Commercial & Industrial Sales Representative

COMPANY:

Guttman Energy Inc. is a diversified energy marketing and trading organization specializing in refined petroleum products and natural gas. Guttman is a privately held business that was established in 1931 when the family opened its first gas station, and now operates in 16 states east of the Mississippi, serving commercial, wholesale and retail customers. Guttman Energy along with Source One Transportation, a provider of petroleum delivery services, and Bulk Terminal Storage, an owner and operator of petroleum storage facilities in Ohio, Pennsylvania and West Virginia make up the Guttman Group of companies. Additional information about the company can be found at .

POSITION DESCRIPTION:

The Commercial & Industrial Sales Representative is primarily responsible for driving profitable business growth within assigned territories and market segments through the identification, development, and acquisition of new customers and opportunities. This position is accountable for managing the complete sales process—from prospecting and opportunity development through proposal, negotiation, and close—with a focus on increasing delivered gallons, customer profitability, and overall company value.

A key component of the role is developing a thorough understanding of customer needs and utilizing Guttman’s products, services, technology, and operational capabilities to create innovative, value-added solutions. The Sales Representative is expected to collaborate effectively with internal departments to develop and execute programs that address customer pain points, improve customer retention, expand existing relationships, and create additional revenue opportunities.

The position requires a proactive, consultative approach to sales, with an emphasis on consistent business development activity, pipeline generation, account growth, and long-term relationship management. The Sales Representative is responsible for establishing and maintaining strong relationships with both prospective and existing customers while identifying opportunities to expand Guttman’s share of their business.

Ultimately, the Commercial & Industrial Sales Representative is responsible for producing measurable sales and margin growth by developing new business, expanding existing accounts, and delivering solutions that create value for both the customer and Guttman Energy.

PRIMARY RESPONSIBILITIES:

• Generate New Business and Build Pipeline

Proactively identify, prospect, qualify, and develop new business opportunities within assigned territories and market segments. Maintain a consistent pipeline of qualified prospects and opportunities through outbound prospecting, referrals, networking, market intelligence, targeted campaigns, and other business-development activities. Utilize the Marketing Department and other internal resources to develop targeted strategies and creative solutions that generate new customer opportunities

• Grow Existing Accounts and Territory Profitability

Develop and execute account-growth strategies designed to increase delivered gallons, revenue, margin, and overall customer share within the assigned territory. Identify opportunities to expand existing customer relationships through additional products, services, locations, and programs while protecting and improving account profitability.

• Lead an Effective, Consultative Sales Process

Conduct consistent and purposeful customer and prospect interactions, including face-to-face meetings, site visits, presentations, proposals, and follow-up activities. Clearly communicate Guttman’s products, services, capabilities, and value proposition while identifying customer needs and advancing opportunities through each stage of the sales process. Maintain a level of sales activity necessary to consistently produce measurable business results.

• Develop Customer-Specific Solutions

Work collaboratively with Supply, Logistics, Operations, Marketing, Credit, and other internal departments to develop innovative and commercially viable solutions that address customer needs and differentiate Guttman from competitors.

• Utilize Market Intelligence to Create Customer Value

Analyze market conditions, pricing structures, supply dynamics, customer purchasing patterns, and competitive information to identify opportunities for customers to improve how they purchase and manage fuel. Use this knowledge to educate customers, challenge existing purchasing practices, and develop strategies that create measurable value for both the customer and Guttman.

• Capitalize on Market and Supply Opportunities

Monitor market, supply, and logistical conditions to identify opportunities to increase volume, improve margin, and strengthen customer relationships. Proactively communicate relevant market developments and purchasing opportunities to customers and leverage Guttman’s supply, logistics, and operational capabilities to convert those opportunities into profitable business.

• Manage Customer Relationships and Deliver Exceptional Service

Develop and maintain strong, professional relationships with customers and serve as a trusted point of contact throughout the customer relationship. Ensure timely order receipt and confirmation, effective logistics communication, accurate pricing and invoicing, competitive quoting, and responsive problem solving. Identify service issues and work proactively with internal departments to resolve them and protect the customer relationship.

• Maintain Accurate Sales and Account Information

Maintain accurate and timely customer, prospect, opportunity, activity, and pipeline information within the Company’s designated CRM and other business systems. Document meaningful customer interactions, next steps, opportunities, and account-development strategies to provide visibility into current and future business

• Collaborate Across the Organization

Work effectively as part of a team and actively support colleagues and customers when needed. Collaborate with other Commercial & Industrial Sales Representatives and internal departments to share market intelligence, develop opportunities, support customer needs, and ensure continuity of service during vacations, holidays, absences, and other coverage requirements.

• Achieve Assigned Sales and Business Development Objectives

Take ownership of assigned sales, volume, margin, new-account, pipeline, and activity objectives. Establish and execute a territory business plan that prioritizes new customer acquisition, profitable volume growth, expansion of existing accounts, and development of long-term customer relationships. Consistently demonstrate urgency, accountability, and initiative in pursuing opportunities and achieving assigned objectives.