Commercial Sales Manager

Responsibilities

• Lead and develop a high-performing commercial sales team spanning fuels, fleet fueling, lubricants, cardlock, and wholesale programs.
• Set clear performance expectations, accountability metrics, and individual development plans for sales representatives.
• Conduct regular pipeline reviews, performance assessments, and coaching sessions to drive continuous improvement.
• Cultivate a collaborative, customer-centric culture focused on profitable growth, operational excellence, and client retention.
• Design and execute strategic sales initiatives that boost revenue across all commercial lines.
• Grow market share through new customer acquisition, deeper account penetration, and increased wallet share within existing accounts.
• Identify market opportunities, target segments, and competitive growth strategies aligned with long-term objectives.
• Partner with Marketing and the Sales Enablement team to implement standardized sales processes, tools, and best practices.
• Collaborate on the development of sales playbooks, KPI dashboards, CRM standards, forecasting methods, bid processes, account planning frameworks, and sales collateral.
• Establish scalable operating procedures that enhance sales consistency, visibility, accountability, and overall effectiveness.
• Support onboarding, training, and ongoing professional development for the commercial sales team.
• Ensure consistent execution of the Primary Account Ownership Model across commercial accounts.
• Promote cross-selling among delivered fuels, fleet fueling, lubricants, cardlock, and wholesale fuel services.
• Foster collaboration between regional sales reps and business line specialists to maximize customer value and strengthen partnerships.
• Maintain pricing discipline while protecting profitability and margin across all lines.
• Lead the development, review, and governance of bids for public agencies, commercial accounts, and strategic opportunities.
• Coordinate cross-functional input from Supply, Operations, Finance, and Credit to assess pricing strategies and bid opportunities.
• Review and approve pricing exceptions, discount requests, and margin deviations in line with company guidelines.
• Champion CRM adoption with consistent sales processes, opportunity management, and pipeline visibility.
• Maintain accurate forecasts, pipeline reporting, and performance metrics to support strategic decision-making.
• Ensure customer referrals, opportunities, account activities, and interactions are documented consistently in the CRM.

Requirements

• 7+ years of experience in fuel, petroleum marketing, lubricants, or commercial energy sales.
• 3+ years in sales leadership or commercial management (preferred).
• Strong knowledge of fleet fueling, tank wagon deliveries, bulk fuels, lubricants, cardlock, and wholesale fuel programs.
• Experience with pricing strategy, bid/RFP management, and strategic account development.
• Proficiency with CRM platforms and sales analytics.
• Proven ability to drive revenue growth, improve margins, and elevate sales team performance.

Technologies

• CRM platforms

Benefits

• Retirement plan with 401(k) matching
• Health, dental, and vision insurance
• Life and AD&D insurance — employer paid
• Voluntary Life and AD&D options
• Long-term disability — employer paid
• Employee Assistance Program — employer paid
• Flexible Spending Accounts and Dependent Care FSA
• Pet insurance
• Paid time off

Schedule

• Full-time role with a Monday through Friday schedule
• Regular travel to company locations, customer sites, and regional facilities required
• Occasional evenings, weekends, or extended hours may be needed for events, bid deadlines, and operational support

Compensation

• Exempt position
• Eligible for discretionary annual bonus
• Paid time off and holiday pay in accordance with policy

Work Location

In person

About EFUEL

EFUEL is California’s leading mobile fueling provider, serving thousands of customers statewide, including numerous Fortune 100 companies. The service emphasizes convenience, time savings, cost reduction, and reduced fueling risk. With 27 years of continuous growth, EFUEL continues to invest in its fleet, facilities, technology, and services, offering stability and opportunities for advancement. Visit our careers page at http://www.efuelco.com/careers. This is an at-will employment opportunity, and EFUEL is an equal opportunity employer.