Commercial Sales Representative- Transport, Cylinders and Auto Gas

Crystal Flash; Grand Rapids (MI); On-site; USD 60,000 - 90,000; Full time

Job summary

Crystal Flash, a 100% employee-owned company in Michigan, is seeking a Commercial Sales Representative for Transportation, Cylinders & Auto Gas to drive statewide growth and profitability. This role identifies new customers, expands opportunities with existing ones, and collaborates with Operations, Supply, Marketing, Safety, and Finance to deliver integrated fuel solutions and services across Michigan.

Travel statewide is expected.

Qualifications

• Five or more years of successful B2B sales experience.
• Bachelor’s degree in Sales, Marketing, Business, or a related field preferred; high school diploma required.
• Experience in propane, refined fuels, commercial cylinders, auto gas, transportation, fleet services, or similar industry preferred.
• Proficiency with Microsoft Dynamics CRM or similar CRM software.

Responsibilities

• Develop and execute a statewide sales plan for transportation, cylinders, and auto gas markets across Michigan.
• Build a qualified pipeline among trucking fleets, municipalities, schools, and other high-potential customers.
• Prospect consistently through outbound calling, referrals, networking, field visits, and events; travel statewide.
• Conduct consultative discoveries to understand fuel usage and purchasing criteria; present integrated solutions.
• Meet or exceed goals for new customers, revenue, and gross margin; maintain an active pipeline and accurate forecasts.
• Coordinate with Operations, Supply, Safety, Finance, and Marketing to ensure feasibility and success of implementations.
• Lead sales-to-operations handoffs and ensure smooth transition to account management.

Skills

B2B sales

Prospecting

Sales planning

Communication

Education

High school diploma or equivalent

Bachelor’s degree in Sales, Marketing, Business, or related field

Tools

Microsoft Dynamics CRM

Microsoft Office

Job description

Crystal Flash is a rapidly growing organization and is always looking for qualified team members. We seek highly motivated, talented candidates to join our team and offer a competitive benefits package to our employees.

Working at Crystal Flash offers a unique blend of career opportunities, teamwork, and community involvement.

As a 100% employee-owned company, you have a direct impact and stake in the company's success.

Crystal Flash values its employees and fosters a positive work environment. You'll have the opportunity to contribute to a company that is committed to serving its communities through philanthropic initiatives . Additionally, Crystal Flash offers competitive compensation packages and a range of benefits to support your well-being.

100% Employee-Owned

Working for a 100% employee-owned company is a unique opportunity that provides a sense of ownership, empowerment, and financial security.

Veteran-Friendly

Crystal Flash is a Bronze level Veteran-Friendly Employer in Michigan, as designated by the Michigan Veterans Affairs Agency (MVAA). We are dedicated to building great opportunities for Michigan Veterans.

What does 100% Employee-Owned Mean?

Crystal Flash has an employee stock ownership plan (ESOP) in which employees own shares through a trust funded by the company. The National Center for Employee Ownership (NCEO) has an article on working at an ESOP company for employee-owners and a research page with statistics on employee ownership and a compilation of studies on the benefits of employee ownership. But if you're curious about what it means to us, just ask any of our 300+ employee owners!

We are proud to announce that Crystal Flash has once again been recognized as one of aBest and Brightest Companies to Work For® in West Michigan for 2026. This marks the second year in a row of receiving this honor from the National Association for Business Resources.

In addition, we are thrilled to announce we have also been named one of aBest and Brightest Companies to Work for in the Nation for 2026.

Current Postings

Position:Commercial Sales Representative- Transport, Cylinders and Auto Gas

Location: Grand Rapids, MI

Job Id:107

# of Openings:1

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.

Crystal Flash is an equal opportunity employer (minorities/females/disabled/veterans). We recruit, employ, train, compensate and promote without regard to race, religion, creed, color, national origin, age, gender, sexual orientation, marital status, disability, veteran status or any other basis protected by applicable federal, state or local law.

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