Commercial Sales Representative - East Texas Region

ORGANIZATIONAL STRUCTURE

• This position reports to the Vice President of Commercial Supply & Sales

POSITION SUMMARY

The Sales Representative is responsible for driving profitable growth of fuel and lubricant sales through business development, account management, and customer relationship management. This position promotes unbranded commercial fuel, commercial lubricant, and branded fuel programs; identifies and secures new business opportunities; and develops long-term customer partnerships to expand market share and increase revenue. The role requires strong industry knowledge, an understanding of fuel and lubricant markets, and the ability to acquire, retain, and grow business-to-business accounts.

RESPONSIBILITIES

• Develop and execute a territory plan focused on profitable growth in commercial fuels, lubricants, and branded fuel programs.
• Prospect, qualify, and close new business through disciplined outreach, referrals, market intelligence, and relationship development.
• Build and manage a strong pipeline of commercial, industrial, fleet, dealer, and wholesale opportunities.
• Sell complete customer solutions that may include unbranded refined fuels, commercial lubricants, branded programs, and related services.
• Prepare customer proposals, negotiate commercial terms, and coordinate internally on pricing, supply, credit, contracts, and onboarding.
• Maintain strong relationships with existing customers, identify growth opportunities, and support retention through responsive account management.
• Use the company CRM to document activity, manage opportunities, maintain account information, and provide reliable sales forecasts.
• Monitor market conditions, competitive activity, customer needs, and pricing dynamics to improve positioning and decision-making.
• Partner closely with supply, pricing, operations, credit, and leadership teams to deliver a consistent customer experience.
• Perform all other duties as assigned.

EDUCATION AND EXPERIENCE

• High school diploma or equivalent required; bachelor’s degree in Business, Marketing, or a related field preferred.
• Fuel industry experience is highly preferred, particularly with branded and unbranded fuel programs and lubricant products.
• Minimum of 5 years of sales experience, preferably in a B2B environment.

REQUIRED SKILLS / ABILITIES

• Extensive working knowledge of unbranded commercial fuel sales and associated market dynamics.
• Demonstrated experience selling commercial lubricants and developing lubricant accounts.
• Practical experience with branded fuel programs, dealer relationships, or branded site development.
• Proven ability to originate new business, manage a sales pipeline, negotiate agreements, and grow profitable accounts.
• Strong commercial judgment, including an understanding of pricing, margins, competitive positioning, and customer economics.
• Strong written and verbal communication, organization, follow-through, and customer service skills.
• Proficiency with CRM platforms and Microsoft 365 applications, including Excel, Word, PowerPoint, Outlook, and Teams.
• Bilingual English/Spanish is a plus.

PHYSICAL AND TRAVEL REQUIREMENTS

• Valid driver's license
• Ability to travel extensively within the assigned territory, including frequent day travel and occasional overnight travel.
• Ability to work in office and field environments.