Business Development Sales Representative

SALES REPRESENTATIVE – PETROLEUM EQUIPMENT, CONSTRUCTION & SERVICE

(Job Description Last Updated 7/23/2025)

JOB TYPE: FULL-TIME

DEPARTMENT: Business Development

POSITION REPORTS TO:  Senior Manager of Business Development

POSITION LOCATION: Rancho Cucamonga

Overview:

We are seeking a high-performing Sales Representative to help drive growth in our petroleum equipment, fueling system construction, and maintenance service lines. This role requires someone who understands—or is eager to learn—the operational challenges and compliance demands faced by retail and commercial fueling clients. Ideal candidates will bring proven B2B sales expertise, strong relationship-building skills, and the ability to navigate technical proposals in a fast-paced, service-oriented environment.

This is not a generic sales role. You’ll be a trusted advisor to fuel retailers, contractors, C-store owners, and fleet operators—offering tailored equipment solutions, turnkey construction services, and regulatory-compliant maintenance programs.

JOB DESCRIPTION: This is a sales representative position with responsibility to grow our sales and profitability of Equipment, Construction, and Service.

KEY METRICS (KPIs):

Aside from meeting monthly sales and gross margin targets, key sales metrics include:

• Monthly performance against target for quotations
• Monthly performance against target for order conversions
• Sales Funnel Size

ESSENTIAL JOB FUNCTIONS: 

• Maintain a professional apperance and manner.
• Proactively identify, pursue, and close sales opportunities in retail and commercial fueling markets through networking, cold outreach, and existing industry contacts.
• Engage in person, by phone call, and through other communication channels with fuel system owners, General Contractors, and facilities managers to understand operational needs, compliance drivers, and long-term service requirements.
• Develop and present customized proposals, within the Jonas system quote module, for equipment installations, construction projects, and ongoing service contracts that deliver ROI for the client and margin for the business.
• Own the full sales cycle from initial contact through negotiation and contract close, in partnership with estimating, project management, and service dispatch teams.
• Represent the company at industry events, trade shows, and customer site job walks to stay visible in the market and identify emerging opportunities.
• Consistently maintain detailed activity tracking, pipeline forecasting, and customer notes in the CRM system.
• Serve as a liaison between clients and internal stakeholders to ensure delivery excellence and repeat business.

KEY RELATIONSHIPS: Collaborates extensively with Western Pump’s Service and Construction Teams, Project Estimator, and Supply Chain to ensure timely delivery of proposals.

EXPERIENCE AND ABILITIES:

• Education – High School diploma or GED required; college degree preferred
• Experience - Minimum 2 years of B2B sales, preferably in construction, equipment, or service-based industries.
• Strong Sales skills and proficiency required.
• Basic proficiency in Microsoft Office applications.
• Must be eligible to work in the United States without sponsorship.

JOB SAFETY REQUIREMENTS

• Follow and promote all safety protocols during work hours while working, driving, loading, lifting, moving any tools, equipment, furniture, or storage units.
• When required on job sites/job walks wear safety boots and other Personal Protective Equipment (safety vest, safety glasses, noise protection, fall protection, etc.).

CORE VALUES:

• Must support and abide by our Core Values
  1. Be Passionate
  2. Earn Trust with Action
  3. Deliver Exceptional Value
  4. Be Humble
  5. Create Shared Success

CORE COMPETENCIES: 

• The following core competencies are essential for success in the role.
  1. Safety
  2. Communication & Listening
  3. Job Knowledge
  4. Customer Service
  5. Teamwork
  6. Dependability
  7. Initiative & Results Orientation
  8. Project and Task Management
  9. General Management Mindset

ESSENTIAL PHYSICAL DEMANDS: Stand and walk for extended periods; mobility and balance for walking jobsites, ability to operate a vehicle safely; lift or carry up to 20 pounds; vision acuity for driving, computer use; and hearing acuity for in-person conversations, online meetings, mobile phone use.

TRAVEL REQUIREMENTS: Out of town travel 1% of time

OTHER INFORMATION:

• Drug-testing and proof of citizenship or immigration status is a requirement of employment. The E-Verify system is used to confirm employment eligibility. 
• Western Pump is an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristics protected by federal, state, or local laws.