Job Description
The Strategic Account Executive II (SAE) is responsible for the retention and growth of Mansfield's largest and/or most complex customers. The essential Strategic Account Executive job duties include relationship management, solution selling, customer retention, profitability, and growth. The Sr Strategic Account Executive is responsible for achieving sales budgets and assigned strategic account objectives, as well as representing the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are met by the company. This sales role successfully sells 6+ of the company's product lines and manages at least 5-10 of the company's top 150 accounts.
Responsibilities
Relationship Management
Prepare business rules for new customers
Participate (by phone or in person) in new customer implementation meetings with customers
Lead new customer implementation meetings with internal MOC departments
Coordinate with Operations to ensure seamless interaction with the customer during on boarding
Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers' expectations
Develop and implement a regular contact strategy to connect with existing customers
As required, lead bi-monthly meetings with existing clients to review open projects and current activities within the account; meetings will include project tracking for current items along with an annual summary of all items completed for the client in the past year
Conduct in-person meetings with the client on a quarterly basis to review open project items, identify opportunities to enhance value, and strengthen the relationship
Establish productive, professional relationships with key personnel in assigned customer accounts
Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones
Proactively assess, clarify, and validate customer needs on an ongoing basis
Account Retention
Coordinate customer interaction with other departments in MOC to ensure that the customer is delighted with Mansfield Oil and has a positive customer experience
Continually strengthen customer relationships with attentiveness to their needs, alignment with their priorities, and the presentation of value-added products and services
Enhance customers' utilization experience of Mansfield Energy's technology offerings; focus should include the company website, FuelNet, and collaboration with BT for necessary permissions, passwords, security levels, etc. to drive overall support for customers' data needs
Escalate complex issues appropriately to maintain superior customer satisfaction
Proactively prepare strategies to prevent recurring issues from impacting customer retention
Account Profitability
Meet assigned budget for profitable sales volume and strategic objectives in assigned accounts
Analyze profit and loss by product line by customer and customer locations to identify areas for greater product penetration and greater profitability
Decide upon and implement strategies to improve customer profitability
Coordinate with Operations to ensure profitability improvement measures are implemented
Oversee customer contract compliance including terms and conditions, freight rate updates, fixed price allocations, etc. on a monthly basis
Account Growth
Stay current on MOC's solution portfolio by attending any available training and by having regular discussions with the appropriate product line manager on potential opportunities within assigned customers
Leverage the product line manager within MOC to coordinate a streamlined message to every existing client with regard to product portfolio and service offerings
Identify growth opportunities with existing clients to market and sell the full menu of MOC products and services
Educate and sell customers on MOC's full portfolio of solutions
Lead change initiatives, provide experienced input, and participate in scoping of new technical offerings to support complex customer needs
Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
Understand existing customers total volume spend by product line and develop strategies to grow share of wallet to build a strong pipeline of opportunities in CRM to achieve growth targets for book of business
Sales Administration
Enter information, track, forecast and update account within MOC's Customer Relationship Management (CRM) System
Prepare bids and/or proposals for renewal business or for new business opportunities
Partner with Business Development Managers to build book of business
Submit price request forms, POT forms, etc. to facilitate the pricing and addition of new customer sites, products, or services
Collaborate across departments to ensure the effective service delivery of sales commitments
Coordinate with Operations to ensure customer pricing and data is accurate within MOC's systems
Maintain strong working relationship with Account Managers to ensure the effective delivery of service to customers based on established SLA's.
Monitor sales reports for trends requiring investigation and possible intervention
Effectively present information and respond to questions from groups of sales reps, managers, customers, and account managers
Develop and track key performance indicators and compile and analyze data in order to determine growth opportunities
Respond to the needs of internal and external customers with sense of urgency and commitment to follow up
Coordinate between customers, customer service center, and operations to improve customer/company relations
Oversee integration of all new business; including both new customers and new business for existing customers and involves onboarding workflow & meetings, external communications, and reporting requirements
Provide expert advice on process improvement and creative alternatives for new business integration
Analysis & Reporting
Works with other departments in the company to identify, locate and extract the data necessary to perform different types of analysis as required
Analyzes data for trends, improved understanding of MOC's value propositions to customer, and provide an interpretation of the data
Formats, distills and synthesizes data to lead to actionable insights that underscore and ultimately MOC value propositions to customer
Frequently reviews internal and external reports pertaining to assigned accounts
Assists in building reports and tools designed to help prosecute the business in a more efficient and precise fashion
Position Requirements
Formal Education & Certification
Bachelor's degree or equivalent experience required
MBA strongly preferred or a combination of equivalent education and experience
Knowledge & Experience
Minimum of 3 years of proven project management, business development and leadership in consulting or client-service environment with a track record of success
3+ years business to business sales experience required, preferably in a customer account retention or business development type role
2 years in petroleum sales preferred
Strong in Microsoft Office Suite of Products including Word, PowerPoint, Excel, etc.
Expertise using Customer Relationship Management (CRM) Systems preferred
Expertise in in the following Mansfield product lines: FTL, LTL, DEF, Fixed Price, Additive, Fleet Card, FS&S, Natural Gas, Consignment, On-site Resource and Consulting
Qualifications & Characteristics
Authoritative business and financial acumen to translate customer requirements into meaningful business recommendations
Strong ability to lead or enlist the support of others in the absence of formal authority
Strategic thinking around operations and positioning to execute and align others to plans
Interpersonal, presentation and written/verbal skills that can influence at senior levels within accounts
Ability to manage multiple large accounts and communicate with executive level clients
Ability to independently develop and lead C-level presentations
Ability to effectively manage multiple projects for multiple clients simultaneously
Excellent analytical skills and the ability to take complex information and distill it into concepts that can be understood by employees and customer stakeholders at all levels
Exceptional reasoning and problem solving and ability to think ahead and plan over a 1-to-3-year time span
Highly efficient and detail-oriented with the ability to manage a significant volume of diverse tasks, activities, and projects, including both tactical and strategic projects
Working knowledge of accounting or ERP systems, principles, and practices
Ability to provide analysis of complex client business flows to present effective resolutions
Strong analytical, critical thinking, and problem-solving skills
Ability to multi-task
Ability to work in a team environment
High personal accountability and integrity for self and others
Fosters continuous improvement
Work Environment
This is a full-time position. Work hours will vary depending on project deadlines, and the needs of the company. Typical workweeks may exceed the standard 40 hours. Occasional evening and weekend work may be required as job duties demand
Ability to travel up to 30% of the time
Sitting for extended periods of time
Dexterity of hands and fingers to operate a computer keyboard, mouse and other computer components
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.
Mansfield Oil is an equal opportunity employer that takes affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, national origin, protected veteran status or disability status.
