LTL Product Marketing Manager

The Product Marketing Manager role is responsible for supporting and driving Mansfield business development activities related to Mansfield specialty product lines, including supporting a successful sales strategy which drives volume and margin growth of Mansfield's portfolio of solutions for both existing and new customers. This position will possess business development and selling skills related to Mansfield specialty product lines (such as Fleet Cards, Fuel-All, LTL, and cardlocks) and will employ this expertise in pursuing Mansfield business development and sales activities related to the specialty product line(s). In addition, this role is responsible for the development and execution of lead generation initiatives and strategies identifying qualified leads to achieve company objectives and strategic goals. The Product Marketing Specialist II is a customer as well as vendor facing role. This position will be responsible for creating programs with our vendor partners that solve customer challenges and drive growth to the product line.

Responsibilities

Business Development

• Create and establish specialty product line business development processes to support Mansfield commercial sales reps and CRMs
• Perform new business development directly with end-customer accounts
• Foster strong long-term relationships with both end-customers and internal teams (i.e. CRMs & sales teams)
• Implement a weekly CRM reporting and monitoring function to measure and report on business development activity associated with specialty product lines
• Develop business development plans in support of new business development - customer meetings, bids, and kickoffs
• Present specialty product lines to prospective customers
• Aid the sales reps in targeting prioritized named accounts in the CRM pipeline
• Coordinate with the Commercial Sales Representative and CRM's to ensure seamless interaction with customers during on boarding
• Participate in RFP bid preparation and response, including margin call

Specialty Product Line Knowledge and Management

• Develop product line and industry expertise as it relates to Mansfield specialty product lines
• Develop sales and product line materials working collaboratively with Mansfield's marketing department
• Develop selling tools and materials for Mansfield specialty product lines
• Utilize CRM reporting to monitor commercial sales business development activities to ensure the Mansfield commercial sales team is generating sufficient business development deal flow for specialty product lines
• Update CRM system weekly to track and report personal direct business development activity and supporting business development activity

Lead Generation & Qualification

• Work closely with sales teams to develop a strong pipeline of new prospects through direct or indirect customer contact and lead generation
• Participate in outbound call campaigns to both new and existing customer base, utilizing cold calling, negotiation and closing skills, when necessary, to further qualify viable sales opportunities and set introductory meetings with the customer and a member of the sales team
• Search for opportunities utilizing subscribed to resources, internet search engines, registration with organizational bid lists, etc.
• Assist in defining site/campaign marketing initiatives and identifying new lead generation sources
• Follow up on identified leads for further qualification and identification of appropriate contacts within the target market
• Manage goals/metrics to provide daily, weekly, or monthly reporting as required
• Attend and participate in area, regional and national sales meetings as requested

Customer Relationship Management (CRM) System & Sales Support

• Monitor the CRM System for LTL opportunities and align with sales reps on latest status of the opportunity and next steps.
• Attend meetings with Sales reps and prospects acting as the LTL SME best explaining the value proposition and benefits to the prospect.
• Ensure accurate and timely updates to all lead generation and sales opportunities in CRM system
• Work with LTL customers and prospects directly when necessary in order to progress and close the deal

Prospecting & Sales

• Obtain new accounts by planning and organizing daily work schedule to make inside sales calls on existing or potential customers/prospects with sales team.
• Make formal and informal sales presentations
• Develop and implement effective sales strategy
• Manage CRM pipeline of prospects and execute daily contact within the system and sales team
• Understand customer needs and requirements, discuss current Mansfield Oil solutions and product offerings, to effectively utilize these offerings to fully serve our customers and improve our position within our customer base
• Prepare sales proposal by quoting pricing, credit terms and service offerings to customer based on knowledge of company's operational capacity and established ROI thresholds

Data Management and Reporting

• Manage potential customer data with a high-level of consistently for all opportunities entered into CRM and forwarded through the defined sales processes

Marketing & Value Proposition

• Create and maintain marketing materials specific to the product line and distribute to the sales teams
• Train the sales team on how to best position the sale of the product line and its various service types
• Ensure calculators for ROI and opportunity cost are maintained and available to the sales team and our prospects

Position Requirements

Formal Education & Certification

• High school diploma or equivalent required
• Bachelor's degree in Sales, Marketing or Business preferred

Knowledge & Experience

• Highly proficient in Microsoft Office Suite skills required
• Strong presentation skills
• Knowledge of the specialty products lines, including fleet cards, Fuel-All, DEF, LTL and additives
• Working knowledge of CRM systems
• Knowledge of the logistics and distribution infrastructures associated with the specialty product lines, with deeper expertise and knowledge in assigned product line(s) (e.g., Fleet Cards or Fuel-All)

Qualifications & Characteristics

• Min 1 year of direct sales experience preferred
• Strong verbal and written communication skills
• Ability to work independently under deadline pressures
• Ability to manage multiple projects and tasks simultaneously with success
• Ability to process information from multiple sources and create innovative solutions and strategies
• Willingness to get actively involved in day-to-day actions to ensure accuracy, timeliness, and strong customer services skills
• Strong organizational and time management skills
• Strong attention to details
• Ability to work in a team environment

Work Environment

• 40-hour on-site work week
• Sitting for extended periods of time
• Dexterity of hands and fingers to operate a computer keyboard, mouse and other computer components

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.