Penn Foster
Strategic Account Executive III - Remote
Penn Foster, Oklahoma City, Oklahoma, United States,
Please note that, in order to work remote, you must have prior petroleum sales experience. Otherwise, the position would be located out of our Gainesville, GA office and a hybrid schedule would be available once training is completed.The Strategic Account Executive III (SAE)
The Strategic Account Executive III (SAE) 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, solution selling, customer retention, profitability, and growth. The Sr 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 10-25 of the company’s top 150 accounts.Responsibilities
Relationship Management
Prepare business rules for new customersParticipate (by phone or in person) in new customer implementation meetings with customersLead new customer implementation meetings with internal MOC departmentsCoordinate with Operations to ensure seamless interaction with the customer during onboardingCoordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectationsDevelop and implement a regular contact strategy to connect with existing customersAs required, lead bi-monthly meetings with existing clients to review open projects and current activities within the accountConduct in-person meetings with the client on a quarterly basis to review open project items, identify opportunities to enhance value, and strengthen the relationshipEstablish productive, professional relationships with key personnel in assigned customer accountsProactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestonesProactively assess, clarify, and validate customer needs on an ongoing basisAccount Retention
Coordinate customer interaction with other departments in MOC to ensure that the customer is delighted with Mansfield Oil and has a positive customer experienceContinually strengthen customer relationships with attentiveness to their needs, alignment with their priorities, and the presentation of value-added products and servicesEnhance customers’ utilization experience of Mansfield Energy’s technology offeringsEscalate complex issues appropriately to maintain superior customer satisfactionProactively prepare strategies to prevent recurring issues from impacting customer retentionAccount Profitability
Meet assigned budget for profitable sales volume and strategic objectives in assigned accountsAnalyze profit and loss by product line by customer and customer locations to identify areas for greater product penetration and greater profitabilityDecide upon and implement strategies to improve customer profitabilityCoordinate with Operations to ensure profitability improvement measures are implementedOversee customer contract compliance including terms and conditions, freight rate updates, fixed price allocations, etc. on a monthly basisAccount Growth
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 customersLeverage the product line manager within MOC to coordinate a streamlined message to every existing client with regard to product portfolio and service offeringsIdentify growth opportunities with existing clients to market and sell the full menu of MOC products and servicesEducate and sell customers on MOC’s full portfolio of solutionsLead change initiatives, provide experienced input, and participate in scoping of new technical offerings to support complex customer needsLead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnelUnderstand existing customers total volume spend by product line and develop strategies to grow share of walletSales Administration
Enter information, track, forecast and update account within MOC’s Customer Relationship Management (CRM) SystemPrepare bids and/or proposals for renewal business or for new business opportunitiesPartner with Business Development Managers to build book of businessSubmit price request forms, POT forms, etc. to facilitate the pricing and addition of new customer sites, products, or servicesCollaborate across departments to ensure the effective service delivery of sales commitmentsCoordinate with Operations to ensure customer pricing and data is accurate within MOC’s systemsMaintain strong working relationship with Account ManagersMonitor sales reports for trends requiring investigation and possible interventionEffectively present information and respond to questions from groups of sales reps, managers, customers, and account managersDevelop and track key performance indicators and compile and analyze data in order to determine growth opportunitiesRespond to the needs of internal and external customers with sense of urgency and commitment to follow upCoordinate between customers, customer service center, and operations to improve customer/company relationsOversee integration of all new businessProvide expert advice on process improvement and creative alternatives for new business integrationAnalysis & Reporting
Works with other departments in the company to identify, locate and extract the data necessary to perform different types of analysis as requiredAnalyzes data for trends, improved understanding of MOC’s value propositions to customer, and provide an interpretation of the dataFormats, distills and synthesizes data to lead to actionable insightsFrequently reviews internal and external reports pertaining to assigned accountsAssists in building reports and tools designed to help prosecute the business in a more efficient and precise fashionPosition Requirements
