Sales Development Representative

Mansfield’s Sales Development Representative role blends prior industry experience with structured training to drive net-new volume and margin growth across our product lines and services. Performance is measured by volume, gross margin, and the success of assigned business-development initiatives; exceeding targets opens advancement opportunities.

Responsibilities

• Knowledge Acquisition
  • Apply and expand industry, company, and sales expertise through formal and informal training.
  • Develop proficiency in product-line knowledge via training and cross-channel collaboration.
  • Leverage existing and acquired knowledge to succeed in Mansfield’s sales environment.
  • Refine sales acumen by learning from Sales Managers, colleagues, and Product Line Specialists.
  • Demonstrate eagerness and aptitude to learn while completing daily tasks and assigned trainings.
  • Scale functional competencies to qualify for role advancement.
• Develop Net New Business Opportunities
  • Create and execute an effective sales strategy to meet prospecting metrics and achieve initial sales closings within the second quarter.
  • Develop a prospecting cadence plan with Sales Management support.
  • Partner with Strategic Account Executives to sell into existing accounts.
  • Perform aggressive lead generation, due diligence, and cold calling to build a continuous pipeline.
  • Engage and qualify net-new leads, setting appointments with team support as needed.
  • Autonomously run 50% of prospect meetings with preparation from Sales Management and assigned Strategic Account Executives.
  • Provide technical assistance to customers using personal and internal stakeholder product knowledge.
  • Communicate the value of Mansfield’s services and products tailored to customer needs.
  • Deliver formal and informal sales presentations individually and collaboratively.
  • Prepare sales proposals based on company operational capacity and ROI thresholds, reviewing 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 (1.375× total cost to the organization) to qualify for advancement.
  • Achieve or exceed customer call targets via telephone and electronic communication to meet sales quotas.
  • Adjust prospecting cadence autonomously to drive net-new business results.
  • Conduct pipeline reviews to keep management informed.
• Sales Administration
  • Enter, track, forecast, and update account information in Mansfield’s CRM system.
  • Develop and manage a strong CRM pipeline to support growth targets.
  • Execute daily contact within the CRM, maintaining a detailed pipeline of prospects and opportunities.
  • Maintain regular pipeline reviews with Sales Management and paired Strategic Account Executives.
  • Prepare bids/proposals for net-new opportunities with Sales Management support.
  • Submit price request forms, POT forms, etc., to facilitate pricing and addition of new customer sites, products, or services.
  • Work with Deal Desk to maximize profitability.
  • Respond to internal and external customer needs with urgency and commitment.
• Account Transition
  • Collaborate with sales and Customer Relationship Managers for smooth on-boarding of net-new business.
  • Develop and maintain account plans identifying opportunities, including:
    • Current state of account and share of wallet.
    • Competition within the vertical.
    • Key decision makers.
    • Overall fuel budget.
    • Issues/pain points within the opportunity and customer’s marketplace.
    • Action plan to optimize spend potential.
  • Coordinate with Operations Teams to ensure accurate customer pricing and data in Mansfield’s systems.
  • Collaborate with the Sales Support Team (Strategic Account Executive, Customer Relationship Manager, Sales Manager) to ensure smooth transitions.

Requirements

• Formal Education & Certification
  • Bachelor’s degree from a four-year college or university (business, marketing, sales, or related field preferred).
  • Higher-level education preferred.
• Knowledge & Experience
  • Minimum 3+ years of outside-industry sales experience or 2+ years within the industry.
  • If no applicable sales experience, minimum 2 years of Mansfield or industry experience.
  • Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
  • Microsoft Dynamics experience preferred.
  • Strong presentation and formal proposal skills.
  • Excellent communication and organizational skills.
  • Ability to make independent decisions within job parameters.
  • Ability to handle multiple tasks and meet deadlines under pressure.
  • Cold-calling experience required.
  • Solid closing skills with a proven record of driving new sales growth and cold-calling success (metrics provided).
  • General knowledge of the petroleum product distribution industry.
• Qualifications & Characteristics
  • Tenacity for overcoming challenges.
  • Self-starter with a sense of urgency; personable, extroverted, and well-organized.
  • Goal-oriented with strong attention to detail.
  • Ability to work with little supervision and effectively use problem-solving skills.
  • Strong interpersonal, oral, and written communication skills.
  • Ability to multi-task, analyze, and solve problems.
  • Ability to build and manage relationships with new and existing accounts.
  • Passionate and driven to win.

Work Environment

• 40-hour work week (on-site or remote).
• Sitting for extended periods while operating a computer keyboard, mouse, and other components.
• Availability to travel up to 33%.