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Director of Fuel Markets

Houston, TX 77032

Posted: 09/07/2023 Employment Type: Direct Hire Function: Engineering, Executive/Leadership Job Number: 22280 Pay Rate: $150,000-$170,000

Job Description

A leading energy and infrastructure technology company has an exciting opportunity for a Director of Fuel Markets responsible for creating, overseeing, and identifying actions to execute the strategic vision of the fuel market department. The ideal candidate is a sales/growth expert with robust negotiation & leadership skills. Working cross-functionally, the new VP will drive profitable growth and change through a balanced focus on customers, people, processes, and market share while delivering best-in-class service quality, HSE, profitability, and growth.

Salary + Additional Benefits:
  • $150,000-$170,000 + Bonus
  • Medical Insurance
  • Dental Insurance
  • 401K - company match

Location: Houston, TX
Type of Position: Direct Hire

  • P/L Management
    • Work in close collaboration with the VP Global Operations and VP Water Markets, VP Technology and Marketing, and others on the executive leadership team to develop and execute the annual business plan.
    • Establish and monitor price strategies for all levels of customers, particularly every national account, relative to their strategic importance.
    • Publish announcements to the market regarding annual price increases and/or periodic surcharges.
    • Collaborate with internal legal dept and customers to negotiate favorable supply contract terms and conditions, as necessary.
    • Responsible for customer unit allocation process to best balance customer needs with company profitability and market share goals.
    • Participate with the yearly budget planning and monthly forecasts to include 12–36-month demand outlook
    • Manage expense spending for area of accountability and ensure annual budget is adhered to.
    • Oversee responses to periodic customer RFP’s.
    • Monitor outstanding customer disputes and back charges to ensure that they are addressed promptly and with favorable outcomes.
    • Monitor AR accounts that fall past 90 days and work with sales managers and reps to execute strategies to collect.
    • Ensure that all Sales Managers, Reps, and the Sales Support team have timely access to data that they need in order to support their roles.
    • Analyze key data relative to financial and operational objectives, such as inventory levels, sales revenue, margins, customer date accuracy, future forecasting, etc. The expectation will be that the position uses all available data to properly manage assigned objectives and metrics.
    • Work with Supply Chain to monitor, set and adjust freight rates charged to customers and that carrier performance supports customer expectations.
    • Maintain daily communication with customers, sales reps, and sales managers.
  • Sales/Marketing & Fuel Market Strategy
    • Manage the direct report Sales Managers and other Sales Managers indirectly.
    • Establish annual goals and objectives for all dept personnel.
    • Host biweekly dept meetings to ensure that the team is all on the same page with critical steps for the business.
    • Facilitate and lead two annual in-person sales meetings with Sales Managers and/or Sales Support team.
    • Manage the activities and processes of the Sales Support team, to ensure proper staffing, customer satisfaction, and participate monthly in their team meetings.
    • Maintain customer contact and assure awareness of customer proposed activity and needs.
    • Work collaboratively with the water team in selling Hydrochain products to fuel customers.
    • Initiate and maintain direct contact with all potential end-user decision makers and/or influencers.
    • Identify and drive internal and external process enhancements to drive growth based on voice-of-customer and business needs.
    • Work closely with the Marketing team to ensure that brand reputation is maintained, that quality marketing collateral is available and various events are executed professionally. 
    • Work with Sales Managers to establish annual sales plans with strategic targets for growth.
    • Demonstrate a very strong product knowledge and general knowledge of the fuel market and tank competitors’ practices.
    • Attend and host networking and customer events as required and participate in presentations as opportunities may arise.
    • Establish and maintain networking relationships with senior management at other petroleum equipment manufacturers.
    • Monitor market and customer specific trends and stay in touch with customers, to identify new product and services that can be added to our product/services portfolio, or situations that might negatively impact future business.
  • Operations
    • Monitor inventory to ensure proper levels are maintained and address aging inventory with strategies that remove tanks from plants in a reasonable period of time.
    • Establish working relationships with plant managers and support their needs as may arise.
    • Interact with the field service team and sales managers to monitor our responsiveness and help to arrive at satisfactory solutions to field events with tank problems.
    • Monitor the NCR process and data for accuracy and identification of customer problems and responses.
    • Participate in bi-weekly meetings with the VP of Operations and communicate all operational and customer concerns that require VP attention.
    • Work with the VP of Technology & Marketing to identify specific technical and digital enhancements to attract customer loyalty.
    • Constantly monitor the business and department and market for opportunities for improvement.
  • Leadership
    • Employee Development through individual training & development plans, performance assessments and annual talent management/needs Assessments.
    • Assure Positive Employee Attitudes through employee surveys and personal contact.
    • Assess Organizational Competencies in Fuel Markets and Sales Support teams and overall organization.  Bring forth gaps and areas of improvement.
    • Responsible for wage & salary administration.
    • Maintain a culture of safety, operational excellence, teamwork, employee engagement, and dedication to customer service. Manage the QHSE risk and promote respect, understanding, and adherence to all safety regulations.
    • Conform to the company HSE/IIF program and metrics.
    • Act as functional HSE Representative.

  • Bachelor’s Degree; MBA preferred
  • 11+ years of experience
  • Excellent sales skills and tangible previous results in previous, industrial/manufacturing sales roles
  • Demonstrated experience managing relationships with large national account type customers
  • Excellent verbal and written communication skills
  • Solid technical aptitude
  • Exceptional problem solving and time management skills
  • Strong negotiating skills, preferably with some previous course training
  • Expected travel approximately 30-50%
  • Understanding of new business sales, experience with prospecting/qualifying, and commercializing business relationships.
  • Ability to engage resources cross functionally from all aspects of the organization
  • Ability to identify potential bottlenecks within both operations and the sales funnel and to develop and execute action plans to address
  • Ability to quantify growth opportunities and to build the business case for pursuing the identified opportunity.
  • The ability to rank growth opportunities in order of priority and to allocate time and resources accordingly.
  • Strong leadership skills and performance management of sales, operations, field operations, and manufacturing staff
  • Presentation skills: may be expected to present to external clients and internal leadership team, shareholders and board of directors as required

Due to the high volume of applications we typically receive, we regret that we are not able to personally respond to all applications. However, if you are invited to take the next step in the process, you will typically be contacted within one week of submitting your application.

Meet Your Recruiter

Robert Fragoso
Senior Search Director - Murray Technical

Specializing in placing talent in Engineering, IT, Manufacturing, Operations, and Sales roles.
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