Reporting to the Sales Manager, the Account Development Manager in our Petroleum Sales group will be focusing on both lubricants and fuel sales within an assigned territory for both commercial and agricultural clients. The position will be home office based located in your area of responsibility being NW Alberta. Travel will be required to field sites.
Our Account Development Managers lead the profitable revenue growth of the petroleum fuel and lubricant business within the commercial market segment. Depending on the individual’s expertise, the role will either maintain value-added working relationships with existing customers or be tenacious and intentional in attracting new to UFA business. There will be a sense of understanding business needs to discover opportunities to gain a greater wallet share.
Account Manager
- Responsible for executing the profitability related to the sale of approximately 300,000,000 liters of petroleum fuel to commercial and agricultural customers on an annual basis.
- Responsible for maintaining existing customer contacts and negotiating pricing in the commercial market segment.
- Provide high level support to key accounts by planning customer calls and visits to provide the appropriate level of service to existing and newly onboarded customers with a focus on retaining / expanding existing business relationships.
- Understand the activity, business and needs of customers to provide sound information and advice on products and services.
- Grow wallet share by introducing multiple products and services to generate as much revenue as possible from each customer.
- Provide training and coaching to Agents regarding sales calls and lubricant specifications.
- Perform detailed analysis of market segments, customer feedback, competitor activity to determine industry trends and customer needs.
- Attend trade shows and association meetings as required to obtain market information and network.
Business Development
- Responsible for executing the profitability related to the sale of approximately 10,000,000 liters of new to UFA petroleum fuel and 100,000L of new to UFA lubricants to commercial and agricultural customers on an annual basis.
- Responsible for obtaining new customer contacts and negotiating pricing in the commercial market segment. Provide response to RFQs and find opportunities to upsell.
- Develop a strong pipeline of opportunity to support significant growth aspirations.
- Understand the target markets, including industry, projects, company contacts and which market strategies can be used to attract customers while being prepared to provide sound information and advice on available products and services.
- Collaborate with Account Managers to ensure that requirements are met once customers are onboarded.
- Collaborate with Office Based Representatives to engage pipeline of potential customers.
- Perform analysis of market segments, customer feedback, competitor activity to determine industry trends and customer needs.
- Attend trade shows and association meetings as required to obtain market information and network.
- Bachelor’s degree in business.
- 3+ years' petroleum industry experience including a minimum of 3 years’ direct sales or account management experience.
- Previous experience setting pricing strategies to maximize profitability.
- Previous experience developing and negotiating multi-year sales agreements.
- Requires moderate understanding of the agricultural and trucking business segments.
- Exposure to technical training in lubricants.
- Understanding of the downstream marketing industry.
- Strong communication, negotiating and listening skills.
- Proficiency with SAP, Microsoft CRM and MS Office Suite is an asset. Strong excel skills to enhance account analysis is preferred.
- Valid Class 5 license required.
To ensure a safe work environment, UFA Co-operative Limited has a Substance Abuse Policy in place. The successful applicant will be required to pass (negative result) a drug and alcohol screening test as a condition of employment.
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External Applications: Please send your cover letter and resume to [email protected] and quote the posting number in the subject line.
Internal Applications: Please email your resumes and Complete Form – Application For In-House Position, posting number, and forward to [email protected].
We thank all candidates for their interest, however only qualified candidates will be contacted for an interview.
