Territory Sales Lead – Midwest
BenefitsPulled from the full job description
- 401(k)
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
- Work from home
Full job description
Job Summary
The Territory Sales Lead – Midwest reports to the Vice President – Commercial and is responsible for leading the sales efforts within the Midwest region, focusing on expanding market share, driving revenue growth, and representing the full product portfolio to both new and existing customers within the oil and gas industry. This role involves developing and executing strategic sales plans, building strong relationships with key stakeholders, and leveraging market insights to close high-impact deals. The primary objective of this position is to achieve or exceed sales quotas while fostering long-term customer relationships. The Territory Sales Lead – Midwest will collaborate closely with internal teams, such as logistics, operations, and commercial, to ensure cohesive sales strategies and an outstanding customer experience. Additionally, this role will focus on identifying new opportunities, optimizing account management, and contributing to the organization’s overall strategic goals in the Midwest market.
These activities are expected to be conducted safely, cost-effectively, and reliably and must be delivered in a manner that consistently adds value to PPEML's overall business process. The position is required to provide related support to the group of companies, its subsidiaries and new business ventures as required. This includes supporting the Commercial group of Phoenix Park Gas Processors Limited in its commodity trading activities.
Dimensions
The Territory Sales Lead – Midwest will drive revenue growth and market expansion in the Midwest region. The role is critical in achieving annual sales targets by overseeing the full product portfolio and identifying new business opportunities across both new and existing accounts within the Midwest. This incumbent will collaborate with internal teams, such as Commercial, Operations, and Logistics, to ensure cohesive strategies and excellent customer service. Additionally, they will manage a sales budget, provide regular performance updates to senior management, and play a key role in the company’s market share growth in the region. The Territory Sales Lead’ s success is measurable through key performance indicators such as sales margin, customer diversification and other commercial metrics with targets set by Management.
Nature & Scope
The Territory Sales Lead – Midwest operates in a collaborative, fast-paced internal environment, working closely with Commercial, Operations, and Logistics teams to execute sales strategies. This is a non-supervisory role that involves high-level coordination and influence to align efforts across departments and meet goals. The role is complex, requiring deep industry knowledge, strategic decision-making, and the ability to manage multiple customer needs. The Territory Sales Lead – Midwest has significant autonomy in managing their territory, making independent decisions on customer engagement and sales negotiations as authorized. Exceptional interpersonal skills are critical, including negotiation, communication, and relationship-building, both internally and externally.
Individual’s Safety Responsibility
It is the responsibility of each employee to protect oneself as well as fellow workers from injury. Work shall be conducted according to established safe practices and procedures. Please refer to PPEM, LLC Safety Manual.
Duties & Responsibilities
1. Develop and execute comprehensive sales strategies to exceed targets in the Midwest region by leveraging market insights and customer knowledge and lead marketing efforts for the territory.
2. Is responsible for all transactional accounts in the assigned geography, representing the entire product portfolio across all end markets.
3. Continuously drive market share expansion by identifying, qualifying, and closing new prospect opportunities from a combination of self-generated leads and marketing-provided leads as authorised.
4. Build and maintain a strong network within the sales territory by representing PPEML at industry events to identify opportunities and promote the brand, nurturing connections to ensure effective communication and foster long-term partnerships.
5. Lead the development of a relationship management plan for key accounts.
6. Use sales tools and virtual capabilities to prospect, nurture, and close sales opportunities, ensuring ongoing territory planning and consistent maintenance of the marketing database.
7. Collaborate and coordinate with the commercial team on transactional accounts to provide an impactful and seamless customer experience, addressing customer needs and concerns swiftly and professionally.
8. Achieve sales quotas and objectives for the assigned Midwest geography by leveraging internal stakeholders and resources as needed to secure new business from both new and existing customers.
9. Track sales performance metrics and hold team members accountable for delivering on their targets, taking corrective actions when necessary to meet business goals.
10. Provide regular reports, forecasts, and key metrics to the Vice President, Commercial, outlining business activity, progress toward objectives, and any challenges faced in the territory.
11. Stay informed on competitor activity, market trends, and customer needs through regular research, sharing insights with marketing and product teams; provide key inputs on market opportunities, sales forecasts, and resource needs during the annual business planning process.
12. Deliver and manage the budget for the Midwest sales area, conducting complex financial analyses on progress and performance to ensure fiscal responsibility.
13. Establish and maintain strong working relationships with internal departments, including the Hull and Rush City Terminal field personnel to ensure that customer expectations are consistently met and exceeded.
14. Support Trading Management in identifying and responding to market changes, customer demands, and competitive pressures within the Midwest region.
15. Ensure all sales activities adhere to company policies, industry regulations, and ethical standards, staying informed on any relevant changes in legislation or market conditions impacting the oil and gas industry.
16. Collaborate effectively with multi-national and cross-functional teams.
Job Specifications
A Bachelor’s Degree in Business Management, Marketing, Natural Sciences, Engineering or related field.
AND
Seven (7) years of experience in a marketing/commercial function, with at least three (3) years in the following areas:
- Liquid fuel marketing
- Logistics including Rail, Transport Trucks, Pipeline movements
- NGL industry
OR
A combination of Education, Technical Training, and ten (10) years of experience in sales or in a Marketing/Commercial function.
Experience with originating and growing a NGL sales portfolio will be an asset.
Specific Skills and Knowledge
- A strong understanding of the oil and gas industry, including knowledge of products, services, and market trends.
- Strategic thinking and planning.
- Familiarity with CRM software and sales analytics tools.
- Excellent communication, negotiation, and interpersonal skills.
- Strong ability to build and maintain relationships with clients and stakeholders.
- Strong analytical and problem-solving skills are also important.
Disclaimer
“The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of personnel so classified”
Job Type: Full-time
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
- Work from home
Compensation Package:
- Commission pay
Schedule:
- Monday to Friday
Work Location: Remote