Territory Sales Manager - Oil & Gas Industry

Territory Sales Manager-Gas Station Experience (Moorestown, NJ- Hybrid)
Salary: $90k base + Bonus ~ $120k Total Comp
Job Summary:
This individual is required to maintain a home office, conduct field work with their assigned dealers a minimum of four (4) days per week, and report to the Moorestown office at least one (1) day per week. The TSM will also need to attend meetings in the New York corporate office as requested. This individual will coordinate all of the sales activities as well as marketing and merchandising of company products and programs within their designated geographic territory.
The TSM will interface with various Company groups and departments including Fuel Products Supply Group, Real Estate and Station Development Group, Maintenance and Environmental Group, Accounting, Finance, and Legal departments in order to achieve their goals. The TSM will consistently provide oversight and counseling to their franchisees in order to ensure compliance with applicable laws and Company contracts. In addition, the TSM will be responsible for organizing their work schedule to execute the following responsibilities in their assigned territory:
Job Responsibilities:
Field Work :

• Visit each assigned account a minimum of two times per month.
• Conduct monthly dealer sales call meetings at each site and prepare a report.
• Complete Dealer Sales call form for every visit.
• Retailing Standards - Verify standards for image, customer service, environmental, and APCs.
• Resolve dealer/station issues received via phone, fax, and e-mail
• Counsel dealers on Convenience Store business improvement, including:
  • Proper product placement and merchandising
  • Store layout
  • Appropriate SRP's
  • Promotional opportunities
  • Product theft deterrent practices
  • Inventory control
  • Proper vendor practices
  • Programs (lottery, coffee, food service, etc.)
  • Customer service
• Counsel dealers on other APC business improvement as applicable
  • Car Wash
  • Service bays

Administration:

• Establish targets and track results for assigned Performance Objectives
• Process all TCVA requests
• Ensure proper TCVA payment to the dealer is made and correct any errors
• Resolve credit and fleet card issues
• Create and maintain station and subject files
• Comply with the Sales Force Effectiveness Guidelines
• Propose action plans to upper management
• Attend and participate in weekly TSM meeting
• Update status reports as needed including
  • Temp Closed Station Report (daily by 4pm)
  • Lease activity logs
  • Station product/power outages and damages
  • Bounced drafts
  • Negative Contributors

Contract Administration:

• Facilitate the execution of dealer contracts and related agreements
• Proofread all agreements for accuracy
• Prepare and submit proposals for contract renewals, new contracts, non-renewals, terminations, COT changes, and any necessary changes to the agreements
• Hand deliver all contract documents (franchise agreement, non-renewals, other pertinent letters from LNA
• Prepare Memo Finalizations and submit for approval along with all supporting documentation
• Collect and monitor dealer insurance certificates
• Send deficiency letters for contract violations
• Request default letters if violations are not corrected
• Manage dealer change process

Credit, Accounts Receivable and Payable:

• Monitor bounced drafts and credit terms
• Counsel dealer on returned EFTs
• Make recommendations on dealer credit status (e.g. modified pre-pay or full pre-pay)
• Review and update stations on hold report
• Review Past Due A/R Balance report daily and collect past due A/R balances
• Negotiate and propose a repayment agreement if necessary

Maintenance and Engineering:

• Determine and recommend required capital expenditures
• Manage and obtain approvals for dealer funded improvements
• Send pictures of maintenance items that need to be repaired
• Report all maintenance items via the on-line reporting system
• Review and update maintenance plans for site improvements
• Coordinate station opening/closing process and report all items in need of repair at the time of the change

Environmental:

• Resolve NOVs
• Execute the Pump-out policy including preparation of the Product Analysis, Product Acceptance and Product Removal Reports
• Prepare investigation reports for any product contamination issues.
• Monitor results of the Environmental Standard Evaluation performed in the field and provide appropriate resolutions to the dealer and feedback to the maintenance department
• Ensure proper compliance documents are distributed to all sites

Real Estate:

• Assist with Real Estate Department projects at fee and leased locations
• Provide Commercial Department recommendations for extending or non-renewing underlying leases
• Complete surveys and provide recommendations for possible acquisitions

Supply and Distribution:

• Counsel dealers on sales and inventory reporting and order entry procedures
• Review and manage the list of non-reporters
• Follow up with deficiency and default process if non-reporting continues
• Manage delivery issues and report product outages
• Investigate delivery shortages and collect required back up documents
• Coordinate product delivery for new stations and sites undergoing compliance testing
• Keep Manager of Logistics and the appropriate carriers apprised of any activity that would affect the delivery or sale of product

Pricing:

• Enter current territory prices for assigned sites and their competitors into the AS-400 system
• Advise Pricing Manager of any changes to the trade area and add or remove sites as appropriate
• Administer pricing programs for retail and wholesale
• Submit required price survey for commission site

Customer and Dealer Complaint Resolution:

• Resolve dealer and customer complaints
• Create and send apology letters/emails to customers if warranted
• Conduct and submit and investigation report for all complaints
• Send deficiency and default letters to dealer if appropriate
• Monitor Google Reviews, investigate complaints with dealers, and propose responses

Qualifications:
Bachelor's degree from four-year college; or three to five years related experience and/or training; or equivalent combination of education and experience.