Sales Manager

Haskel Thompson & Associates, LLC - Executive Recruiters; Pittsburgh (Allegheny County); On-site; USD 120,000 - 180,000; Full time

Job summary

Haskel Thompson & Associates, LLC - Executive Recruiters is seeking a Sales Manager to lead a VP of Sales track focused on growing commercial fuel sales across OH, Western PA, and NY. This hands-on leadership role combines hunter and developer duties to build a high-performing team.

The role demands 8-10+ years in commercial fuel sales, a proven track record, and willingness to travel. The position offers growth into executive leadership within 1–2 years.

Qualifications

• High school diploma required; degree in business or related field preferred.
• 8-10+ years of successful commercial fuel sales experience required; route sales experience preferred.
• Strong consultative selling, prospecting, and relationship-building skills.

Responsibilities

• Develop and execute strategic commercial fuel sales plans to drive profitable volume growth.
• Identify, prospect, and secure new commercial and fleet fueling accounts within assigned territories.
• Sell commercial fuel in quantities of 6,000 gallons or less.
• Conduct consultative sales presentations to understand customer needs and develop fueling solutions.
• Build and maintain long-term relationships with commercial customers.
• Negotiate pricing, contracts, and service terms while maintaining profitability.
• Lead by example through personal production and field activity while coaching sales reps.

Education

High school diploma

Business degree preferred

Tools

Salesforce

Job description

Title: Sales Manager – VP of Sales Track

Reports to: President / Executive Leadership

Employee Type: Full Time, Exempt

Job Type: Sales – Business Development

Location: OH, Western PA, & NY

Education: High school diploma required; degree in business or related field preferred.

Experience: 8-10+ years of commercial fuel sales experience required; route sales preferred

Phone: [phone]

Scope:

This is a hands-on leadership opportunity for a proven commercial fuel sales professional who can both hunt for new business and develop a high-performing sales team. The Sales Manager will be responsible for expanding commercial fuel volume, developing key territories, building strategic customer relationships, coaching salespeople, and establishing disciplined sales processes and performance expectations. The successful candidate will initially operate as a player-coach, generating new commercial business while recruiting, training, and mentoring sales representatives. As the organization grows, this individual will assume increasing responsibility for sales strategy, team performance, territory development, pricing, forecasting, and overall commercial sales execution. The long-term objective is for this individual to progress into the Vice President of Sales role within approximately 1–2 years, assuming successful performance and demonstrated leadership capability.

Responsibilities:

• Develop and execute strategic commercial fuel sales plans to drive profitable volume growth.
• Identify, prospect, and secure new commercial and fleet fueling accounts within assigned territories.
• Sell commercial fuel in quantities of 6,000 gallons or less.
• Conduct consultative sales presentations to understand customer needs and develop appropriate fueling solutions.
• Build and maintain long-term relationships with commercial customers.
• Negotiate pricing, contracts, and service terms while maintaining appropriate account profitability.
• Develop referral, networking, and prospecting strategies to consistently generate new business.
• Maintain an active pipeline and consistently achieve established sales, volume, revenue, and profitability objectives.
• Build and expand commercial fuel territories through hands-on field sales and market development.
• Identify underserved markets, target accounts, competitive opportunities, and potential areas for expansion.
• Establish a strong presence within assigned markets through customer visits, prospecting, networking, and industry relationships.
• Develop territory plans and prioritize opportunities based on revenue and profitability potential.
• Travel extensively throughout the territory to develop new business and strengthen customer relationships.
• Recruit, train, coach, and mentor commercial fuel sales representatives, including developing new salespeople with limited or no fuels industry experience, establishing clear performance expectations, and identifying future sales leaders.
• Lead by example through personal production and field activity while developing repeatable sales processes, training programs, and tools that support team growth.
• Monitor sales activity, pipeline development, customer acquisition, volume, revenue, and profitability; develop forecasts and provide regular performance updates to executive leadership.
• Analyze market conditions, competitive activity, customer needs, and sales performance to identify growth opportunities and inform territory strategy.
• Partner with Operations, Pricing, Billing, and Customer Service to ensure successful customer onboarding and ongoing account support.
• Help establish sales goals, territory plans, compensation structures, and performance metrics as the sales organization expands.
• Contribute to broader company strategy and business-development initiatives.

Qualifications:

• 8-10+ years of successful commercial fuel, fleet fueling, petroleum, energy, or related experience.
• Demonstrated success generating new business through prospecting and relationship development.
• Experience selling commercial fuel in quantities of approximately 6,000 gallons or less preferred.
• Proven track record of achieving sales, revenue, volume, and/or profitability objectives.
• Experience negotiating customer pricing, contracts, and service agreements.
• Strong consultative selling and business-development skills.
• Demonstrated ability to recruit, train, coach, and develop sales professionals.
• Previous sales leadership or management experience preferred; demonstrated leadership potential will also be considered.
• Strong understanding of commercial customer needs and the competitive fuel marketplace.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Strong organizational, analytical, prioritization, and time-management abilities.
• Self-motivated, entrepreneurial, and comfortable operating independently.
• Ability to manage a large geographic territory and travel extensively.
• Strong business judgment and problem-solving skills.
• Proficiency with Salesforce or other similar CRM systems and Microsoft Office applications.