Sales Professional

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

Job summary

Colonial Group in Columbia, SC is seeking a Strategic Accounts & Lubrication Specialist - Sales Representative to drive growth across lubricant, industrial, commercial, and fleet sectors through consultative selling and expert lubrication support.

You will manage key accounts, conduct on-site visits, develop strategic account plans, deliver tailored proposals, and collaborate with operations, credit, and technical teams to ensure seamless service.

Qualifications

• Experience in lubrication, oil distribution, industrial sales, or related technical fields.
• Proven B2B sales and account management success with high-value accounts.
• Strong understanding of lubrication fundamentals and equipment maintenance.
• Excellent communication, presentation, negotiation and problem-solving skills.
• Proficiency with CRM systems and Microsoft Office.

Responsibilities

• Identify, pursue, and secure new business opportunities across territories and verticals.
• Develop and maintain long-term consultative relationships with key customers.
• Create and execute strategic account plans to hit sales, revenue, and margin goals.
• Conduct on-site visits, plant walk-throughs, and customer meetings.
• Prepare tailored proposals, quotes, and solution recommendations.
• Meet or exceed monthly and annual sales targets.
• Collaborate with internal teams to provide technical expertise and guidance.
• Assist with administrative tasks including credit approvals and account setup.

Skills

Lubrication knowledge

B2B sales

Account management

CRM software

Communication skills

Travel willingness

Education

Bachelor's degree

Certifications (MLT I/II, CLS, MLA, MLE, OMA)

Tools

CRM systems

Microsoft Office

Job description

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.