At World Fuel Services, our employees are the key to our global success.We are industry leaders due to the innumerable talents of our approximately 5000- strong professional team. Our people thrive in an entrepreneurial and culturally-diverse environment, where innovative thinking, collaboration and efficient execution are highly valued.
Our high-performance culture is what allows us to drive sustained growth. Stronger together, we promote an environment where individuals can thrive.
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World Fuel Services is an equal opportunity employer committed to a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other characteristic protected by law.
I. GENERAL INFORMATION
JOB TITLE: Sr. Director, Retail Sales
POSITION SUMMARY This position is primarily responsible for developing long term contracted sales relationships with the top tier key Retail accounts.
This position organizes, manages and implements selling strategies for fuel sales and Sales Executives within while developing and managing new and select existing customers while maintaining internal rate of returns on all offered products and programs.
III.KEY RESPONSIBILITIES Briefly list 5 7 primary responsibilities of the position.
Market Knowledge Requires a clear understanding the needs of customers needs in various targeted Retail channels as well as overall Retailcustomer dynamics in the US. Stay abreast the continuously changing customer needs with respect to fuel procurement. Monitor the competitive landscape to ensure WFS is responding to threats on a timely basis; by ensuring sound pricing policies and adequate supply based on customer demand.
Expand Sales Channel
Negotiate/Sell/Account Maintenance Work with Regional Retail Sales Managers and Executives to develop their ability to produce sales proposals that maximize sales volume, profitability and offer and implement detailed WFS solutions keeps customer interest and attention on WFS's offerings. Cultivate and maintain strong working relationship with WFS's Business Aviation customers.
Identify, coordinate and manage potential cross-selling opportunities with all WFS's product lines and sales departments.
III.KEY RESPONSIBILITIES (Continued)
Understand and implement corporate strategy and concepts to strengthen and influence pertinent sales decisions.
IV. INFORMATION PROCESSING Provide one or more examples of what this position is required to do with regard to receiving, analyzing and taking action on information/data received.
From what sources does this position receive information or material with which to perform its responsibilities? Is the information in a standardized format? From one or multiple sources? Does this position report issues, recommend action, or initiate action?
This position requires the ability to define problems, collect data, establish facts, and draw valid conclusions. It requires the ability to interpret complex customer requirements and attitudes from verbal, non-verbal, and written communication.
It exercises resourcefulness and ingenuity to interpret policy in situations where considerable variation or interpretation is possible. It requires the ability to read, analyze, and interpret complex documents and the ability to respond effectively to sensitive inquiries and complaints.
V. LATITUDE Within the responsibilities of the position, give some examples of what latitude the position has to make a decision and take action?
Is the position guided by specific rules, by company procedures, by policies, or other boundaries? What latitude does the position have to interpret or establish a precedent or policy?
This position requires the ability to make sound business decisions in a highly competitive, fast moving environment. This position must make decisions related to managing pricing for existing and prospective customers to achieve maximize sales volume and profitability while keeping the customer's interest and attention on WFS's offerings. The position is guided by specific corporate rules relating to revenue, expenses and returns.
VI. TYPE AND NATURE OF CONTACTS As a normal part of the job, what are the typical internal and external contacts for this position (excluding subordinates or manager). How frequently do these contacts typically occur (daily, weekly, occasionally)? What is the most typical purpose of these contacts?
Proposals, Negotiations, Problem Solving, Promoting new Opportunities
Reporting, Pricing Issues, Problem Solving, Developing Opportunities
Manage Internal Staff
Vendors or Suppliers
Negotiations, Problem Solving, Developing Opportunities
Customer Service (Sales Support)
New Proposals, Customer Complaints or Concerns
Reporting, Problem Solving
VII. INDIVIDUAL IMPACT To what extent do the actions of this position have an effect on the organization, either positive or negative?
How much of the organization is affected or how big in magnitude is the impact of decisions made by this position? In the event of a typical error, what is the potential impact, and how would that error be discovered?
This position can have a significant impact both positive and negative to the organization. This position directly interfaces with existing and potential customers.
If there is a positive impact, the organization could experience a growth in revenue or profit. If there is a negative impact, the organization could experience a loss in revenue or profit. In the event of a typical error, the impact could mean the loss of an existing account or the loss of a new customer.
VIII. SUPERVISORY / LEADERSHIP RESPONSIBILITY To what extent does this position exercise influence over the actions of others?
Does the position directly supervise other employees? How many and what types of employees? Does the position provide leadership or project management to other teams, etc.?
