Commercial Sales Manager

Job Description

Job Description

Position Summary

DCC Propane is seeking a professional, self-directed Commercial Sales Manager to build commercial propane business across an assigned territory. This is a new-business hunter role for someone who can open doors, understand how a customer operates, and develop trusted business relationships. They will use a consultative approach to uncover customer needs and shape practical propane solutions, building partnerships that create long-term value rather than competing on price alone.

This role owns the sales process from prospecting and discovery through proposal, negotiation, signed agreement, and a smooth handoff to the local operating team. Success requires consistent field activity, sound commercial judgment, disciplined pipeline management, and a commitment to profitable growth. Propane industry experience is welcome but not required. DCC Propane provides product and industry training, sales tools, marketing-supported leads, and CRM technology to help the representative succeed.

Key Responsibilities

• Territory development: Build and execute a territory plan that identifies target accounts, industries, referral sources, and local growth opportunities. Prospect consistently through field visits, phone and email outreach, networking, referrals, and company-generated leads.
• Consultative discovery: Prepare for customer conversations by researching the business and its operating environment. Ask thoughtful questions to understand fuel usage, applications, seasonality, service expectations, site conditions, decision processes, and current challenges.
• Solution selling and partnerships: Develop customer-specific propane proposals that reflect operational needs, service requirements, equipment considerations, and commercial objectives. Communicate value clearly, build relationships with decision-makers and influencers, and earn the opportunity through reliability, responsiveness, and a strong operating partnership.
• Opportunity management: Qualify opportunities for fit, volume, margin, timing, credit, equipment, installation, and service feasibility. Coordinate with local operations, pricing, credit, and other internal partners so commitments made during the sales process can be delivered.
• Negotiation and closing: Present proposals, address questions and objections, negotiate within company guidelines, and secure profitable new accounts and signed agreements. Maintain appropriate follow-up from initial contact through close.
• Pipeline and forecasting: Maintain accurate opportunity stages, customer details, next steps, activity, expected gallons, gross profit, close timing, and forecast information in the company CRM. Provide timely forecasts and participate in pipeline reviews.
• Customer handoff and growth: Ensure complete and accurate sales documentation and a clear transition to the teams responsible for account setup, installation, and service. Stay engaged through onboarding and first delivery, then identify opportunities to expand the relationship and support retention.
• Safety and professional conduct: Follow company policies and safe work practices during customer visits and site activity. Protect confidential information and represent DCC Propane with integrity and professionalism.

Qualifications

Required:

• High school diploma or GED.
• At least five years of demonstrated sales experience, including business-to-business sales, prospecting, and closing new business.
• A record of achieving sales goals and developing a qualified pipeline through consistent prospecting and follow-through.
• Valid driver's license and ability to meet company motor vehicle requirements.
• Strong verbal and written communication, presentation, negotiation, and relationship-building skills.
• Self-motivated and organized, with the ability to manage a territory, prioritize work, and deliver results independently.
• Demonstrated experience using a CRM tool to manage prospects, document sales activity, maintain pipeline records, and track follow-up. Ability to learn new CRM systems and standard business technology quickly.

Preferred:

• Experience selling commercial, industrial, mechanical, energy, equipment, facility, or other operationally complex solutions.
• Propane industry knowledge or experience. Propane experience is a plus, not a requirement; training is provided.
• Bachelor's degree in business, marketing, or a related field.
• Work Environment and Requirements
• Field-based outside sales position with periodic work from a DCC Propane office and regular coordination with local operating teams.
• Travel approximately 60% to 70%, primarily throughout the assigned territory for customer visits, prospecting, and business development. Overnight travel may be required based on territory needs.
• Must be able to sit and work at a computer for periods of time; stand and walk at customer sites; and occasionally bend, kneel, crouch, or reach as site visits require.
• Must be able to lift or move up to 15 pounds on occasion. Reasonable accommodation may be provided to enable individuals with disabilities to perform essential job functions.
• Work may occur at customer locations and operating sites with varied conditions. Follow all applicable safety requirements and site rules.

Role Scope:

Individual contributor position with no direct reports. Territory, travel expectations, sales objectives, and account assignments will be defined by the hiring manager based on business needs.

DCC Propane is an equal opportunity employer. We value diversity and inclusion and do not discriminate based on any status protected by applicable law.

This job description summarizes the primary responsibilities and qualifications of the position. It is not an exhaustive list of every duty or requirement. Responsibilities may change as business needs evolve. DCC Propane provides reasonable accommodation as required by applicable law.