Commercial Sales Representative

at  Parkland Corporation

At Parkland, our purpose is to Power Journeys & Energize Communities. We are a prominent independent supplier and marketer of fuel and petroleum products and a leading convenience store operator. As One Parkland team, we proudly serve diverse retail, commercial and wholesale customers across Canada, the United States, the Caribbean region, and South America. We power a growing family of locally known brands including Ultramar, Bluewave Energy, Pipeline, Chevron, Columbia Fuels, Island Petroleum, and Sparlings Propane.
We recognize that diversity gives us an edge and inclusion propels us forward. We’re also a passionate team of down-to-earth achievers, committed to getting our customers, colleagues and communities further, faster. As such, we welcome talented individuals that have a variety of perspectives, backgrounds, and industry experience who will contribute to the success of our One Parkland team.

POSITION SUMMARY:

The Commercial Sales Representative is responsible for acquiring and maintaining new Commercial accounts for Ultramar. It will retain existing accounts, meet all sales targets, and provide excellent customer service and problem solving to our clients.

QUALIFICATIONS AND SKILLS:

• 5+ years sales experience required
• Formal sales training (on the job or formal courses) is required
• Industry specific sales experience is considered an asset
• Flexible, goal-oriented; strong interpersonal, time management, and organizational skills
• Must be able to work independently
• Frequent road travel is required
• Proficient in Microsoft Office Products

• Conducts cold calls (first contact with potential customer) to gain new business for the company by meeting face-to-face with new customers or making initial phone calls, following up on leads and referrals from current customers, cross selling between current accounts, and providing sufficient information to communicate the advantages UM has to offer
• Retains current UM accounts by meeting with existing customers to ensure they are satisfied with UM service and determining how frequent drop-ins should be for each customer depending on their needs and preference; ensures customer needs are being met in order to keep their business
• Provides ongoing customer service to existing customers by conducting visits, sending emails, and making phone calls when customers have specific requests, concerns, or inquiries and to maintain the business relationship, generate positive word of mouth, and gain referrals
• Tracks volumes, numbers, and margins by reviewing Sales reports and meeting with various parties to have a better understanding of where the market is and where internal sales statistics/ personal sales accomplishments should be
• Maintains and updates the weekly Sales lead/call report submitted to management for tracking weekly calls and progress, ensuring employees are meeting our targets and objectives
• Performs various administrative duties after hours including preparing expense reports and commissions using Excel and attending Sales meetings in order to remain organized and keep managers updated on sales progress
• Networks with other Account/Sales Representatives by sharing ideas and issues via the phone, email, or in person to ensure the skill sets of UM employees are constantly improving and meeting our high standards
• Resolves issues involving poor customer credit by meeting with customers to discuss the problem; suggests alternate payment methods to keep them in accordance with our payment terms, reduce accumulated interest charges, and accommodate both parties; ensures the customer relationship is maintained by providing professional customer service assistance
• Provides solutions to potential or current customers by assessing their needs and frustrations and reviewing all possible solutions to meet their needs; conducts product research and discusses ideas with other Sales personnel to satisfy the customer
• Maintains an up-to-date understanding of the Department of Transportation tank regulations, federal and provincial guidelines for tank and petroleum storage, and the safety manual for tanks, furnaces, and workplace safety
• Organizes work activities by following a set of procedures for gaining new business including hit lists, cold calls, and the sales report; conducts customer visits on a quarterly basis; ensures processes are followed to achieve goals for both existing and new business
• Liaises with the various parties including the Sales Manager to discuss updated sales opportunities, other Account/Sales Representatives to maintain a positive working relationship, share ideas, and ask questions, the Credit department to discuss customer credit terms, the Sales Coordinator to discuss spreadsheet updates and sales information, Dispatchers to ensure fills are being delivered, and the Marketing department to discuss opportunities or ideas to attract and retain customers
• Addresses various concerns from potential customers such as affordability of particular products or plans by coming up with solutions that meet the customer’s needs as well as increase the company’s profits