Packaged Regional Sales Manager - Bulk Propane

Matheson Tri-Gas; United States; On-site; USD 135,000 - 150,000; Full time

Job summary

Matheson Tri-Gas is seeking a Regional Sales Manager for Bulk Propane to lead Zone-wide residential and commercial propane growth, pricing, and market expansion. You will build and execute strategies, guide propane sales resources, and align commercial priorities with operations, safety, and customer service.

You will collaborate with Regional General Managers, Site Managers, and Finance to drive annual business planning, forecasting, and profitability.

Qualifications

• Experience in propane, industrial gases, or related energy/distribution sectors.
• Experience managing multi-location territories.
• Experience developing pricing and marketing strategies.
• Experience analyzing operational and financial performance metrics.
• Experience with market expansion activities.

Responsibilities

• Develop and execute the Zone-wide residential and commercial propane growth strategy.
• Identify opportunities to increase market share, customer density, and geographic expansion.
• Lead annual business planning, forecasting, and growth initiatives for the propane business.
• Evaluate market trends, customer demand, and competitive activity.
• Lead, coach, and develop propane sales resources with clear performance goals.
• Drive customer acquisition, retention, and profitable gallon growth across all propane segments.
• Implement consistent sales processes and pipeline management across the Zone.
• Collaborate with leadership to ensure growth aligns with safety and compliance.
• Present performance and growth initiatives to senior leadership.
• Travel frequently to cover assigned geography.

Skills

Propane industry

Sales leadership

Pricing strategy

Market expansion

Forecasting

Cross-functional collaboration

Education

Associate's Degree

Bachelor's Degree in Business Administration, Marketing, Management, Finance, Economics, or related field

Job description

Job Summary

The Regional Sales Manager - Bulk Propane provides Zone-wide commercial leadership for the company's residential and commercial bulk propane business. This position develops and executes strategies focused on profitable gallon growth, customer acquisition and retention, pricing, marketing, market expansion, and competitive positioning.

The Regional Sales Manager leads and develops dedicated propane sales resources and establishes consistent sales processes, performance expectations, and customer-development strategies across the Zone. The role serves as the commercial subject matter expert for propane market dynamics, customer buying behavior, seasonality, competitive activity, and emerging growth opportunities.

Working closely with Regional General Managers, Site Managers, the Operations Manager - Bulk Propane, Finance, Marketing, and other functional leaders, the Regional Sales Manager aligns commercial priorities with local P&L objectives, operational capacity, safety requirements, and customer service expectations. Regional General Managers retain responsibility for local P&L performance and site leadership, while the Regional Sales Manager provides focused leadership for Zone-wide propane strategy and commercial execution.

The Regional Sales Manager reports to the Zone Vice President and is responsible for providing clear recommendations, transparent performance reporting, and disciplined execution of the Zone's long-term propane growth strategy.

Pay Range

Pay Range: $135K - $150K + Commission

Essential Functions

• Develop and execute the Zone-wide residential and commercial propane growth strategy.
• Identify and pursue opportunities to increase market share, customer density, and geographic expansion.
• Lead annual business planning, forecasting, and growth initiatives for the propane business.
• Evaluate market trends, customer demand, competitive activity, and emerging growth opportunities.
• Lead, coach, and develop dedicated propane sales resources while establishing clear performance expectations and growth objectives.
• Drive customer acquisition, retention, contract penetration, and profitable gallon growth across all propane segments.
• Implement consistent sales processes, territory plans, and pipeline-management disciplines across the Zone.
• Partner with Regional General Managers and Site Managers to support customer onboarding, market development, and commercial execution.
• Develop and execute pricing strategies that balance growth, margin performance, and competitive positioning.
• Monitor gallons sold, revenue, gross margin, price realization, churn, and customer profitability.
• Analyze business performance and provide recommendations to improve commercial results and profitability.
• Support budgeting, forecasting, and business-review processes through data-driven analysis and reporting.
• Develop propane-specific marketing strategies and customer-acquisition programs for residential and commercial markets.
• Partner with Corporate Marketing to implement scalable and measurable campaigns across the Zone.
• Lead customer-retention initiatives designed to improve loyalty, contract penetration, and long-term customer value.
• Evaluate market feedback, campaign performance, and customer trends to identify opportunities for improvement.
• Partner with Regional General Managers to align commercial priorities with regional business objectives and local market conditions.
• Collaborate with the Operations Manager - Propane to ensure growth initiatives are aligned with operational capacity, safety, and compliance requirements.
• Work closely with Finance, Marketing, Customer Service, Supply Chain, and other functional teams to remove barriers to growth.
• Present business performance, strategic recommendations, and growth initiatives to senior leadership.

Required for All Jobs

• Performs other duties as assigned.
• Complies with all policies and standards.

Education

• Associate's Degree
• Bachelor's Degree in Business Administration, Marketing, Management, Finance, Economics, or related field (Preferred)

Work Experience

• Experience within propane, industrial gases, energy distribution, fuel distribution, HVAC, utilities, construction, agriculture, or related industries.
• Experience managing multi-location territories.
• Experience developing pricing and marketing strategies.
• Experience analyzing operational and financial performance metrics.
• Experience with acquisition integration and market expansion activities.
• 4-6 years (Preferred)
• Minimum 5 years of experience leading teams, projects, or business initiatives.
• 7-9 years (Required)
• Minimum 7 years of sales, business development, operations, or leadership experience.

Knowledge, Skills and Abilities

• Propane industry fundamentals and distribution business models.
• Residential and commercial customer buying behaviors.
• Pricing strategies and margin management.
• Sales management and business development practices.
• Customer retention and loyalty strategies.
• Forecasting and territory planning.
• Financial performance metrics and profitability analysis.
• Contract management principles.
• Competitive market analysis.
• Marketing strategy and customer acquisition programs.
• Strategic planning.
• Leadership and team development.
• Consultative selling.
• Customer relationship management.
• Negotiation and influencing skills.
• Financial analysis.
• Data interpretation and reporting.
• Presentation and public speaking.
• Territory management.
• Market analysis.
• Problem solving and decision-making.
• Executive communication.
• Cross-functional collaboration.
• Drive growth through influence rather than direct authority.
• Translate business data into actionable growth initiatives.
• Balance short-term execution with long-term strategic planning.
• Build strong partnerships across operations, sales, finance, and leadership teams.
• Identify market opportunities and develop scalable growth plans.
• Lead organizational change and business transformation initiatives.
• Manage multiple priorities across a large geographic footprint.
• Make sound business decisions in dynamic and seasonally driven environments.
• Travel frequently throughout the assigned geography.
• Communicate effectively with frontline employees, customers, and executive leadership.

Physical Demands/Working Conditions

Physical Demands Category:

• Stationary Position
• Move/Traverse
• Stationary Position/Seated
• Transport/Lifting
• Transport/Carrying
• Exerting Force/Pushing
• Exerting Force/Pulling
• Ascend/Descend
• Balancing
• Position Self/Stooping
• Position Self/Kneeling
• Position Self/Crouching
• Position Self/Crawling
• Reaching
• Handling
• Grasping
• Feeling
• Communicate/Talking
• Communicate/Hearing
• Repetitive Motions
• Coordination

Travel Requirements

Estimated travel: 40-60%. Frequent local and regional travel to customer sites, prospect facilities, industry events, and company locations.

The Company is an Equal Opportunity Employer that complies with the laws and regulations set forth under EEOC. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. EOE AA M/F/VET/Disability