Job Description

Job Description

Job Description

Job Purpose : Responsible for winning new revenue in the Great Lakes Territory (US) and the Grocery & Convenience channels, especially as pertains to expanding into new and/or untapped channels and markets by converting Prospect Account Opportunities to New Customer Accounts. Retains, manages, and grows a portfolio of Distributor Accounts. 

Duties:

• Collaborate with sales leadership to target, engage, and win new business in new and/or untapped channels and markets within the defined Great Lakes sales territory and the Grocery & Convenience specialty channel in the national sales organization, across all Lucas Oil product categories.
• Build strong partnerships with the business development team; maintain ongoing and open communication that results in proactive go-get plans for assigned territories/channels.
• Articulate value propositions for Lucas Oil products and engage internal stakeholders to provide solutions and service support to prospects and customers on Lucas Oil product benefits and points of differentiation.
• Retain and grow prospect and customer relationships and achieve quarterly revenue targets.
• Collaborate with the Lucas Oil National Sales Team: identify and discuss new sales and service opportunities; share best practices in opportunity management and revenue growth strategies; and provide feedback, support, and training to colleagues as applicable.
• Remain current on industry developments and emerging trends; serve as the revenue team expert in all things related to the Grocery & Convenience channels.
• Learn and comply with all required revenue operations processes and procedures to ensure optimal sales efficiency and appropriate communications across departments (e.g., marketing, product development, manufacturing, customer solutions).

Job Requirements:

• 5+ years of outside B2B sales experience selling packaged and bulk petroleum products with direct experience selling into the Grocery & Convenience space (non-negotiable).
• Current/existing relationships established with C-Store Distributors (e.g., McLane Company, The HT Hackney Company, Core-Mark) and/or independent stores is strongly preferred.
• Proven experience and a high level of confidence with cold calling, negotiating, and closing deals.
• Natural growth mindset and a competitive spirit, motivated by achieving goals and hitting targets.
• Familiar with and/or able to adopt and deploy a solutions-focused selling approach.
• Experience selling to multiple buyers within the same organization and across numerous product categories and multiple channels, including Grocery & Convenience.
• Familiarity with Lucas Oil products.
• Ability to work independently with a high degree of integrity and professionalism.
• Strong listening, presentation, and communication skills.
• Assertive, confident, and driven personality balanced by strong emotional intelligence and a high level of professionalism.
• In-depth understanding of sales performance metrics and proficiency in CRM software (Salesforce preferred) and MS Office (especially Excel).
• Proven ability to meet aggressive growth goals; doesn’t take no for an answer, doesn’t give up easily.
• Perfect alignment with Lucas Oil values: Trust, Service, Teamwork, Courage, and Passion.
• Must be willing to travel.

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