Commercial & Industrial Sales Representative

Job Details Level: Experienced

Job Location:

Odessa Pico - Odessa, TX 79761

Position Type:
Full Time Education Level: High School Job Category:
Sales Who We Are

Pico Propane and Fuels provides propane, refined fuels, lubricants, equipment, and energy solutions for commercial, industrial, agricultural, and residential customers, combining dependable local service with practical operating support. Pico proudly operates as part of Meritum Energy Holdings, a company serving Texas, New Mexico, Florida, Oklahoma, Arkansas, Missouri, Kansas and North Carolina. Known for our unwavering commitment to safety, service excellence, and community partnership, we proudly stand by our company motto:
We Sell Service.

We're committed to supporting our team members with benefits that match our values of safety, service and stability. Here's what you can expect:

• Competitive base salary plus performance-based commission
• Company vehicle or vehicle allowance
• 401(k) with 6% company match
• Health and vision insurance
• Company paid dental insurance
• Company paid AD&D and life insurance
• Paid time off with rollover hours
• Referral bonus program

Pico is seeking a highly motivated Commercial & Industrial Sales Representative to grow market share across West Texas and Southwestern New Mexico by developing new business with local commercial and industrial customers. Target accounts include warehousing, manufacturing, fleets, contractors, agriculture, power generation, material handling, municipalities, healthcare, schools, and other commercial users.

This position is based in Odessa, TX; we are also open to candidates based in Midland, TX or Roswell/Carlsbad, NM.

While the representative may encounter energy-related customers throughout the territory, the primary objective is to build a diverse, sustainable book of local commercial and industrial accounts across the communities Pico serves.

The successful candidate will be a proactive hunter who can identify prospective customers, understand their operating requirements, and recommend practical solutions involving fuels, lubricants, tanks, equipment, and fuel-management services. The representative will develop opportunities across Pico's portfolio, including propane, refined fuels, DEF, lubricants, tanks, dispensing equipment, on-site fueling, fuel-management systems, fleet-fueling solutions, propane material-handling applications, towable LP generators, and light-commercial backup-power products.

• Develop and execute a territory strategy focused on profitable commercial and industrial growth
• Prospect, qualify, and secure new customers for propane, fuels, lubricants, equipment, generators, and fuel-management services
• Build a consistent pipeline through field prospecting, cold calling, referrals, networking, community involvement, and targeted account development
• Build relationships with owners, plant managers, fleet managers, facility managers, purchasing teams, agricultural operators, and operations leaders
• Maintain accurate CRM records, monitor market conditions, and support customer retention
• Meet or exceed established goals for new accounts, gallons, lubricant volume, equipment sales, gross margin, and overall territory growth
• Perform other related duties as assigned

The absence of specific statements of duties does not exclude those tasks from the position if the work is similar, related, or a logical assignment of the position.

• High School Diploma, GED, or equivalent combination of education and relevant experience required
• Two or more years of outside sales experience required, preferably in B2B sales, territory development, or commercial account acquisition
• Experience selling to commercial, industrial, agricultural, fleet, or institutional customers strongly preferred
• Direct experience in propane, refined fuels, petroleum distribution, lubricant sales, industrial services, fleet services, equipment sales, commercial trades, agriculture, or material handling preferred

• Proven ability to prospect independently and generate new business rather than relying primarily on existing accounts or inbound leads
• Strong relationship-building, presentation, negotiation, and closing skills
• Highly self-motivated, organized, persistent, and comfortable working independently in a field-based position
• Ability to manage a large geographic territory and prioritize opportunities based on volume, profitability, and strategic value
• Proficient with computers and able to learn CRM and other software tools as needed

The physical requirements described here are representative of those that must be met by the incumbent to successfully perform the essential functions of this job.

• Valid driver's license and willingness to travel extensively throughout the assigned territory
• Prolonged periods of driving between customer sites across the territory
• Occasionally required to stand, walk, reach with hands and arms, stoop,…