Sales Development Representative

The Sales Development Representative II is responsible for leveraging existing knowledge and experience in conjunction with gained knowledge through formal and informal training to implement a successful sales strategy which drives net new volume and margin growth of Mansfield’s portfolio of product lines and services. Success against this objective will be measured using volume, gross margin, and performance of assigned business development initiatives. Success in excess of predetermined metrics will provide employee with opportunity to advance to sequential roles.

Responsibilities

Knowledge Acquisition

- Display prior industry, company, and/or sales knowledge and experience

- Bolster industry knowledge through formal and informal training channels

- Gain and display proficiency in Product Line knowledge through from trainings and cross-channel sales collaboration

- Learn how to leverage preexisting and gained knowledge to be successful in a sales role at Mansfield

- Leverage knowledge and experience of Sales Managers, Colleagues, and Product Line Specialists to refine sales acumen

- Convey eagerness and aptitude to learn while completing daily job functions and assigned trainings

- Scale functional knowledge in role competencies to attain opportunity for role advancement

Develop Net New Business Opportunities

- Develop and implement effective sales strategy designed to immediately meet prospecting metrics in support of initial sales closing within the second quarter.

- Develop prospecting cadence plan with assistance from Sales Management

- Leverage partnership of Strategic Account Executives to sell into existing accounts

- Perform aggressive lead generation, due diligence, and cold calling to continuously develop a pipeline of new business leads

- Engage and qualify net new business leads and to set appointments with the support of applicable team members as needed (Sales Management, Product Line Specialists, or additional C&I Sales Team members)

- Autonomously run fifty percent of prospect meetings with preparation in collaboration with Sales Management and assigned Strategic Account Executive(s)

- Utilize personal and internal stakeholder product knowledge to provide technical assistance to customers and assist them in identifying and qualifying to meet their needs

- Convey the value of Mansfield’s services and product offering as it relates to customers' unique needs

- Make formal and informal sales presentations individually and in collaboration with Sales Management

- Prepare sales proposals to prospect or customer based on knowledge of company’s operational capacity and established ROI thresholds, review with Sales and Product Line Management

- Semi-autonomously open, negotiate, and close business development deals

Sales Performance

- Meet or exceed sales and margin budget goals and market plans

- Exceed annual quota to attain opportunity for role advancement

- Equivalent to 1.375x the employee’s total cost to the organization

- Achieve or exceed customer call targets via the telephone and other means of electronic communication in effort to meet sales quota

- Autonomously adjust individual prospecting cadence to support results in the pursuit of net new business

- Keep management informed by conducting pipeline reviews

Sales Administration

- Enter information, track, forecast and update account within MOC’s Customer Relationship Management (CRM) System

- Develop a strong pipeline in CRM to support growth targets for book of business

- Manage CRM pipeline of prospects and execute daily contact within the system; create and maintain strong sales pipeline with detailed information as to number of potential and qualified prospects/opportunities, status, and next steps

- Maintain regular cadence of pipeline reviews with Sales Management and paired Strategic Account Executives

- With support from Sales Management, prepare bids and/or proposals for net new business opportunities

- Submit price request forms, POT forms, etc. to facilitate the pricing and addition of new customer sites, products, or services

- Work with Deal Desk to ensure maximum profitability

- Respond to the needs of internal and external customers with sense of urgency and commitment to follow up

Account Transition

- Work closely with sales and Customer Relationship Managers to ensure smooth on-boarding of net new business

- Develop and maintain account plans to identify and monitor opportunities; plans include but are not limited to assessment of current state of account, share of wallet, competition within the vertical, key decision makers, overall fuel budget, issues/pain points within the opportunity and within the customer's marketplace and action plan to optimize spend potential throughout assigned account.

- Coordinate with Operations Teams to ensure customer pricing and data is accurate within MOC’s systems

- Collaborate with Sales Support Team (Strategic Account Executive, Customer Relationship Manager, Sales Manager etc.) to ensure smooth transition

Position Requirements

Formal Education & Certification

- Bachelor’s degree from a four-year college or university required

- Degree in business, marketing, sales, or another related field

- Higher level education preferred

Knowledge & Experience

- A minimum of 3+ years sales experience (outside industry), or 2+sales experience

- years within the industry

- If not applicable sales experience, minimum of 2 years Mansfield or industry experience

- Microsoft Office Suite proficiency required (Word, Excel, PowerPoint & Outlook)

- Microsoft Dynamics experience preferred

- Presentation and formal proposal skills

- Excellent communication and organizational skills

- Able to utilize latitude given within job parameters to make independent decisions

- Ability to handle multiple tasks and work well under pressure to meet deadlines

- Sales experience required

- Cold-Calling experience required

- Solid closing skills with excellent communication and organizational skills

- General knowledge of the petroleum product distribution industry

- Proven record of driving new sales growth and cold-calling success (metrics provided)

Qualifications & Characteristics

- Tenacity for overcoming challenges

- Self-starter; self-motivated; sense of urgency; personable; extroverted personality; well organized; ability to achieve goals; ability to focus and pay attention to detail

- Ability to work with little supervision and effectively use problem solving skills

- Must have strong interpersonal, oral, and written communication skills

- Ability to multi-task, analytical and problem-solving skills

- Ability to build relationships and manage new and existing accounts

- Passionate & strong desire to win

Work Environment

- 40-hour on-site or remote work week

- Sitting for extended periods of time

- Dexterity of hands and fingers to operate a computer keyboard, mouse, and other computer components

- Availability to travel up to 33%

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.

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