National Commercial Sales Manager, DCC Propane

COMPANY: DCC Propane

JOB TITLE: National Commercial Sales Manager

LOCATION: Chicago, IL, USA

COMPANY WEBSITE: http://www.dccpropane.com

COMPANY AND POSITION SUMMARY:

DCC Propane, LLC, a division of DCC plc, has served communities for over 70 years providing propane for residential, agricultural, commercial, and industrial uses, and water conditioning services since 1962. Currently, we have a staff of ~1,000 working across 22 states under a number of strong regional brands. The business has succeeded in maintaining a strong family feel with an unwavering commitment to safety and customer service.

We are looking for a National Commercial Sales Manager (NCSM) responsible for leading and developing a team of sales experts in the industry and developing their skills to deliver long-term growth and profitability through personal sales activity and tactical planning. The NCSM will source and train the sales team to reach organizational financial deliverables. In addition, the position will analyze current sales processes to identify and implement improved methodology and action plans. The position will standardize organizational sales policies and procedures across locations and sectors. The position will manage pipeline growth, forecast accuracy, and management profit margin.

CRITERIA FOR SUCCESS:

• Sales Leadership – Helps shape the company’s long-term B2B sales objectives and determine plans on how to best meet those objectives through the identification and development of new business opportunities. Builds relationships with customers, suppliers, distributors, partners, and vendors.
• Team Management – Build a team of retail commercial sales experts to collectively construct sale platform and processes. Lead and inspire a team of national Commercial Sales Representatives. Closely manage and enable the sales team’s performance related to KPIs including pipeline growth, forecast accuracy, and margin management. Create a culture of accountability in the sales team.
• Process Improvement –. Review and analyze sales and operational records and reports, use data to project sales, determine profitability and targets, and identify potential new markets. Construct a new standardized process to manage prospects, contracts, and price mechanisms. Identifies and analyzes customer preferences to properly direct sales efforts.
• Cross-functional Leadership - Engage and organize cross-functional teams and drive consensus on large, complex strategic questions. Lead the implementation of improved tools and processes in collaboration with other key business stakeholders.
• Research - Perform analysis of geographic opportunities for targeted financial revenue growth. Monitor market conditions and competitor strategic plans for recommendations on organizational vision. Evaluate competitive opportunities and threats. Stay up to date with industry trends and then use that information to drive and influence to generate business development opportunities.
• Analysis - Determine based on geographic modeling site-specific financial growth opportunities for current locations and future untapped growth initiatives. Identify and develop new sectors/markets for acquisition and growth.
• Strategic Planning – Create a sales vision and procedure to drive the development and delivery of the commercial growth strategy initiatives. Collaborate with Executive Team Members in order to unify overall corporate vision, deliverables, and goals.

REQUIRED QUALIFICATIONS:

• 7+ years of proven work experience in sales in a commercial industry
• Experience managing a national sales team
• Extremely proficient in MS Office, specifically Excel, and PowerPoint
• Ability to travel up to 50%
• Exceptional verbal and written communication skills
• Advanced skills in negotiation and customer relationship development
• Strong organizational skills and attention to detail
• Familiarity with digital platforms and social selling skills
• Change management experience
• Excellent data analyst skills to adapt commercial plans to meet sales targets
• Ability to articulate direction and plans across all functional levels
• An entrepreneurial mindset with integrity and ambition
• Bachelor’s/Undergraduate Degree in Business, Marketing, or similar