Territory Sales Manager

The Retail Territory Manager is responsible for driving Sales and promoting the company’s fuel products to dealers and distributors within a designated territory or region. The role involves successfully acquiring new profitable business to increase Wilcox + Flegel’s market position and achieve financial growth, building and maintaining strong business relationships with dealers, ensuring their fuel needs are met, achieving sales targets to contribute to the company’s growth and profitability in managing a network of customer owned and operated, branded and unbranded retail fueling stations.  The various responsibilities include, business development, significant contract renewals and contract management, customer support, brand compliance and project management. Responsible to consistently role model our Core Values.

Customer Support

o   Acts as the first point of contact between customer and Wilcox & Flegel.

o   Has close, personal relationship with the customer and/or key personnel of the customer station(s).

o   Provides day-to-day, industry relevant information and communications intended to support the customer in their efforts to maximize volumes and profitability.

o   Counsels the customer with regard to marketing, promotions, financial management, and environmental compliance.

o   Tracks customer performance using different metrics such as volume analysis, credit card usage analysis, image evaluation scores and counsels customer to assist in maximizing volume and profitability for Wilcox & Flegel.

o   Stays informed and provides customer with information regarding EPOS and technology compliance.

o   Needs to track contract status of each of RTMs customers and begin the contract renewal process and negotiation with customer approximately 18 months prior to current contract expiration.  Will leverage relationships with major oil companies to maximize contract renewal incentives that benefits both the customer and Wilcox & Flegel.

o   Leverages relationships with the major oil company to the benefit of Wilcox & Flegel and its customers.

o   Sets and monitors sales targets for regional account managers.

o   Networks with key customers to identify and address specific needs.

o   Develops and maintains relationships with customers to ensure long-term success.

o   Acts as the liaison between customers and internal teams ensuring clients’ requirements are met.

o   Identifies and attracts prospective strategic customers.

o   Negotiates contracts.

o   Collects and analyzes sales data and trends.

o   Maintains high customer satisfaction ratings, according to company standards.

o   Liaise with Sales and Marketing departments to set and implement strategies for new products.

o   Stays up-to-date with internal and external developments and suggests new ways to increase sales.

o   Availability to travel as needed.

Brand Stewardship & Compliance

o   Ensures brand consistency.

o   Instills behavior with the customer that allows the customer to be successful with various major oil mystery shop and image evaluation programs.  Is well versed in all programs of all brands that Wilcox & Flegel provides:

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  ChevronTexaco – Retail Excellence includes mystery shop evaluations (quarterly) and Image Evaluations (bi-annually). 

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  Shell – Mystery Motorist Program includes 3 mystery shops/image evaluations per year.

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  Phillips 66 (76 brand) – Retail Excellence includes quarterly image evaluations.

o   The RTM should be an expert at knowing the details of each brand’s image.

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  Chevron – Hallmark 2020

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  Texaco – Hallmark 2020

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  Shell – RVIe

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  76 – Crest, Wave

Project Management

o   The RTM arranges for image enhancements and maintenance for each station such as painting, signage maintenance, decal and graphics ordering and installation, etc.

o   The RTM assists the customer in arranging for maintenance and/or replacement of fueling systems.

o   The RTM manages branding, re-branding, or de-branding projects for current or new locations and is well versed in the different components and branding requirements of each major oil brand.