Sales Representative, SPOT Sales

About the role

Develop and implement a successful sales strategy that drives volume and margin growth for Mansfield Oil’s portfolio of solutions—including unbranded fuels, DEF, additives, CNG, and logistic services—for both existing and new customers. Generate and optimize sales results, match demand to supply positions, and build lasting customer relationships to ensure current and future sales growth.

Responsibilities

• Meet or exceed sales and margin budget goals and market plans.
• Prospect and obtain new accounts by planning and organizing daily work schedules to make inside sales calls on existing or potential customers.
• Deliver formal and informal sales presentations.
• Develop and implement effective sales strategies.
• Manage CRM pipeline of prospects, execute daily contact, and maintain a strong sales pipeline with detailed prospect information.
• Understand customer needs and requirements, and discuss Mansfield Oil’s solutions to improve customer positioning.
• Prepare sales proposals by quoting pricing, credit terms, and service offerings based on company operational capacity and ROI thresholds.
• Set customer pricing for each terminal and product based on supply availability and enter data into Mansfield’s pricing solution.
• Submit daily pricing to customers; monitor real-time spot market pricing and adjust prices for inventory-supplied markets as needed.
• Cross-sell Mansfield’s other product lines as opportunities arise.
• Develop a large network of partnerships (customers, suppliers, etc.).
• Perform administrative functions to complete the sales cycle (daily pricing, forecasting, reporting, customer database maintenance, correspondence).
• Monitor competition by gathering marketplace information on pricing, products, marketing, and techniques.
• Optimize daily sales and margin by adjusting spot price quotes based on market moves, netbacks, carrier availability, and least-cost routing.
• Coordinate with the Customer Relationship Manager to ensure efficient setup and accurate billing.
• Ensure invoice accuracy and address customer inventory demands and forecasts with the supply team.
• Keep management informed through activity reports and market plans.
• Develop creative solutions for daily load delivery and hauling.
• Manage a supply portfolio for assigned business using deep sales and supply knowledge.
• Develop and maintain business relationships with current and target customers, including corporate executives.
• Communicate with customers in a timely manner and build relationships that translate into business.
• Address relationship problems (credit issues, payment problems, supply outages) while maintaining Mansfield Oil standards.
• Develop and maintain marketing and account plans to identify opportunities, including assessments of account status, share of wallet, competition, decision-makers, fuel budgets, pain points, and action plans.
• Collaborate with internal groups to improve the customer experience and share best practices.

Requirements

• Bachelor’s degree in Sales, Marketing, or Business, or equivalent experience.
• At least five years of industry experience in unbranded fuel sales or supply.
• Proven track record of driving new sales growth and cold-calling success.
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
• Strong presentation and formal proposal skills.

Qualifications & Characteristics

• Self-starter with a sense of urgency, personable, and extroverted personality.
• Well-organized with the ability to achieve goals and pay attention to detail.
• Strong multi-tasking, analytical, and problem-solving skills.
• Excellent written and verbal communication skills.
• Passionate and driven to succeed.

Work Environment

• Sitting for extended periods of time.
• Dexterity of hands and fingers to operate a computer keyboard, mouse, and other components.