Commercial & Industrial Sales Representative

About the Role

Pico Propane and Fuels is seeking a highly motivated Commercial & Industrial Sales Representative to grow market share across West Texas and Southeastern New Mexico by developing new business with local commercial and industrial customers. Target accounts include warehousing, manufacturing, fleets, contractors, agriculture, power generation, material handling, municipalities, healthcare, schools, and other commercial users. This position is based in Odessa, TX; we are also open to candidates based in Midland, TX or Roswell/Carlsbad, NM. While the representative may encounter energy-related customers throughout the territory, the primary objective is to build a diverse, sustainable book of local commercial and industrial accounts across the communities Pico serves. The successful candidate will be a proactive hunter who can identify prospective customers, understand their operating requirements, and recommend practical solutions involving fuels, lubricants, tanks, equipment, and fuel-management services. The representative will develop opportunities across Pico's portfolio, including propane, refined fuels, DEF, lubricants, tanks, dispensing equipment, on-site fueling, fuel-management systems, fleet-fueling solutions, propane material-handling applications, towable LP generators, and light-commercial backup-power products.

Responsibilities

• Develop and execute a territory strategy focused on profitable commercial and industrial growth
• Prospect, qualify, and secure new customers for propane, fuels, lubricants, equipment, generators, and fuel-management services
• Build a consistent pipeline through field prospecting, cold calling, referrals, networking, community involvement, and targeted account development
• Build relationships with owners, plant managers, fleet managers, facility managers, purchasing teams, agricultural operators, and operations leaders
• Maintain accurate CRM records, monitor market conditions, and support customer retention
• Meet or exceed established goals for new accounts, gallons, lubricant volume, equipment sales, gross margin, and overall territory growth
• Perform other related duties as assigned

Qualifications

Education and Experience:

• High School Diploma, GED, or equivalent combination of education and relevant experience required
• Two or more years of outside sales experience required, preferably in B2B sales, territory development, or commercial account acquisition
• Experience selling to commercial, industrial, agricultural, fleet, or institutional customers strongly preferred
• Direct experience in propane, refined fuels, petroleum distribution, lubricant sales, industrial services, fleet services, equipment sales, commercial trades, agriculture, or material handling preferred

Skills/Abilities:

• Proven ability to prospect independently and generate new business rather than relying primarily on existing accounts or inbound leads
• Strong relationship-building, presentation, negotiation, and closing skills
• Highly self-motivated, organized, persistent, and comfortable working independently in a field-based position
• Ability to manage a large geographic territory and prioritize opportunities based on volume, profitability, and strategic value
• Proficient with computers and able to learn CRM and other software tools as needed

Physical Requirements

• Valid driver's license and willingness to travel extensively throughout the assigned territory
• Prolonged periods of driving between customer sites across the territory
• Occasionally required to stand, walk, reach with hands and arms, stoop, kneel, and crouch during site visits and facility evaluations
• Regularly and safely lifts, carries, and handles equipment and supplies weighing 20 - 75 pounds
• Work is frequently performed outdoors at customer facilities, with exposure to conditions such as heat/cold, fumes and gases, and airborne particles
• Position may require working evening hours and weekends as needed to accommodate customer schedules
• Must pass a pre-employment screening and background check