Business Development Representative - Fuel, Lubricant, DEF, and Environmental Services

Position Summary

The Business Development Manager is responsible for generating new revenue and expanding market share through the sale of fuel, lubricants, DEF, and environmental services across multiple customer segments. This role focuses on identifying new opportunities, building strong customer relationships, and converting prospects into long-term accounts.

Success in this role requires disciplined prospecting, active pipeline management, and accurate reporting through Salesforce CRM.

Key Responsibilities

Business Development

• Identify and secure new customers across a variety of market segments including commercial, industrial, transportation, construction, agriculture, municipalities, and other fuel-dependent operations.
• Develop and execute territory growth strategies to expand the company’s customer base.
• Conduct customer visits to identify opportunities for fuel supply, lubricant programs, DEF supply, and environmental services.
• Cross-sell multiple services to increase account value and long-term partnerships.

Pipeline Management

• Maintain an active and accurate Salesforce pipeline at all times.
• Track all leads, opportunities, meetings, and sales activity within Salesforce.
• Maintain clear visibility of opportunity value, estimated volume, and expected close dates.
• Regularly advance opportunities through the sales process and maintain accurate deal stages.

Sales Reporting

• Submit weekly Salesforce activity updates documenting meetings, prospecting efforts, and opportunity movement.
• Provide monthly pipeline reviews and forecasts including opportunity value, expected volume, and probability of close.
• Participate in monthly sales meetings to review pipeline health, strategy, and growth opportunities.

Account Development

• Support onboarding of new customers and ensure successful transition to operations and logistics teams.
• Identify additional opportunities within existing accounts to expand products and services.
• Maintain strong relationships with customer decision makers to support retention and long-term growth.

Sales Activity Standards

To maintain a strong and healthy sales pipeline, Business Development Managers are expected to demonstrate consistent prospecting and disciplined CRM management.

Sales Activity Expectations Include:

These standards are designed to support long-term success and ensure consistent growth across the organization.

• Maintaining an active pipeline of qualified opportunities
• Consistent prospecting and new opportunity generation
• Accurate and timely updates within Salesforce
• Regular customer and prospect engagement throughout the sales cycle
• Participation in scheduled pipeline and forecast reviews

Key Performance Metrics

• New customer acquisition
• Revenue growth across fuel, lubricants, DEF, and environmental services
• Pipeline health and accuracy within Salesforce
• Forecast reliability and reporting compliance
• Customer retention and account expansion

Performance Expectation

Business development is the core responsibility of this role. The Business Development Manager is expected to actively prospect, maintain a healthy pipeline, and consistently convert opportunities into new business that drives measurable revenue growth.

Consistent pipeline development, disciplined Salesforce reporting, and new account acquisition are fundamental expectations of this position. While support and resources will be provided, the success of this role is driven by initiative, accountability, and the ability to turn opportunities into long-term customer relationships.

Growth is not accidental — it is the result of consistent prospecting, disciplined pipeline management, and closing new business.

Pay: $50,000.00 - $90,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Life insurance
• On-the-job training
• Paid time off
• Retirement plan
• Vision insurance

Work Location: In person