Commercial Sales Representative

• Transport, Cylinders and Auto Gas Crystal Flash
• 3.2 Grand Rapids, MI Job Details 14 hours ago Qualifications Customer communication Project coordination High school diploma or GED Driver's License Sales management systems proficiency CRM system proficiency Productivity software Full Job Description Commercial Sales Representative

• Transport, Cylinders & Auto Gas Position Description Summary :

  The Commercial Sales Representative
• Transportation, Cylinders & Auto Gas is a statewide, individual-contributor sales position responsible for developing profitable revenue and gross margin in three strategic markets across Michigan.

The position identifies and creates new markets, prospects for new customers, expands opportunities with existing customers, and sells Crystal Flash propane, fuels, and related solutions. This role manages market development and the sales process rather than employees or an ongoing book of accounts. The position works closely with Sales, Operations, Supply, Marketing, Safety, Finance, and other teams to convert opportunities into sustainable business that supports Crystal Flash's multi-year growth strategy.

ESSENTIAL DUTIES AND RESPONSIBILITIES

: Develop and execute a statewide sales plan for transportation, commercial cylinder, and auto gas markets, including target segments, priority prospects, activity goals, and revenue, volume, and gross-margin objectives. Research and identify current and emerging market opportunities. Build a qualified pipeline among trucking and transportation fleets, municipalities, schools, transit operators, industrial and forklift users, contractors, agriculture, hospitality, retail cylinder partners, and other high-potential users. Prospect consistently through outbound calling, referrals, networking, field visits, associations, trade shows, partnerships, and coordinated marketing campaigns. Travel throughout Michigan to meet decision-makers and evaluate customer sites and applications. Conduct consultative discoveries to understand fuel or propane usage, equipment, operating challenges, safety requirements, buying criteria, and growth plans. Present solutions that may include bulk fuels, propane, commercial cylinders, auto gas, fuel-management systems, lubricants, equipment, and related services. Meet or exceed assigned goals for new customers, gallons, revenue, gross margin, and strategic market development. Maintain an active pipeline and provide accurate forecasts, activity reports, and progress updates to management. Advance opportunities through the complete sales process by developing the value proposition, preparing proposals, coordinating pricing and credit, negotiating terms within established authority, and securing signed agreements. Coordinate with Operations, Supply, Safety, Finance, Legal, Marketing, and other teams to confirm operational feasibility, equipment and infrastructure needs, capital requirements, supply capability, regulatory compliance, implementation timing, and acceptable financial returns before commitments are made. Lead the sales-to-operations implementation process for new business. Ensure customer requirements, pricing, contracts, site information, delivery expectations, and internal responsibilities are clearly documented, then complete a successful handoff to the appropriate team for ongoing account management. Partner with Account Executives, the Key Account team, Customer Service, and operational leaders to coordinate opportunities, avoid duplication, share referrals, and expand sales within existing relationships. Maintain accurate prospect, activity, proposal, volume, margin, probability, and close-date information in Microsoft Dynamics CRM. Represent Crystal Flash in relevant trade associations and industry events. Monitor competitors, regulations, incentives, technology, and customer trends and provide market intelligence and recommendations for new offerings, partnerships, or investment opportunities. The above statements describe the general nature and level of work performed by team members assigned to this classification. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required.

Reports to:

This position reports to the Sales & Business Development Manager.

Supervisory Requirements:

None. This is an individual-contributor role responsible for managing statewide market development and sales initiatives.

Travel:

Frequent statewide travel for prospecting, customer meetings, site evaluations, trade shows, and industry events is required. Regular overnight travel within Michigan should be expected.

Qualification Requirements:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Education and/or experience:

High school diploma or equivalent required; bachelor's degree in Sales, Marketing, Business, or a related field preferred. Five (5) or more years of successful business-to-business sales, business development, or technical sales experience, including demonstrated success developing new customers and markets. Experience in propane, refined fuels, commercial cylinders, auto gas, transportation, fleet services, distribution, or another technical and service-intensive industry is strongly preferred. Experience selling solutions that require coordination of equipment, infrastructure, operations, contracts, or multiple internal stakeholders is preferred. Proficiency with Microsoft Office products and CRM software; Microsoft Dynamics CRM experience is preferred. Strong communication, presentation, negotiation, organization, and relationship-development skills. Valid driver's license with an acceptable motor vehicle record and the ability to travel throughout Michigan.

