Manager, Sales Development

The Manager, Sales Development will lead a team of emerging sales professionals responsible for driving business growth through lead generation, qualification, and full-cycle sales. This team will initiate and nurture new customer relationships within existing accounts by up-selling and cross-selling a range of product lines-including Full Truckload (FTL), Less-than-Truckload (LTL), Fleet Cards, Fuel Systems & Services (FS&S), Diesel Exhaust Fluid (DEF), and Fixed Price Contracts. The objective of this team is to contribute to the organization in two ways; dedicated sales efforts to maximize share-of-wallet within assigned accounts, talent development creating a talent pool for senior-level sales roles within the organization.

In this role, the Manager will establish a performance-based culture through consistent coaching and development, promoting accountability for sales targets and adherence to Mansfield's sales process. They will work closely with the recruiting team to attract and develop new sales talent, collaborating with Marketing, Product Lines, and the Deal Desk to optimize the team's results and capture maximum value for the organization. This position is pivotal for scaling both the skills and results of the sales development team.

Responsibilities

People Leadership

• Develop clear goals for the team annually that support company goals and objectives
• Establish SMART goals for learning and development of sales behaviors as well as volume and profitability in support of the overarching monthly/yearly goals set by leadership
• Develop Individual Business Plans for sales reps to track key sales efforts
• Develop a coaching strategy for the team to achieve or exceed goals and objectives

• Regularly review performance with team members
• Help team members focus on what is within their control to achieve success
• Celebrate success, learn from loss
• Quickly address performance issues in a constructive manner
• Create positive accountability and follow-up to achieve goals

• Provide or coordinate training/ development for team members as appropriate, leverage product line managers to enhance product knowledge or sales leadership for tactical selling skills
• Create a culture of learning and excellence
• Maintain a high level of camaraderie, teamwork, and morale
• Ensure team members work closely with other departments to reach the common goal, achieve sales objectives and P&L budget

Sales Leadership

• Recruit, select, and develop talented individuals that sell all Mansfield offerings
• Work with product line managers, corporate marketing team, and sales channels to maximize company earnings and overall volume growth
• Partner with HR's Recruiting Team to attract and retain high-potential sales professionals
• Recommend and implement sales marketing strategies to target specific market segments
• Work closely with and support sales reps to help develop and grow their book of business
• Ensure current and new offerings are communicated on a timely basis
• Establish a monthly review of P&L results with the team
• Track and report on new product sales, new customers, account penetration results, etc.
• Track and communicate performance metrics, manage accordingly

Position Requirements

Formal Education & Certification

• Bachelor's degree or applicable experience required
• Advanced degree preferred

Knowledge & Experience

• Extensive knowledge of the fuel industry
• Demonstrated success selling within the energy industry
• Significant experience coaching and developing others
• Excellent Microsoft Office suite skills

Qualifications & Characteristics

• Working knowledge of all Mansfield product and services offerings, operational capabilities, and fuels commodity pricing methods as well as detailed supply costs
• Strong organizational and verbal/written communication skills
• Solid financial acumen and excellent communication skills
• The ability to develop a clear vision
• A willingness to get actively involved in day-to-day actions to ensure accuracy, timeliness, and strong customer service skills
• Strong analytical and problem-solving skills
• The ability to work well with all departments and resources
• The ability to coordinate events and organization activities, tools, and resources
• The ability to multi-task
• The ability to evaluate contracts and complicated transactions
• The ability to recruit, retain, and lead others
• The ability to perform in a fast paced, team-oriented environment
• Excellent problem-solving skills

Work Environment

• Hybrid or remote work week, depending on location
• 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.