Salesforce Lead

Job Summary:

The Salesforce Lead is part of our Fuels Marketing department and serves as the embedded bridge between the commercial organization and IT, ensuring Salesforce and related tools directly enable revenue growth, margin optimization, and operational efficiency.

This role translates business needs into scalable technology solutions, drives adoption across the sales organization, and ensures systems reflect real-time market dynamics (pricing, supply, customer activity). The focus is not IT ownership-but business outcomes enabled by technology.

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:

Business- Technology Translation

• Act as the primary interface between Fuels Marketing and Global Partners' Salesforce Product team
• Communicate commercial strategies and processes (pricing, customer segmentation, pipeline, retention) in a way that allows the Global Salesforce Product team to develop clear, actionable, and prioritized requirements
• Ensure technology framework reflects and supports how the business actually operates (not theoretical workflows)
• Contribute to the prioritization of enhancements for the Global Salesforce Product team based on ROI, speed, and business impact

Salesforce Optimization & Ownership (Business Side)

• Accountable for feedback and optimization guidance to the Global Salesforce Product team on the business outcomes delivered by Salesforce within Fuels Marketing (requirements, prioritization, adoption, outcomes)
• Ensure accurate sales pipeline functional utilization by Fuels Marketing, collaboration on visibility, analysis, customer segmentation, and Salesforce activity tracking
• Advocate for and collaborate on work to simplify workflows and enable speed and usability for the sales team
• Drive standardization of data, reporting, and dashboards
• Partners with Salesforce Product Manager on prioritization and roadmap alignment

Commercial Enablement

• Ensure the Global Salesforce Product team is building and optimizing Salesforce functionality that enables sales team to:
• Track opportunities and customer activity in real time
• Improve win rates and shorten sales cycles
• Increase purchases per customer with attention to cross selling opportunities
• Increase customer value and retention
• Support integration of pricing, supply, and margin visibility into sales workflows
• Ensure tools align with "index is market" execution and real-world deal structures

Data, Reporting & Insights

• Define and deliver fuels-specific core dashboards and KPIs:
• Customer counts by segment/product
• Volume and margin performance
• Pipeline health and conversion rates
• Retention and churn indicators
• Ensure "single source of truth" for commercial data - data is user-relevant, accurate, usable, and actionable
• Translate data into actionable insights for leadership and sales teams

Cross-Functional Integration

Partners with:

• Pricing / Trading (market data, margin visibility)
• Supply & Logistics (constraints, optionality)
• Credit & Risk (customer onboarding, limits)
• Customer Service (issue tracking, contract compliance, resolution loops)
• IT and DAI (ensure Salesforce integrates into broader operational workflows-not a standalone tool)

Adoption & Change Management

• Drive adoption across sales teams-tools must be used, not just built
• Facilitate training for FM teams on workflows, expectations, KPI's and best practices
• Continuously refine Salesforce user experience based on field feedback and business realities
• Eliminate friction-focus on speed, simplicity, and usability
• Be a fact-based advocate for Salesforce use and adherence to SOP's - educate and create excitement around why this is the solution we need for our sales team

Continuous Improvement

• Identify gaps in current systems and evolving business needs
• Lead iterative improvements (quick wins + longer-term strategic enhancements)
• Stay aligned with evolving commercial strategy, JV requirements, and market conditions
• Evaluate adjacent tools (AI, customer service platforms, analytics) where relevant

Additional Job Description:

• Bachelor's in Business Administration, Finance, Marketing, Data Analytics or Economics required
• 7 - 12+ years in fuels, energy, or B2B commercial environment
• Hands-on experience with Salesforce (Sales Cloud; CPQ a plus)
• Strong understanding of fuels marketing dynamics (pricing, supply, logistics, customer structures)
• Proven ability to translate business needs into clear processes, needs, deliverables for the Global Salesforce Product team to develop and implement necessary technical requirements
• Experience working cross-functionally with IT, data, and commercial teams

Pay Range:

$136,200.00 - $204,200.00

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

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.