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 www.guttmanenergy.com.
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.
QUALIFICATIONS/REQUIREMENTS:
- Education and/or Relevant Experience
Bachelor’s degree in Business, Marketing, Sales, Supply Chain, or a related field from an accredited four-year college or university preferred. Equivalent combination of education, training, and relevant sales or industry experience may be considered.
- Business Development and Sales Capability
Demonstrated ability to prospect for new business, develop customer relationships, identify opportunities, manage a sales pipeline, and effectively advance opportunities through the sales process. Demonstrated willingness and ability to consistently engage in proactive business-development activities is required.
- Communication and Relationship-Building Skills
Strong interpersonal, verbal, and written communication skills with the ability to listen effectively, ask thoughtful questions, understand customer needs, clearly communicate solutions, and provide timely and relevant information to customers, prospects, managers, and internal departments.
- Analytical and Problem-Solving Ability
Ability to analyze market conditions, pricing, customer purchasing patterns, competitive information, and business opportunities to develop practical strategies and recommendations. Must be able to identify problems, evaluate alternatives, make timely business decisions, and effectively communicate the rationale and expected value of proposed solutions.
- Consultative and Innovative Selling Mindset
Ability to think creatively and develop value-added solutions for customers and prospects in a competitive and increasingly commoditized industry. Demonstrated ability to move beyond price-based selling by identifying customer pain points and leveraging products, services, technology, supply, logistics, and operational capabilities to create differentiated solutions.
- Business Acumen and Financial Understanding
Ability to understand the relationship between volume, pricing, margin, freight, operating costs, customer value, and overall profitability. Must be capable of evaluating opportunities from both the customer’s and Guttman’s perspective and making decisions that support profitable growth.
- Organizational and Time-Management Skills
Ability to independently prioritize activities, manage multiple opportunities and customer relationships, meet deadlines, maintain accurate records, and consistently follow through on commitments. Must demonstrate a high level of personal accountability, urgency, and ownership.
- Computer and Technology Skills
Intermediate proficiency with Microsoft Windows and Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint. Ability to learn and effectively utilize CRM, pricing, customer-management, market-intelligence, and other technology platforms used to support the sales process.
- Teamwork and Cross-Functional Collaboration
Ability to work effectively with colleagues across Sales, Supply, Logistics, Operations, Marketing, Credit, and other departments to develop and execute customer solutions. Must be willing to share information, support team objectives, and contribute to a collaborative work environment.
- Travel and Customer-Facing Requirements
Ability and willingness to travel throughout the assigned territory to conduct customer visits, prospect meetings, site assessments, presentations, and other business-development activities. Valid driver’s license and ability to meet Company requirements for business travel.
EEO STATEMENT:
Guttman Energy is an Equal Opportunity Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status in the hiring process, promotions, training, compensation, or all other terms, conditions, and privileges of employment.
