ABOUT THE COMPANY:
On November 30, 2022, Guttman Energy, one of the regions largest private companies, Guttman Renewables, and Source One Transportation, united to form one new Company Guttman Holdings as part of an Employee Stock Ownership Plan (ESOP). The companies within this ESOP will continue to market under their current names, in the same markets, and are expected to continue their significant growth and success. As one energized, engaged, and employee-owned and led team, each of us now has a heightened sense of commitment to our customers and vendors goals, our Company, and our performance. United by a common purpose, our vision is to build a stronger future for all our stakeholders, by taking personal ownership of our Companys growth, and ensuring our collective long-term success.
POSITION SUMMARY:
The Manager Commercial & Industrial Sales is responsible for leading a team of Commercial and Industrial sales representatives to profitably grow this important segment of Guttman Energy. Key responsibilities include: 1 Designing, implementing, and managing sales strategies and tactics to achieve company sales, profitability, and other goals. 3. Identifying the highest margin customer segments to help focus the team on Gross Profit generation. 3. Leading inter-departmental business process design, implementation, and ongoing management 4. Hiring, training, developing, and motivating Commercial/Industrial sales representatives for greater efficiency, sales results, and promotability within the company, and 5. Ensuring that customers are receiving quality service consistent with Guttman Energys brand attributes.
PRIMARY RESPONSIBILITIES:
- Design, implement, and manage Commercial/Industrial sales strategies and tactics to achieve company sales, profitability, and other goals.
- Develop strong Commercial &Industrial Sales team capable of surpassing established sales goals. Includes identifying promotions, prospecting, customer retention, and developing effective action plans to achieve superior results.
- Review programs and performance directives frequently to ensure short- and long-term sales goals will be attained. Adjust and/or revise policies, procedures, campaigns, and programs as necessary to achieve results.
- Manage Commercial &Industrial Sales team tactics through individual weekly meetings, daily prospecting discussions and individual objectives to instill and maintain a healthy sales culture.
- Actively participate in annual business planning efforts including budgeting by territory, sales incentive plan design, sales strategies by segment, and margin enhancement strategies.
- Identify the highest margin customer segments to help focus the team on Gross Profit generation.
- Utilize the companys data management system to evaluate customer segments that should be focused on to deliver the best Gross Profit.
- Identify the size opportunity for each customer segment.
- Work closely with the Supply & Trading team to evaluate the margin potential for each segment.
- Evaluate the data and build a plan that focuses the sales team on the customer segments that can have the most meaningful impact on the companys results.
- Lead inter-departmental business process design, implementation, and ongoing management.
- Supervise Commercial &Industrial sales team to ensure policies and procedures are followed and functions are completed in a timely manner including daily quoting, order taking/entry, credit compliance, deal compliance, and discrepancy resolution.
- Partner with other employees and departments to ensure quality service, increase efficiency of operations, and prevent and resolve delivery issues.
- Coordinate with the Supply department to properly communicate and implement corporate supply strategies with sales to maximize profitability and minimize risk.
- Team with Credit department to design and implement credit policies and procedures enabling Guttman Energy to minimize credit risk exposure as we profitably grow the business.
- Liaison with Wholesale sales representatives to ensure that Commercial & Industrial sales and Wholesale sales are working together to increase customer satisfaction and increase sales from key accounts.
- Collaborate with back-office departments to ensure billing policies and procedures that enable Guttman Energy to increase the timeliness and accuracy of invoices.
- Ensure that customers are receiving quality service consistent with Guttman Energys brand attributes.
- Ensure that all sales personnel remain advocates for the customer, while balancing their obligations to the company.
- Resolve customer complaints in a timely manner.
- Collaborate with Director of Marketing to manage all communications to Commercial/Industrial sales customers.
- Hire, train, develop, and motivate Commercial/Industrial Sales Representatives for greater efficiency, sales results, and promotability.
- Build, develop and conduct training programs for Commercial/Industrial sales representatives, expanding on selling techniques, customer care and petroleum industry knowledge.
- Commit to the Peak Performance sales training techniques by learning the details of the program, assisting in the training of the techniques, and holding the Commercial/Industrial sales representatives accountable for using the techniques in their day to day selling.
- Hire, coach, develop, mentor, train and manage Commercial &Industrial Sales staff to succeed, and assist individuals to attain established goals and directives.
- Conduct performance reviews for Commercial &Industrial sales reps and other direct reports.
- Provide effective motivation and support for Commercial & Industrial Sales team to maximize the overall performance and promote job satisfaction.
- Provide enhanced training and one on one coaching as required to develop Commercial/Industrial sales representatives for increased responsibilities within the Guttman Group.
- Develop, implement, and enforce processes and procedures for utilizing CRM system to maximize sales efficiency, GP growth, and overall ROI.
