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Job #:3664109
Title:Commercial Lubricant and Fuel Business Development Manager
Region:Southeast
Compensation:$150,000
Posted Date:09/01/2026
Description:

Compensation: ~$150K (base + bonus / commission)


Client: Highly respected, expanding, multi-faceted regional petroleum marketer & distributor


Role Overview

The Commercial Lubricant & Fuel BDM identifies and wins new business while growing and retaining strategic accounts across priority verticals. This role requires disciplined CRM use, strong lubricant technical knowledge, and a track record of prospecting and closing profitable deals. Success is built on service quality, supply assurance, and product availability—not price concessions.


Key Responsibilities

New Business Development (Primary)

  • Build, prioritize, and advance a targeted pipeline using the company CRM; own the full cycle—prospecting, discovery, solution design, pricing/proposals, negotiation, and close.
  • Sell value: uptime, delivery reliability, emergency service, product availability, technical support, and safety/compliance—not lowest price.
  • Develop tailored programs: bulk fuel deliveries, on-site tank solutions/monitoring, wet-hosing schedules, fleet/cardlock options (nice-to-have), OEM-approved lubricants, and DEF where applicable.
  • Lead RFP/RFI responses (including municipal/government bids) and coordinate internally for supply, credit, and operations feasibility.

Account Management & Expansion

  • Serve as executive point of contact for assigned accounts; conduct QBRs, monitor SLAs, resolve issues quickly, and ensure high retention.
  • Cross-sell and up-sell (lubricant consolidation, filtration, fuel quality programs, telemetry, seasonal strategies) to expand wallet share.
  • Analyze consumption patterns and recommend delivery cadence, product mix, and inventory strategies to reduce total cost and improve uptime.

CRM Discipline, Forecasting & Reporting

  • Maintain accurate stages, activities, contacts, notes, and next steps in the CRM; uphold data quality standards.
  • Deliver weekly/monthly forecasts (volume, gross profit, close dates) and actionable win/loss insights.

Collaboration & Compliance

  • Partner with Supply/Pricing on contract structures and index/fixed options; with Operations/Dispatch on installs, deliveries, and service tickets; with Credit on terms and risk.
  • Reflect safety and regulatory requirements (DOT, EPA/SPCC, state UST/AST) in proposals and statements of work.

Key Performance Indicators (KPIs)

  • New logo wins; contracted annual gallons and lube volume
  • Gross profit dollars and margin per gallon / per lube SKU
  • Pipeline coverage (≥3× target) and forecast accuracy
  • Bid/RFP win rate and average sales cycle
  • Account retention/expansion and portfolio DSO health
  • CRM hygiene: activity cadence and next-step completeness


Qualifications

Required

  • 5–10+ years B2B field sales in commercial fuel and lubricants
  • Proven record of identifying prospects and closing multi-site or high-value deals.
  • Strong lubricant technical knowledge
  • Comfortable selling against aggressive competitors by emphasizing service reliability and product availability over price.
  • Rigorous CRM user (pipeline management, activity tracking, forecasting).
  • Financial acumen (index vs. fixed pricing, OPIS/rack concepts, margin guardrails, ROI/TCO).
  • Excellent communication, negotiation, and relationship-building skills; valid driver’s license and regional travel availability.

Preferred

  • Government/municipal procurement experience (bid portals, compliance language).
  • Familiarity with tank installs, telemetry/monitoring, wet-hosing programs, fleet/cardlock (nice-to-have).
  • Experience collaborating with credit/supply/dispatch and leading cross-functional implementations.


Other

  • Autonomous work environment with a supportive, accessible management team
  • Competitive salary + performance-based incentives
  • Comprehensive benefits package
  • Car allowance and business expense coverage
  • Relocation assistance for exceptional candidates (local candidates preferred)



Apply Now





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