers and on-going growth within the current and emerging fuels, lubricants, and DEF distribution channels. This position is responsible for the leadership and business productivity of the Sales Managers’ daily operations with our fuel distribution Customers, in addition to their business development of new Customers. Furthermore, this position is responsible for the Commercial Sales Manager’s commercial lubricants/DEF production, sales, and growth.

The Director of Sales shall also provide for the comprehensive management of Aloha’s unique Customer enrichment programs that include its Vendor Program providing for complementary forecourt and backcourt services, in addition to our detailed quarterly business and market reviews. Furthermore, this position shall be responsible for retail and wholesale fuel pricing, Customer invoicing and reconciliation audits, and regularly scheduled facility inspections.

This position is also responsible for pursuing Aloha’s fuel distribution growth through acquisitions, which shall be accomplished through market analyses, fostering strong business rapport throughout the State of Hawaii, and completing detailed financial analysis.

In summary, the Director of Sales shall serve the vital professional capacity of maintaining Aloha’s fuel distribution leadership within Hawaii, which will foster its on-going success, future growth, and market innovation.

This role has a current pay range of $148,000 - $172,000. The listed pay range represents the company’s good faith estimate of the minimum and maximum base rate of pay for this position at the time of this posting. The selected candidate’s compensation will be determined based on their work location, qualifications, relevant experience, operational needs, demonstrated performance over time, and internal pay alignment.

We are proud to offer industry leading compensation, comprehensive benefits including access to health, vision and dental insurance, 401(k) match with additional profit sharing, PTO, and abundant career opportunities.

ESSENTIAL DUTIES / FUNCTIONS:

- Manages and motivates the Sales Managers to provide both industry leading business support for our existing fuel distribution and commercial lubricants/DEF Customers, in addition to their continual pursuit of new fuel distribution and commercial business growth.

- Provides leadership in fostering new Customer business relationships, which will complement the Sales Managers’ new business opportunities.

- Leads the continual pursuit of the Sales Operations Department’s innovation that will identify actionable opportunities within Hawaii’s emerging markets.

- Fosters a culture of accountability for the Sales Management Team by ensuring their timely completion of the business critical: (i) Customer market reviews; (ii) facility site inspections; (iii) Salesforce recordation of sales initiatives; and (iv) Customer invoice and reconciliation reporting audits.

- Works closely with the Sunoco Real Estate team and the Sales Managers to ensure all controlled real estate leases are extended/renewed in a timely manner.

- Reviews and approves all promotions, branding, and advertising plans. In summary:

- Loyalty – lead the market with value propositions that enhance the loyalty portfolio.

- Media Relations – support Aloha’s external media relations to position Aloha favorably with the media.

- Branding – review brand design, positioning, and strategy to ensure our Aloha brand remains strong.

- Community Support – collaborate with community groups and agencies to further their causes and demonstrate Aloha’s community support.

- Develops budgeting for both quarterly and annual volume and gross profit goals for the Sales Operations business channels. These budgets should be aggressive, which provides for further motivation to the Sales Managers.

- Leads a third-party real estate firm to identify real estate development opportunities.

- Works closely with the Sunoco Legal Team on business contracts and related matters.

- Manages the retail and commercial fuel pricing functions.

- Provides leadership for the on-going market analyses, including defining the competitor analysis, market demographics, market share, and other business intelligence such that we remain on the forefront of evolving our businesses to best compete.

- Completes forecasting for on-going volume and sales initiatives, which is utilized in the Company’s monthly financial reviews.

- Serves in a leadership business relationship role with our Customers.

- Attends applicable industry conferences that provide for both market insight and business networking.

- Completes other business responsibilities and special projects as may be assigned.

- Manages and mentors direct reports through open communication, ongoing training, and professional development.

- Other duties as assigned.

OTHER RESPONSIBILITIES:

- Customer centricity.

- Advanced analytical business and financial skills to develop and analyze financial modeling.

- Leading business acumen of existing Hawaii fuel distribution products/services, in addition to frequent studies of emerging products/services.

- Highly self-motivated with strong management skills to motivate/lead the Sales Managers.

- Strong communication and interpersonal skills.

- Innate sales skills.

- Strong work ethic.

- Excellent time management skills.

- Frequent Oahu, Neighbor Island, and US Mainland travel.

QUALIFICATIONS/REQUIREMENTS:

Education/Training:

- Bachelor’s Degree from an accredited four-year college, with an emphasis in a business-related field preferred or equivalent work experience in lieu of a degree

Experience:

- 12+ years sales and management experience required.

REPORTS TO:

Vice President / Senior Director