Preferred Attributes and Skills :

Skilled in consultative selling, prospecting, negotiation, closing, and developing business in new or underdeveloped markets. Ability to build relationships with owners, executives, procurement professionals, fleet managers, operations leaders, municipalities, school systems, and other decision-makers. Ability to evaluate market potential and translate customer, competitive, operational, and financial information into focused sales priorities. Working knowledge of pricing, gross margin, return on investment, capital considerations, forecasting, and sales-pipeline management. Ability to learn and communicate the technical, operational, safety, and regulatory requirements of propane, fuels, cylinders, auto gas, equipment, and customer sites. Ability to develop clear proposals, presentations, business cases, and recommendations for internal and external audiences. Ability to independently plan a statewide territory, prioritize high-value opportunities, and maintain disciplined follow-up through long or complex sales cycles. Ability to coordinate multiple projects, stakeholders, deadlines, and implementations while maintaining accurate documentation. Ability to collaborate across departments, gain alignment, and raise risks or non-standard commitments before customer agreements are finalized. Strong written and verbal communication skills and the ability to tailor the message to technical, operational, financial, and executive audiences. Comfort working in transportation, industrial, commercial, agricultural, and outdoor environments and around customer equipment and facilities. Entrepreneurial curiosity and the ability to identify unmet customer needs, new applications, partnerships, and scalable market opportunities. Commitment to safety, integrity, customer service, teamwork, and financial responsibility.

Core Competencies :

New Business Development:

Consistently creates opportunities through disciplined prospecting, discovery, value-based selling, and closing. Builds markets rather than waiting for leads.

Strategic Market Development:

Connects customer needs, market trends, competitive activity, and Crystal Flash capabilities to identify where the company can profitably grow.

Collaboration:

Works across Sales, Operations, Supply, Marketing, Safety, Finance, and other teams to develop executable solutions and achieve shared goals.

Customer Engagement:

Builds trust, listens carefully, asks effective questions, and communicates a clear business case that reflects the customer's operating priorities.

Accountability:

Owns activity, pipeline accuracy, commitments, and results. Follows through and keeps internal and external stakeholders informed.

Innovation and Curiosity:

Explores new applications, partnerships, and approaches; tests ideas with sound business judgment and learns from the market.

Resilience:

Maintains focus and professionalism through rejection, long sales cycles, changing priorities, and competitive pressure.

Organization:

Plans statewide activity, prioritizes the highest-value opportunities, and coordinates multiple prospects and implementations effectively.

Business Acumen:

Understands revenue, gallons, margin, capital, risk, and operational feasibility and balances growth with sustainable returns.

Composure:

Remains credible, thoughtful, and solutions oriented during difficult negotiations, operational constraints, or customer concerns.

Self-Management:

Works independently, uses time and resources effectively, and makes decisions within established authority. Reading, Writing and Math Skills Reading

• Advanced reading comprehension of contracts, technical materials, regulations, industry terminology, and market information. Writing
• Advanced writing skills for proposals, presentations, business correspondence, contracts, and internal recommendations. Math
• Intermediate math skills applied to pricing, margins, volume, forecasts, return on investment, budgets, market research, graphs, and charts.

Reasoning:

Ability to evaluate market and customer information, solve practical problems involving operational and financial variables, compare alternatives, recognize risk, and make or recommend sound decisions with limited standardization. Physical Demands and Work Environment While performing the duties of this job, the team member is regularly required to stand, walk, sit, reach with hands and arms, talk, hear, drive, and operate standard office equipment requiring manual dexterity and hand-eye coordination. The team member may occasionally be required to stoop, kneel, crouch, climb, or balance and may occasionally lift and/or move up to 50 pounds. Specific vision requirements include close, distance, color, peripheral vision, and depth perception. The team member may occasionally work outside in varying weather conditions and may be exposed to moving equipment, fumes, airborne particles, and fuels or other chemicals at customer and company locations. Required personal protective equipment and safety procedures must be followed. The noise level ranges from quiet in an office environment to moderate or loud at customer, industrial, transportation, or operational sites.