Formal Education & Certification
Bachelor’s degree or equivalent experience requiredMBA strongly preferred or a combination of equivalent education and experienceKnowledge & Experience
Minimum of 5 years of proven project management, business development and leadership in consulting or client-service environment with a track record of success5+ years business to business sales experience required, preferably in a customer account retention or business development type role10 years in petroleum sales preferredStrong in Microsoft Office Suite of Products including Word, PowerPoint, Excel, etc.Expertise using CRM Systems preferredExpertise in the following Mansfield product lines: FTL, LTL, DEF, Fixed Price, Additive, Fleet Card, FS&S, Natural Gas, Consignment, On-site Resource and ConsultingQualifications & Characteristics
Authoritative business and financial acumen to translate customer requirements into meaningful business recommendationsStrong ability to lead or enlist the support of others in the absence of formal authorityStrategic thinking around operations and positioning to execute and align others to plansInterpersonal, presentation and written/verbal skills that can influence at senior levels within accountsAbility to manage multiple large accounts and communicate with executive level clientsAbility to independently develop and lead C-level presentationsAbility to effectively manage multiple projects for multiple clients simultaneouslyExcellent analytical skills and the ability to take complex information and distill it into concepts that can be understood by employees and customer stakeholders at all levelsExceptional reasoning and problem solving and ability to think ahead and plan over a 1-to-3-year time spanHighly efficient and detail-oriented with the ability to manage a significant volume of diverse tasks, activities, and projectsWorking knowledge of accounting or ERP systems, principles, and practicesAbility to provide analysis of complex client business flows to present effective resolutionsStrong analytical, critical thinking, and problem-solving skillsAbility to multi-taskAbility to work in a team environmentHigh personal accountability and integrity for self and othersFosters continuous improvementWork Environment
This is a full-time position. Work hours will vary depending on project deadlines, and the needs of the company. Typical workweeks may exceed the standard 40 hours. Occasional evening and weekend work may be required as job duties demandAbility to travel up to 30% of the timeSitting for extended periods of timeDexterity of hands and fingers to operate a computer keyboard, mouse and other computer componentsAll qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
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The Strategic Account Executive III (SAE) 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, solution selling, customer retention, profitability, and growth. The Sr 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 10-25 of the company’s top 150 accounts.Responsibilities
Relationship Management
Prepare business rules for new customersParticipate (by phone or in person) in new customer implementation meetings with customersLead new customer implementation meetings with internal MOC departmentsCoordinate with Operations to ensure seamless interaction with the customer during onboardingCoordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectationsDevelop and implement a regular contact strategy to connect with existing customersAs required, lead bi-monthly meetings with existing clients to review open projects and current activities within the accountConduct in-person meetings with the client on a quarterly basis to review open project items, identify opportunities to enhance value, and strengthen the relationshipEstablish productive, professional relationships with key personnel in assigned customer accountsProactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestonesProactively assess, clarify, and validate customer needs on an ongoing basisAccount Retention
Coordinate customer interaction with other departments in MOC to ensure that the customer is delighted with Mansfield Oil and has a positive customer experienceContinually strengthen customer relationships with attentiveness to their needs, alignment with their priorities, and the presentation of value-added products and servicesEnhance customers’ utilization experience of Mansfield Energy’s technology offeringsEscalate complex issues appropriately to maintain superior customer satisfactionProactively prepare strategies to prevent recurring issues from impacting customer retentionAccount Profitability
Meet assigned budget for profitable sales volume and strategic objectives in assigned accountsAnalyze profit and loss by product line by customer and customer locations to identify areas for greater product penetration and greater profitabilityDecide upon and implement strategies to improve customer profitabilityCoordinate with Operations to ensure profitability improvement measures are implementedOversee customer contract compliance including terms and conditions, freight rate updates, fixed price allocations, etc. on a monthly basisAccount Growth
