LSales Professional

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.

Job Title:
Strategic Accounts Specialist - Lubricants

Location: Georgia
Employment Type: Full-Time

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.

• 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.

• 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.

• 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.

• 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.

• 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…