This position is responsible for hiring, mentoring, coaching, managing and motivating a team of regional territory sales executives. This position provides leadership with a focus on results, ability to drive change, promote teamwork, build trust and respect, communicate and share information and understand market and customer perspectives.
IX. EDUCATION What level of formal education is typically required for successful performance of this job?
Check the box that you feel is most appropriate. This is what is required for the job, not necessarily the qualifications of the incumbent.
High School graduation or equivalent (GED or other certificate)
Associate's Degree, Technical School diploma, or other two-year program. What specific area?
Bachelor's Degree (BS, BA, etc.) What specific area?
College graduate in relevant discipline (i.e. Commerce/Business or Marketing)
Master's Degree or equivalent (MS, MBA, JD, etc.) What specific area?
Post-Graduate qualifications such as MBA or Masters in a relevant discipline (i.e. Business, Marketing etc.) is preferred
X. SPECIAL TRAINING, LICENSURE, OR CREDENTIAL OR SPECIALIZEDEXPERTISE Does this position require any specialized technical, proprietary, or industry-specific skills that can be obtained through completion of a very specific technical curriculum, achievement of a specific certification or licensure, or exclusive experience within the industry.
This expertise may or may not necessarily require a high level of traditional formal education. Examples of this expertise might include IT certification, CPA licensure, specialized knowledge of international regulations, knowledge of aviation or maritime environments, etc. Please provide examples of the type and/or complexity of the specialized expertise required.
Proficient in forecasting tools and CRM methodologies.
Superior negotiation and persuasive skills.
In what activities or situations does this position apply or use this specialized expertise?
XI. EXPERIENCE Requires over 15 years' experience in US Retail sales or management.
This position requires at least 15-20 years of consistent sales achievement over target and people leadership in the Retail Sales/Business Development function in the US Land Retail business. Detailed knowledge of price risk management and index related pricing as well as third party carrier and terminal landscape.
Proven capability to engage and lead sales/marketing teams in large complex environments at executive levels. Must possess a high personal profile and a strong professional reputation and network among US Retail customers and their representatives. This position requires the ability to communicate effectively with a broad range of people including employees, customers and partners. This position also requires the ability to generate effective oral and written presentations and proposals on complex Retail subjects.
XII. TRAVEL REQUIREMENT Check the box below to indicate the level that best fits the extent, inconvenience, and/or hazards of travel normally required in the job, considering frequency, length of travel, scope, etc. Provide additional information as necessary in the space indicated:
None or Some Infrequent travel of short to moderate duration; typically does not include remote or hazardous locations; typically travel is to planned events or meetings.
Moderate Occasional travel which may be planned or on short notice. A requirement of the job, but not a significant job component. Includes international travel as necessary.
Significant Frequent travel on short notice; travel is an integral part of successful job performance; may be required to travel to remote or hazardous locations.
Comments: Must possess a valid Driver's License, reliable transportation and current automobile insurance.
XIII. WORK SCHEDULE Some positions have a requirement to be available during unusual hours outside the normal workday or workweek or to work long hours on a regular basis.
Check the box below to indicate the description that best fits the time/schedule requirement for this position under normal circumstances. Provide additional comments as necessary in the space indicated:
Moderate Position regularly works additional hours during the week or on weekends and evenings; responsibilities of position may require telephone contact at unusual hours. Requirement is to the extent that there is some intrusion into personal or family life.
Significant Position by its nature is required to be available on a constant basis with frequent global contacts at unusual hours on a 7-day basis. Work schedule is an integral part of successful job performance.
XIV. PHYSICAL REQUIREMENTS Some positions have a specific physical requirements as part of the normal work function.
Check the box below to indicate the description that best fits the physical requirements for this position under normal circumstances. Provide additional comments as necessary in the space indicated:
Sedentary Work involves lifting no more than 10 pounds at a time and occasionally lifting or carrying articles like files; walking and standing are required occasionally.
Light Work involves lifting no more than 20 pounds at a time with frequent lifting or carrying of objects weighing up to 10 pounds; requires a good deal of walking or standing.
Medium Work involves lifting no more than 50 pounds at a time with frequent lifting or carrying of objects weighing up to 50 pounds.
Heavy Work involves lifting no more than 100 pounds at a time with frequent lifting or carrying of objects weighing up to 50 pounds.
Comments: This position needs to be able to carry luggage to and from airports and hotels.
World Fuel Services Corporation