Director of Sales - Natural Gas Solutions

Who We Are

Pico is a leading provider of propane, natural gas, diesel, and other mobile energy solutions throughout Texas, New Mexico, Florida 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.

Why Join Us?

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 hourly wage

- 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 programs

Job Summary

We are seeking a dynamic and results-driven Director of Sales – Natural Gas Solutions to lead and grow our virtual pipeline business (CNG, LNG, and mobile gas processing). This division operates within our broader energy solutions portfolio, which includes propane, fuels, and lubricants. The Director of Sales will be responsible for building and managing a high-performing sales and marketing function dedicated to natural gas solutions, while leveraging the existing legacy fuels sales team and strategically adding dedicated sales representatives as the division grows.

The ideal candidate will bring an established book of business, deep expertise in virtual pipeline operations, and a proven ability to drive aggressive sales growth. This role requires a strategic thinker with strong analytical, pricing, and financial modeling skills, as well as a hands-on, entrepreneurial mindset to create forceful momentum in the market.

Duties/Responsibilities:

Sales Leadership

- Lead the sales strategy, planning, and execution for the CNG, LNG, and mobile gas processing division.

- Build, mentor, and expand a team of sales professionals dedicated to natural gas solutions.

- Partner with the Director of Sales (Legacy Fuels) to optimize cross-selling opportunities and leverage the existing sales team.

Business Development & Client Management

- Develop new strategic accounts and grow existing relationships to drive market share and revenue growth.

- Maintain and expand a personal book of business within the virtual pipeline sector.

- Negotiate and structure commercial agreements to maximize profitability.

Financial & Analytical Management

- Utilize Tableau dashboards to monitor performance, calculate commissions, and analyze key sales metrics.

- Create pricing models, profitability forecasts, and ROI analyses for new projects and opportunities.

- Collaborate with leadership to set and achieve aggressive revenue and gross profit targets.

Marketing & Strategy

- Partner with marketing and data analytics teams to develop targeted campaigns and strategic growth plans.

- Identify emerging trends, customer needs, and competitive dynamics in the natural gas marketplace.

Hands-On Execution

- Take direct ownership of key accounts and critical opportunities when needed.

- Drive momentum across the division by leading from the front, setting the tone for performance and accountability.

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.

Qualifications & Experience:

Required

- 5+ years of progressive sales experience, with at least 2 years in CNG, LNG, or virtual pipeline solutions.

- Proven track record of success in business development and revenue growth in the energy sector.

- Established book of business within the virtual pipeline/natural gas market.

- Strong financial acumen with the ability to create project models, strategic pricing, and profitability analyses.

- Advanced proficiency in MS Excel and familiarity with Tableau dashboards.

- Excellent negotiation, communication, and leadership skills.

Preferred

- Experience managing cross-functional sales teams across multiple product lines (e.g., propane, fuels, lubricants).

- Bachelor’s degree in Business, Marketing, Engineering, or related field.

- Entrepreneurial mindset and ability to work in a fast-paced, growth-oriented environment.

Physical, Mental, and Behavioral Requirements:

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.

- Regularly and safely lifts, carries, and handles supplies and equipment weighing at least 20 - 30 pounds

- Prolonged periods sitting at a desk and working on a computer

- The employee is occasionally required to stand, walk, reach with hands and arms, stoop, kneel, crouch

- Must pass pre-employment screening and background check

- Position may require working evening hours and weekends as needed

The above statements are intended to describe the general nature and level of work that is expected to be performed. They are not intended to be construed as an exhaustive listing of all responsibilities, duties and skills required. Also, whether particular duties or demands listed above or elsewhere are “essential” is a case-by-case determination, depending on the operational realities and staffing at the individual location. For questions about whether a particular function is essential in your particular role, please contact HR at (210) 876-3560.

Pico Propane and Fuels is an equal opportunity employer to all qualified applicants regardless of age, color, national origin, citizenship status, physical or mental ability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, marital status, status with regard to public assistance, status as a disabled veteran and/or veteran of the Vietnam War Era or any other characteristic protected by federal, state, or local law.