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 customersLeverage the product line manager within MOC to coordinate a streamlined message to every existing client with regard to product portfolio and service offeringsIdentify growth opportunities with existing clients to market and sell the full menu of MOC products and servicesEducate and sell customers on MOC’s full portfolio of solutionsLead change initiatives, provide experienced input, and participate in scoping of new technical offerings to support complex customer needsLead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnelUnderstand existing customers total volume spend by product line and develop strategies to grow share of walletSales Administration
Enter information, track, forecast and update account within MOC’s Customer Relationship Management (CRM) SystemPrepare bids and/or proposals for renewal business or for new business opportunitiesPartner with Business Development Managers to build book of businessSubmit price request forms, POT forms, etc. to facilitate the pricing and addition of new customer sites, products, or servicesCollaborate across departments to ensure the effective service delivery of sales commitmentsCoordinate with Operations to ensure customer pricing and data is accurate within MOC’s systemsMaintain strong working relationship with Account ManagersMonitor sales reports for trends requiring investigation and possible interventionEffectively present information and respond to questions from groups of sales reps, managers, customers, and account managersDevelop and track key performance indicators and compile and analyze data in order to determine growth opportunitiesRespond to the needs of internal and external customers with sense of urgency and commitment to follow upCoordinate between customers, customer service center, and operations to improve customer/company relationsOversee integration of all new businessProvide expert advice on process improvement and creative alternatives for new business integrationAnalysis & Reporting
Works with other departments in the company to identify, locate and extract the data necessary to perform different types of analysis as requiredAnalyzes data for trends, improved understanding of MOC’s value propositions to customer, and provide an interpretation of the dataFormats, distills and synthesizes data to lead to actionable insightsFrequently reviews internal and external reports pertaining to assigned accountsAssists in building reports and tools designed to help prosecute the business in a more efficient and precise fashionPosition Requirements
Formal Education & Certification
Bachelor’s degree or equivalent experience requiredMBA strongly preferred or a combination of equivalent education and experienceKnowledge & Experience
Minimum of 5 years of proven project management, business development and leadership in consulting or client-service environment with a track record of success5+ years business to business sales experience required, preferably in a customer account retention or business development type role10 years in petroleum sales preferredStrong in Microsoft Office Suite of Products including Word, PowerPoint, Excel, etc.Expertise using CRM Systems preferredExpertise in the following Mansfield product lines: FTL, LTL, DEF, Fixed Price, Additive, Fleet Card, FS&S, Natural Gas, Consignment, On-site Resource and ConsultingQualifications & Characteristics
Authoritative business and financial acumen to translate customer requirements into meaningful business recommendationsStrong ability to lead or enlist the support of others in the absence of formal authorityStrategic thinking around operations and positioning to execute and align others to plansInterpersonal, presentation and written/verbal skills that can influence at senior levels within accountsAbility to manage multiple large accounts and communicate with executive level clientsAbility to independently develop and lead C-level presentationsAbility to effectively manage multiple projects for multiple clients simultaneouslyExcellent analytical skills and the ability to take complex information and distill it into concepts that can be understood by employees and customer stakeholders at all levelsExceptional reasoning and problem solving and ability to think ahead and plan over a 1-to-3-year time spanHighly efficient and detail-oriented with the ability to manage a significant volume of diverse tasks, activities, and projectsWorking knowledge of accounting or ERP systems, principles, and practicesAbility to provide analysis of complex client business flows to present effective resolutionsStrong analytical, critical thinking, and problem-solving skillsAbility to multi-taskAbility to work in a team environmentHigh personal accountability and integrity for self and othersFosters continuous improvementWork Environment
This is a full-time position. Work hours will vary depending on project deadlines, and the needs of the company. Typical workweeks may exceed the standard 40 hours. Occasional evening and weekend work may be required as job duties demandAbility to travel up to 30% of the timeSitting for extended periods of timeDexterity of hands and fingers to operate a computer keyboard, mouse and other computer componentsAll qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
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