Sales Professional

Colonial Group; Columbia (SC); Hybrid; USD 90,000 - 140,000; Full time

Job summary

Colonial Oil Industries, Inc. in the Southeast seeks a Strategic Accounts & Lubrication Specialist – Sales Representative to drive growth in the lubricant, industrial, commercial, and fleet segments.

The hybrid role blends strategic account management with hands-on lubrication expertise to improve equipment performance and uptime. You will build long-term relationships with maintenance managers, fleet supervisors, and purchasing agents, deliver tailored proposals, and collaborate with internal

Qualifications

• Lubrication distribution or related technical field experience preferred.
• Proven B2B sales and high-value account management.
• Strong lubrication fundamentals and equipment maintenance knowledge.
• Excellent communication and negotiation skills.
• Experience with CRM systems.
• Willingness to travel within the territory.

Responsibilities

• Identify and secure new business opportunities across assigned territories.
• Develop consultative relationships with key customers and conduct on-site visits.
• Prepare tailored proposals and quotes; meet monthly and annual targets.
• Collaborate with operations, logistics, and credit teams to ensure seamless service.
• Provide lubrication expertise and troubleshooting support as needed.
• Maintain detailed CRM records and forecast pipeline.

Skills

Lubrication expertise

B2B sales

Account management

CRM proficiency

Negotiation

Independent work

Travel within territory

Education

Bachelor’s degree in Business, Engineering, Chemistry, or related field

Certifications such as MLT I/II, CLS, MLA, MLE, or OMA

Tools

CRM systems

Microsoft Office Suite

Job description

Colonial Oil Industries, Inc. (COI) is one of the largest independent oil companies in the Southeast and has been serving the region since 1921. With strategic ocean terminals in Savannah, GA, Charleston, SC, and Jacksonville, FL, along with numerous terminals along the Colonial and Plantation Pipeline, COI has an extensive network to supply gasoline and diesel fuel to the Southeast. Colonial Oil, Inc. is a wholly‑owned subsidiary of Colonial Group, Inc

Position Overview

The Strategic Accounts & Lubrication Specialist – Sales Representative is responsible for driving sales growth, managing key customer relationships, and providing expert technical support within the lubricant, industrial, commercial, and fleet sectors. This hybrid role blends strategic account management, consultative selling, and hands‑on lubrication expertise to help customers improve equipment performance, reduce downtime, and optimize their lubrication programs. You will serve as a trusted advisor to both strategic accounts and daily‑route customers while collaborating with internal teams to ensure seamless service and support.

Key Responsibilities

Sales, Business Development & Strategic Account Management

• Identify, pursue, and secure new business opportunities across assigned territories and verticals.
• Develop and maintain long‑term, consultative relationships with key customers, including maintenance managers, fleet supervisors, and purchasing agents.
• Create and execute strategic account plans to achieve sales, revenue, and margin goals.
• Conduct regular on‑site visits, plant walk‑throughs, and customer meetings.
• Prepare and deliver tailored proposals, quotes, and solution recommendations.
• Meet or exceed monthly and annual sales targets.
• Serve as the voice of strategic customers internally, advocating for their needs.
• Collaborate with existing sales representatives to support lubrication opportunities, providing technical expertise and guidance.
• Handle, track, and convert all lubrication‑related referrals sent by internal sales teams.
• Identify and pass along qualified fuel sales leads to the appropriate sales representatives to help support overall company growth.

Technical Expertise & Lubrication Support

• Act as the subject‑matter expert on lubricants, greases, hydraulic fluids, and specialty products.
• Conduct lubrication surveys, site assessments, equipment inspections, and oil analysis interpretation.
• Assist customers in selecting proper lubricants based on OEM requirements and application conditions.
• Provide troubleshooting support for lubrication‑related issues such as contamination, wear, and viscosity breakdown.
• Train customers and internal staff on lubrication fundamentals, best practices, and safety protocols.
• Support sampling procedures, oil analysis program implementation, and condition monitoring when applicable.

Cross‑Functional Collaboration

• Work closely with operations, logistics, technical services, supply chain, and credit teams to ensure smooth onboarding and exceptional service delivery.
• Coordinate with manufacturers to share field insights and support new product launches.
• Assist with administrative tasks including credit approvals, account setup, and resolving billing or payment issues.

Market Intelligence & Reporting

• Monitor industry trends, competitive activity, and customer feedback to identify opportunities and mitigate risks.
• Maintain detailed customer records, activity logs, pipeline development, and forecasts using CRM tools.
• Participate in planning sessions, QBRs, and strategic growth initiatives.

Qualifications

Required

• Experience in lubrication, oil distribution, industrial sales, or related technical fields strongly preferred.
• Proven B2B sales and account management success, with the ability to manage complex or high‑value accounts.
• Strong technical understanding of lubrication fundamentals, equipment, and maintenance practices.
• Excellent communication, presentation, negotiation, and problem‑solving skills.
• Proficiency with CRM systems and Microsoft Office Suite.
• Ability to work independently, manage time effectively, and travel within assigned territory

Preferred

• Bachelor’s degree in Business, Engineering, Chemistry, or a related field (or equivalent experience).
• Certifications such as MLT I/II, CLS, MLA, MLE, or OMA.
• Experience with oil analysis programs and condition monitoring.
• Familiarity with industrial, automotive, or marine lubrication systems.

Performance Metrics & KPIs

• Achievement of monthly and quarterly sales and margin targets.
• Growth of strategic accounts and conversion of new opportunities.
• Number and quality of weekly in‑person customer visits.
• Accuracy and timeliness of CRM data and forecasts.Execution of account plans and follow‑through on customer commitments.
• Participation in reviews, planning sessions, and continuous improvement initiatives.

Physical Requirements

• Ability to stand, walk, and conduct facility tours in industrial environments.
• Ability to sit, drive, and work on a computer for extended periods.
• Lift and move product samples (up to 40–50 lbs).
• Work in varying indoor/outdoor conditions as required.
• Travel required to maintain and grow customer relationships.

Eligibility Requirements: Hiring is contingent upon eligibility to work in the United States.

Colonial Group, Inc. is committed to creating an environment that values and supports diversity and inclusiveness across our organizations. We encourage applications from qualified individuals who will help us achieve this mission. Colonial Group, Inc. prohibits discrimination of and will receive consideration for employment without regard to race, color, religion, sex, age, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status.