Wholesale Business Development Manager in Orange, California at Hassan & Sons Inc

Position Summary

This position is responsible for developing and communicating new business and commercial opportunities to H&S Energy Group management, while supporting existing dealers with Company and branded-supplier programs. Invest time and training to ensure existing dealers are maximizing their opportunity for growth of fuel gallons and in-store sales. Develop a license program for wholesale channel of trade. This position will play a pivotal role strategically leveraging programs from the retail channel of trade combining innovation and business, negotiating, and overseeing agreements that allow the use of trademarked H&S concepts and buying power. Possess a keen eye for value extraction and risk management, balancing legal compliance, and revenue generation.

Responsibilities and Duties:

Account and Relationship Management

• Maintain existing dealer accounts and relationships
• Counsel and provide support to station operators on retail factors including competitive pricing, customer service, and retail facility appearance and cleanliness
• Confirm and maintain station operator compliance with contract agreement obligations
• Offer guidance to station operators on station management functions including employee selection and training, money management, and inventory management
• Assure full compliance with fuel supplier mystery shop and image programs
• Provide support for the development of ancillary profit centers; these opportunities may include convenience stores, service bays, car washes, and joint ventures
• Supervise physical assets, including their working order and appearance, ensuring appropriate maintenance activity is conducted

Business Development and Growth Strategy

• Identify new business opportunities for H&S Energy Group management
• Contact potential clients to establish rapport and arrange meetings
• Plan and oversee current marketing initiatives
• Research organizations and individuals to find new opportunities
• Increase the value of current customers, while attracting new ones
• Find and develop new markets and improve sales
• Attend industry and/or company conferences, meetings, and events
• Develop quotes and proposals for clients
• Create goals to support business growth and the development team, with a plan to achieve set goals and expectations
• Maximize territory profitability, cash flow, and customer satisfaction by developing, executing, and maintaining territory business plans, evaluating performance data, and providing action plans to General Manager
• Ensure financial integrity and consult with station operators on the optimum implementation of marketing programs to increase sales and profit
• Identify, evaluate, and recommend sensible station capital projects
• Possess a strong understanding of our brands and value proposition
• Stay up to date and informed with industry trends

Sales Operations and Performance Management

• Daily use of company-approved CRM for customer documentation
• Maintain and grow opportunity pipeline in company-approved CRM
• Coordinate all activity related to the sales, marketing, and merchandising of company products
• Assess each profit center and geographic market (existing and planned) for performance, opportunities, and risks
• Prepare recommendations for goals (revenue, volume, margin, fulfillment, order-to-cash, etc.) for each profit center as well as KPIs for real-time/dashboard reporting
• Prepare and present strategy/tactics to execute and deliver approved goals
• Transparent communication and reporting to team on progress to goals, wins, and losses
• Follow established sales processes across all business units/profit centers; modify or create sales processes to achieve goals
• Assess and prepare recommendations for sales team development (e.g., tools and technology; internal and external training/programs)

Licensing and Compliance Management

• License Manager
• Identify potential areas of expansion within our company-operated organization that would leverage buying power for our wholesale channel trade; including franchise trade names, and fiscal vulnerability and risk, and develop and implement corrective action plans for licensees
• Create, manage, monitor, and oversee the licensing and permitting processing team which includes training, work assignments, and performance evaluations
• Negotiate licensing agreements that meet the financial and strategic objectives of the organization
• Conduct market research and analysis to identify potential licensing opportunities and partners
• Monitor the marketplace for any unauthorized use of the organization's intellectual property and take appropriate action if/when needed
• Build and maintain relationships with current and potential licensors and licensees
• Assess the monetary impact of licensing agreements, including conducting royalty audits and revenue forecasting
• Provide expert advice and guidance to senior management on licensing matters and potential risks
• Assure station compliance with federal, state, and local legal requirements – stay abreast of industry-related laws, audits and enforce adherence to requirements, and make appropriate recommendations to the executive team

Leadership and Team Development

• Train personnel and help team members advance their skills
• Create goals to support business growth and the development team, with a plan to achieve set goals and expectations

Financial and Administrative Support

• Perform other accounting and finance tasks as needed per management’s requests

Education and Work Experience

• Bachelor's degree from four-year College or University, preferred but not required
• Advanced computer and software skills/experience including proficiency in Windows, Microsoft Office, CRMs, ATS, HRMS, Payroll, etc.
• Minimum of 5 years retail gasoline and/or dealer working experience

Skill Set

• Strong leadership and relationship management skills with the ability to build and maintain partnerships
• Proven business development experience with a focus on growth, profitability, and market expansion
• Excellent negotiation and licensing management abilities with strong compliance awareness
• Analytical thinker with the ability to interpret financial data, identify trends, and develop action plans
• Proficient in CRM systems and Microsoft Office Suite with strong communication and presentation skills
• Highly organized, adaptable, and able to manage multiple priorities in a fast-paced environment

Physical Demands and Work Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Regularly required to talk, hear, and communicate effectively in person, over the phone, and via electronic correspondence
• Frequently required to stand, walk, and sit for extended periods during travel and meetings
• Must be able to occasionally lift and move up to 25 pounds (e.g., marketing materials, equipment, or files)
• Requires regular travel to company sites, partner locations, and industry events — approximately 30–50% of the time
• Work is performed in a combination of office, retail, and field environments with moderate noise levels
• Must be able to operate a motor vehicle safely and maintain a valid driver’s license