“The only way to do great work is to love what you do. If you haven’t found it yet, keep looking. Don’t settle.” – Steve Jobs

Location: Southeast

Compensation: ~$150K (base + commission)

We are assisting a well-established petroleum marketing company in identifying an experienced Commercial & Industrial Fuel and Lubricant Sales Executive. This is an excellent opportunity for a motivated business-development professional who understands the commercial fuel and lubricant market and has a demonstrated ability to prospect, develop relationships, and successfully close profitable new business.

The successful candidate will be responsible for expanding the company’s commercial and industrial customer base by identifying prospective accounts, developing tailored product and service solutions, and building long-term relationships with key decision-makers.

Key Responsibilities

• Identify and pursue new commercial and industrial fuel and lubricant customers.
• Develop a strong pipeline through prospecting, referrals, networking, industry contacts, and targeted account development.
• Meet with business owners, fleet managers, purchasing professionals, operations leaders, and other decision-makers to assess their fuel and lubricant requirements.
• Prepare and present competitive proposals that address each customer’s operational, service, delivery, and pricing needs.
• Negotiate terms and successfully close profitable new accounts.
• Sell an appropriate mix of commercial fuels, lubricants, and related products and services.
• Coordinate with operations, supply, transportation, customer service, and accounting personnel to ensure a smooth transition from sale to implementation.
• Maintain strong relationships with existing customers while identifying opportunities to expand account volume and product penetration.
• Monitor market conditions, competitive activity, customer needs, and industry trends.
• Maintain accurate prospect, activity, pipeline, and sales information through the company’s CRM or reporting systems.
• Represent the company professionally at customer meetings, trade events, and industry functions.

Required Qualifications

• A minimum of three years of successful sales experience involving commercial and industrial fuels, lubricants, petroleum products, or a closely related B2B product or service.
• A proven track record of prospecting for, developing, and successfully closing new business.
• Demonstrated ability to sell based on value, service, reliability, and business solutions—not price alone.
• Strong understanding of the commercial sales process, including lead generation, needs assessment, proposal development, negotiation, and closing.
• Ability to build credibility and productive relationships with customers at multiple organizational levels.
• Strong communication, presentation, organizational, and follow-up skills.
• Self-motivated, accountable, and comfortable managing an active sales territory and pipeline.
• Ability to work independently while collaborating effectively with operational and administrative teams.
• Proficiency with CRM systems, Microsoft Office, and other commonly used sales technology.
• Valid driver’s license and the ability to travel throughout the assigned market as necessary.

Preferred Qualifications

• Established relationships within the commercial, industrial, transportation, construction, manufacturing, agricultural, municipal, or fleet sectors.
• Experience selling bulk fuel, on-site fueling, fleet fueling, diesel exhaust fluid, lubricants, or related petroleum products and services.
• Working knowledge of fuel and lubricant pricing, margins, delivery requirements, equipment programs, and customer contracts.
• Experience growing a territory or developing a book of business from the ground up.

Ideal Candidate

The ideal candidate is a persistent and consultative sales professional who enjoys developing new business and earning the trust of commercial customers. This individual will combine strong prospecting discipline with the ability to understand a customer’s operation, develop a compelling solution, and move opportunities through the sales process to a successful close.

This position is best suited for someone who is results-oriented, financially aware, responsive to customers, and motivated by the opportunity to build a substantial and profitable portfolio of business.