Outside Bulk Fuel Sales

Location: Corporate Headquarters – Middletown, OH

Reports To: Stephen L. Hightower II, Chief Operations Officer

Hightowers Petroleum Co. is a national fuel distribution and energy solutions provider operating across the U.S., Canada, and Mexico. Guided by our core values—mutual respect, integrity, empowerment, and community service—we deliver high-quality petroleum products while building trusted relationships with customers and partners. We’re passionate about service, innovation, and creating positive change for our clients and communities.

The Outside Bulk Fuel Sales Representative is responsible for generating new business and growing existing accounts within an assigned territory. This role focuses on the sale of bulk petroleum products including gasoline, diesel, biodiesel blends, DEF, lubricants, and related fuel services to commercial, industrial, fleet, construction, agricultural, and government customers. This is a field-based role requiring strong relationship-building skills, strategic prospecting, and the ability to manage complex customer needs in a competitive marketplace.

• Identify, target, and secure new bulk fuel accounts within assigned territory.
• Develop and execute a territory growth strategy aligned with company objectives.
• Prospect through cold calling, networking, referrals, industry events, and strategic outreach.
• Prepare and present pricing proposals and fuel programs.

• Maintain and grow existing customer relationships.
• Conduct regular in-person customer visits.
• Monitor customer fuel volumes and identify growth opportunities.
• Address service concerns in partnership with operations and customer service teams.

• Maintain accurate CRM records and pipeline tracking.
• Forecast sales activity and projected gallon growth.
  
  Monitor market pricing trends and competitor activity.
• Achieve or exceed established sales volume and margin goals.

• Coordinate with operations, dispatch, credit, and accounting teams for seamless onboarding and service delivery.
• Partner with marketing on promotional initiatives.
• Assist with credit applications and collections support when necessary.

• 3+ years outside B2B sales experience (energy, transportation, construction, industrial, or related industry preferred).
• Proven track record of meeting or exceeding sales targets.
• Strong negotiation and closing skills.
• Ability to understand fuel pricing structures and margin management.
• Valid driver’s license and ability to travel within assigned territory.

• Experience in petroleum, fuel distribution, or related energy sector.
• Existing book of business within fleet, construction, agriculture, or industrial markets.
• Familiarity with rack pricing, OPIS, and market-based pricing strategies.

• Relationship Builder
• Self-Motivated & Results-Oriented
• Strategic Thinker
• Strong Financial Acumen
• Excellent Communication Skills
• Problem Solver

• Base salary plus commission structure.
• Health, dental, vision insurance.
• HSA contribution
• 401(k) with company match.
• Paid time off and holidays.

We are an Equal Opportunity Employer and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local laws.