Territory Sales Manager

Job Summary:

The Territory Sales Manager will be a critical part of the Wholesale, reporting to the Region Manager of Wholesale. The Territory Sales Manager builds and maintains business relationships with Dealer customers. This role will prospect/sign new business, analyze sales, volume, retail standards, and coach customers for maximum business results, while maintaining communication between customers and the company, to ensure company standards and expectations are met.Hybrid – responsible for maintaining, growing profit and volume, high grading and renewing existing book of business to include controlled sites (Dealer Lessee and Commission Agents) and Dealer Owned Service Stations (DOSS) DOSS - responsible for maintaining, growing, and renewing (retention) existing book of business for our Dealer Owned Service Stations (DOSS) DL and CA - responsible for maintaining, growing profit and volume, high grading and renewing existing book of business to include controlled sites (Dealer Lessee and Commission Agents)

At Global Partners, business starts with people. Since 1933, we’ve believed in taking care of our customers, our guests, our communities, and each other—and that belief continues to guide us.  

The Global Spirit is how we work to fuel that long term commitment to success. As a Fortune 500 company with 90+ years of experience, we’re proud to fuel communities—responsibly and sustainably. We show up every day with grit, passion, and purpose—anticipating needs, building lasting relationships, and creating shared value. 

Job Description:

• Develop and nurture strong customer contacts and positive, proactive and profitable business relationships
• Solicit new business for supply contracts with brand or unbranded service station dealers and negotiate long term supply agreements.
• Monitor and coach dealers on pricing and awareness of competition pricing.
• Monitor dealer competitive map and add new competition as needed. Validate all internal reports are accurate pricing and competition
• Validate that all internal reports have accurate pricing and competitive information.
• Handle general customer questions and complaints, explain company policies and initiatives.
• Ensure all customer needs are met in a timely manner in order to maintain positive business relations between customer and company.
• Ongoing analysis of volume, competition, dealer offers and Mystery Shopper scores to maximize profitability for customer and company.
• Maximize profitability of each location by using tools and programs
• Work with dispatch team to handle any delivery issues and emergency loads.
• Counsel customers on the benefits of automatic delivery and ordering per company guidelines
• Communicate with Dispatch to maximize delivery options
• Ensure dealers’ submissions of required documentation, i.e. insurance, etc.
• Manage dealer changes, assignments, sales etc.
• Manage franchise agreements and ensure all proper documents signed and submitted timely. Manage dealer changes, assignments and sales
• Additional responsibilities with conducting site surveys, ensure signage and point of sale materials are updated and maintained. Ensure PCI and EMV compliance at your sites as well
• Work with credit team to set up new accounts and maintain existing accounts
• Works closely with customers on improving Mystery Shop scores, submitting timely Cures and Technology updates.
• Coordinate and implement Brand imaging process, Grand Openings and Customer Appreciation events.
• Analyze daily, weekly and monthly compliance and P&L reports. Implement action plans.
• Daily updates to internal CRM including customer notes, new business updates etc.
• Complete all administration functions between customers and company.
• Problem solve daily issues that arise from customer base. Product outages, delayed deliveries, terminal delays, accounts payable, branding and vendors..
• Able to communicate effectively and independently with all internal and external depts. Credit, Marketing, Legal, Branding, Supply, Trucking, Insurance etc.
• Increase participation of brand programs at site level throughout year.
• Informs Regional Manager with competitive market intel, pricing & market surveys.
• Responsible for retention of existing renewal contracts in a timely fashion.
• Cold call new business prospects in region by in person visits, phone & email.
• Consistently updating new business pipeline in CRM.
• Submit to Region Manager new business offers, cash flows and site surveys.
• Successfully onboard new customers within all internal depts.

Additional Job Description:

• Bachelor’s Degree or equivalent knowledge preferred
• Strong desire to solicit new business relationships with Dealer customers
• Coach your customers to effectively price their product for retail
• Ability to work independently but able to collaborate, initiate and execute sales and supply agreements
• A positive, entrepreneurial mindset, a consistent desire to grow and be a part of a team that is focused on continuous improvement and a drive for results
• Excellent written and verbal communication skills
• Ability to make decisions, firm, outgoing, analytical, ability to anticipate and solve problems, excellent communication skills, positive leadership ability
• Familiar with Microsoft office, Smartsheet and Tableau
• Attend company meetings, regional trade shows, brand meetings and industry events.
• Overnight business travel on occasion.
• Available nights and weekends as needed answering customer inquiries.
• Previous cold calling experience a plus.
• Previous experience in the Energy Logistics or Petroleum Industry a plus.
• Bachelor's Degree

Pay Range:

$78,000.00 - $117,000.00

The pay range for this position is outlined above. The final amount offered at the start of employment is determined based on factors including, but not limited to, experience level, knowledge, skills, abilities and geographic location, and the Company reserves the right to modify base salary at any time, including for reasons related to individual performance, Company or individual department/team performance and market factors.

Our Commitments to You

• Coins! We offer competitive salaries and opportunities for growth. We have an amazing Talent Development Team who create trainings for growth and job development.

• Health & Wellness - Medical, Dental, Visions and Life Insurance. Along with additional wellness support.

• The Road Ahead – We offer 401k and a match component!

• Professional Development - We provide tuition reimbursement; this benefit is offered after 6 months of service.

What to Expect From the Hiring Process (old GPS of the Interview Process) 

We value passion and potential. Please apply if you’re qualified and interested—we’d love to hear from you. 

A member of our Talent Acquisition team will review your application and may connect you with the hiring manager if your experience is a strong match. 

Interviews are conducted virtually and in person, depending on the role. We’ll provide more details about next steps if selected to move forward.  

Global Partners LP is an equal opportunity employer. We foster a company culture where ideas from all people help us grow, move and thrive. We embrace the diversity of all applicants and do not discriminate against race, color, religion, sex, age, national origin, sexual orientation, gender identity, disability, protected veteran status or any other basis prohibited by federal, state or local law. If you have a disability and need an accommodation to apply, please contact our recruiting department at 781-747-9675 or 781-7GP-WORK.

*Disclaimer: At Global Partners, we don't use lie detector tests for any employment decisions. We follow all the rules and regulations, so we need to let you know: In Massachusetts, it's illegal to require or administer a lie detector test as a condition of employment of continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.