JOB PURPOSE
The New Business Regional Sales Manager is responsible for growing MFG’s share of the retail dealer market under its Murco brand within an agreed geographical region (which is subject to change). This is the primary objective of the role.
The New Business Regional Sales Manager is also responsible for the account management of a selected number of existing Murco branded dealer customers within the same geographical region.
The New Business Regional Sales Manager is therefore required to successfully negotiate Murco fuel supply agreements with both new business customers and existing customers.
The New Business Regional Sales Manager reports to the Director – Dealer Operations. In addition to at all times dealing professionally with prospective new dealer customers and allocated existing dealer customers, the New Business Regional Sales Manager is also required to effectively communicate with colleagues in the Dealer Sales Team, MFG’s Murco Fuel Team, finance department, third party suppliers and contractors and all other MFG head office departments and personnel.
As MFG’s Murco dealer business develops, the role of the New Business Regional Sales Manager will likewise develop. The New Business Regional Sales Manager may become responsible for suggesting improvements to and developing current operational practices and systems. Fresh initiatives in respect of new business will also be key to the continued success of the business and any such suggestions will be considered on their merits by the Managing Director – Dealer Operations.
MAIN ACCOUNTABILITIES
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Canvass dealer stations supplied by alternative suppliers
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Gain new dealer customers for MFG operating under the Murco brand within agreed profit and loss and credit guidelines as issued by the Managing Director – Dealer Operations from time to time
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Re-sign existing dealer customers prior to the expiry of their Murco Fuel Supply Agreements again within agreed profit and loss and credit guidelines as issued by the Managing Director – Dealer Operations
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Effectively account manage a portfolio of circa 30 existing dealer customers across an agreed geographical region (note that the number of customers and geographical region are both subject to change).
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Handle day-to-day issues arising across the region including but not limited to pricing, delivery issues, credit matters, administrative issues and various other ad-hoc issues relating to operational and/or contractual matters
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Offer advice and assistance to dealers in the running of their forecourt businesses
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Keep accurate records of all canvassing activities and records pertaining to existing dealers
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Effectively liaise with third party fuel suppliers and hauliers to the network as required
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Effectively liaise with various MFG personnel especially the Managing Director – Dealer Operations and colleagues in the Dealer Sales Team
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Effectively liaise with forecourt related third party contractors and suppliers
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Carry out ad-hoc related work as instructed by the Managing Director – Dealer Operations
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Suggest improvements / changes to MFG’s dealer offer, processes and procedures to assist in attracting additional dealer business to the Murco brand and growing sales volumes across the business.
WORK CONTEXT
This post is field based. Hours outside of normal office hours will routinely be required to be worked to ensure that needs of the business are met. Duties can often require nights away from home. Overnight attendance of regular sales meetings also required.
Required mileage likely to exceed 35,000 miles per annum.
LEVEL OF AUTONOMY AND DECISION-MAKING
The post holder is required to make decisions on their areas of responsibility detailed in above. The post holder has a zero limit for revenue expenditure and capital expenditure.
Main internal contacts of the post are:
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Director – Dealer Operations
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Dealer Network Manager
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Dealer Regional Sales Managers
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Head Office personnel (especially the fuel team and finance department)
Main external contacts of the post are:
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Dealer prospects
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Dealer customers
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MFG’s road hauliers
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IT and communication providers
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Forecourt contractors and suppliers
COMMUNICATIONS
COMPLEXITY
The main sources of complexity are:
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Constructing and presenting offers for fuel supply to dealers in a way that is likely to be successful
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Calculating offers for fuel supply that meet or exceed the required qualifying criterion of the Company
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Being able to effectively negotiate and communicate with both prospective new dealers and existing customers to the advancement of MFG’s Murco dealer business
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Understanding the content and presentation of competitors’ fuel supply offers and being able to explain the same to prospective and existing dealer customers
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Being able to effectively communicate with all suppliers and contractors to the business together with MFG personnel at various levels of seniority
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Understanding and being able to effectively articulate industry subjects and terms
KNOWLEDGE & SKILLS REQUIRED
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A proven track record in the retail fuels dealer market sector and a thorough understanding of the UK’s retail fuel industry
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Excellent communication skills; especially verbal but also electronic/written
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Ability to think and plan ahead combined with rational decision making
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High levels of self-motivation, durability and persistence
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Ability and acceptance to work hours as required by the needs of the business
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Excellent numeracy skills and a good working knowledge of Microsoft platforms
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A comprehensive knowledge of the workings of a petrol filling station
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An adequate knowledge of the physical properties of all retail motor fuel types
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Ability to develop positive working relationships with colleagues and external contacts
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Team player
