Business Development Manager (Otr)

Job Details

Description

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 Fas Gas Plus, Pioneer, RaceTrac, Superpumper, Ultramar, Chevron, Esso, and ON the RUN. 

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 Title: Business Development Manager (OTR)

Team and Location: Retail Operations  - GHTA Remote

Position Summary:

The OTR Business Development Manager (OBDM), actively builds a data base of prospects and secures new sites within a defined territory. Delivers further development of new business to meet or exceed forecasted new OTR locations and contributions while working with the Dealer TM’s. The OBDM owns and builds the OTR portion of the master pipeline document, with contributions from the Dealer TM’s, to create a targeted list of OTR opportunities for the immediate and long term future growth of OTR.  This role isinstrumental role to Parkland’s enterprise non-fuel growth strategy which includes the expansion of OTR sites to over 1000 by the end of 2024.

This role requires a person who can perform under pressure. It is largely based “in the field” with significant travel and customer interfaces on a regular basis. Primary function is to achieve territory activation & selling of the OTR program. The successful candidate will, via on-site appointments phone and email, develop new partnerships within the Convenience Dealer network and strengthen relationships with the current Dealer base. This role leads the needs internally and externally and collaborates very closely with all the other marketing, merchandising and OTR leads.

The OBDM is a strong leader that drives legal accountability and has a high financial acumen. This heavy sales roll is in a very competitive environment and the growth of the dealer business is dependent on the success of bringing new high volume sites to the organization.

Key Responsibilities:

• Convert prospects to new Parkland OTR dealer sites through competitive gains, NTI’s and current dealers
• Lead and professionally manage the sales process to secure LOI’s for dealer team
• Strategically builds the pipeline of opportunity with TM’s utilizing the master pipeline
• Make recommendations with team to develop the most complete portfolio throughout dealer network while developing best practices with the team that will support and enhance our offer to the dealer network
• Nurtures and delivers new leads and executes against enterprise sales quota’s and KPI’s
• Develop the highest level of service by leading the need and driving high OTR results
• Internally delivers strategic recommendations for all site needs for OTR while delivering the EBITDA potential at every potential dealer site
• Make recommendations and actively promote the advantages of OTR through our Dealer Value Proposition
• Strategically review markets and Network plan to target NTI’s in key markets
• Closing deals with ‘A’ sites to organization with high volumes and EBITDA
• Analyze markets and deliver recommendations, provide required reports while using the best time management skills to make the most of your prepared schedule
• Own the responsibility of legal duties to mitigate risk and liability within the dealer network and PKI
• Conduct yourself with the highest level of Safety which adheres within PKI Safety policy and procedures while taking responsibility of onsite dealer safety
• Own your objective and communicate proactively with all levels of the organization

Qualifications and Skills:

• Post-secondary education in Management, Marketing or Finance
• Minimum 10 years with a multi-unit gasoline/retail or convenience store management background
• Merchandising Management – Results focused on planograms statements, value creation
• Understanding of legal agreements, letters of Intent and other business contractual necessities
• Proven record of increased sales and territory growth while incorporating marketing ideas to support a new retail objective
• Have the business acumen to convey the benefits of OTR to prospects while providing a professional approach in pressure situations
• Must be able to make difficult decisions that are based on sound data / information and that are in the best interest of Parkland. Must be able to view situations from all perspectives and must be fair in assessments and be able to strike a balance in making judgment calls.
• Occupation Health and Safety and site operations – ability to enforce safety and company standards
• Computer Skills – proficiency is expected with the use of Excel, Word, Accounting Systems, and Email.
• Willingness to travel and/or overnight travel is required
• Willing to work with limited or minimal supervision
• Must have a high level of commitment to time management to make efficient use of dealer interaction
• Competitive Law
• Safe Driving record

We Offer:

• Participation in Parkland Pledge, an employee-driven charitable giving program.
• Our Performance-based Annual Incentive Plan, an annual bonus awarding your performance.
• A share in our success through the Employee Share Purchase Plan and 100% company matching.
• Flexible medical and dental packages, a Health Care Spending Account, along with a supportive Employee and Family Assistance Program.
• In-house learning and development opportunities, leadership training, international opportunities.
• An employee referral program – earn up to $2000 for your referral.
• A focus on healthy living through wellness initiatives and an annual fitness reimbursement program.
• Discount Programs and Educational Scholarship Programs for family members.
• A safety focused work environment and ongoing safety training.

We thank all candidates in advance for their interest, however only those being considered will be contacted. Please note:

• Candidates must be legally able to work in Canada at this time. Parkland regrets that it is unable to sponsor employment Visas.
• Parkland Corporation is committed to the principles of Employment Equity.We strive to provide accessibility in employment to ensure equal access to employment opportunities for candidates, including persons with disabilities. Parkland Corporation will endeavour to provide accommodation to persons with disabilities in the recruitment process upon request. If you are selected for an interview and you require accommodation due to a disability, please notify us upon scheduling your interview.
• Please note that final candidates for this position will be required to undergo a confidential pre-employment background check which may include but not be limited to educational, criminal, credit, drug and alcohol and/or Fitness for Duty testing. #LI-LT1

Qualifications