Strategic Account Executive

The Strategic Account Executive is responsible for the retention and growth of Mansfield's largest and/or most complex customers. The essential Strategic Account Executive job duties include relationship management, customer retention, profitability and growth. The Strategic Account Executive is responsible for achieving sales budgets and assigned strategic account objectives, as well as representing the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are met by the company.

This sales role successfully sells 6+ of the company's product lines and manages at least 10 of the company's top 150 accounts.

• Prepare business rules for new customers
• Participate (by phone or in person) in new customer implementation meetings with customers
• Lead new customer implementation meetings with internal MOC departments
• Develop and implement a regular contact strategy to connect with existing customers
• Lead bi-monthly meetings with existing clients to review open projects and current activities within the account; meetings will include project tracking for current items along with an annual summary of all items completed for the client in the past year
• Conduct in-person meetings with the client on a quarterly basis to review open project items
• Coordinate with Operations to ensure seamless interaction with the customer during on boarding
• Establish productive, professional relationships with key personnel in assigned customer accounts
• Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers' expectations
• Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones
• Proactively assess, clarify, and validate customer needs on an ongoing basis

• Coordinate customer interaction with other departments in MOC to ensure that the customer is delighted with Mansfield Oil and has a positive customer experience

• Meet assigned budget for profitable sales volume and strategic objectives in assigned accounts
• Analyze profit and loss by customer and customer locations to identify areas for greater product penetration and greater profitability
• Decide upon and implement strategies to improve customer profitability
• Coordinate with Operations to ensure profitability improvement measures are implemented

• Stay current on MOC's solution portfolio by attending any available training and by having regular discussions with the appropriate product line manager on potential opportunities within assigned customers
• Leverage the product line manager within MOC to coordinate a streamlined message to every existing client with regard to our product portfolio and service offerings
• Educate customers on MOC's full portfolio of solutions
• Identify growth opportunities with existing clients to market and sell the full menu of MOC products and services
• Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel

• Enter information, track, forecast and update account within MOC's Customer Relationship Management (CRM) System
• Prepare bids and/or proposals for renewal business or for new business opportunities
• Coordinate with Operation to ensure customer pricing and data is accurate within MOC's systems

• Bachelor's degree or equivalent experience required

• 5+ years business to business sales experience required, preferably in a customer account retention or business development type role
• 1+ years in petroleum sales preferred
• Proficient in Microsoft Office Suite of Products including Word, PowerPoint, Excel and Visio
• Prior experience using Customer Relationship Management (CRM) Systems preferred
• Proficiency in in the following Mansfield product lines: FTL, LTL, DEF, Fixed Price, Additive, Fleet Card, FS&S,…