Energy Sales & Service Specialist

Purpose and Summary Statement

Under the direction of the Energy Manager, the Sales and Service Specialist performs a consultative sales and service function to existing and prospective energy customers including, sales of petroleum products, propane, lubricants and DEF. Supports CSR, Service Techs, and Branch Staff with service, equipment, and product logistics to achieve maximum sales profitability and growth within the NWC trading area.

Essential Job Functions

Develops and implements clear and effective written marketing plans and sales strategies that generate profitable sales to existing and prospective customers in the assigned territory.

Sells value added services and products such as parts protection plans, payment plans, lubricants and DEF, in addition to petroleum and propane sales.

Ensures that NWC’s image and standards are maintained in relation to all loaned storage and pumping equipment.

Utilizes target marketing and professional sales techniques, prepares written proposals/quotations when calling on regular and prospective customers based on prospective customer lists from NWC sales history, branch staff, and other sources.

Creates and manages a customer value plan by providing value-added energy products, services, and recommendations on a frequent basis. This includes demonstrating products and services to assist patrons in selecting those best suited to their needs.

Maintains regular contact with customers to ensure high levels of customer satisfaction, and expedites the resolution of customer problems and complaints, by seeking a reasonable “win/win” solution.

Represents NWC at meetings, providing information, communications and general leadership at local events.

Maintains accurate area records and reports, records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, in order to develop a competitive analysis and to maximize territory potential.

Maintains a current knowledge of product applications, technical services, market conditions, competitive activities, advertising, and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.

Uses “Beyond Boundaries” lists to identify progressive customers and to coordinate the sharing of these lists between energy, agronomy, and feed sales representatives.

Quotes prices, and prepares sales contracts for orders obtained and promotes the use of credit programs as a sales tool and helps provide the required information to establish credit.

Adheres to all company policies, procedures, and business ethics codes in all areas, e.g.: safety, credit, proper management of assets, pricing, uniforms, etc.

Ensures that all customer orders, invoices, bills of lading and vendor bills of lading are complete, accurately extended and returned to the office for processing as soon as possible.

Maintains proper personal image and care of company assets, including maintenance and appearance of assigned company vehicle.

Working as part of the NWC team, ensures that company objectives, customer service levels, employee relations and inter- branch relations are improved and promoted.

Other Job Functions

Creates and participates in presentations during customer meetings and trades shows as required.

Follow the Occupational Health and Safety Act (OHSA) regulations for employees: use or wear any equipment, protective devices or clothing required by the employer; report any known workplace hazard to the employer or supervisor; report any known contravention of the Act or regulations to the employer or supervisor; not use or operate any equipment or work in a way that may endanger any worker.  Interested employees are encouraged to attend Joint Health and Safety (JHSC) Meetings, serve on the executive and become certified workers. All employees are required to participate in the representative selection process and to complete inspections with a Certified Worker when requested.

Participate in NWC training which includes, but not limited to, the mandatory Ministry of Labour course, NWC Health & Safety Standards and Policies, and Accessibility Policies (AODA).

May provide back-up for Drivers and Service Techs as required.

Performs other duties as assigned.


Normally requires a college diploma or university degree or equivalent experience in marketing or business, and 2 years prior related experience and knowledge of the business.

Uses appropriate interpersonal styles and communication skills oral and written, to effectively present information; Uses appropriate selling techniques and approaches when meeting with people from different levels, positions, and backgrounds. Explores needs; responds to questions; discusses solutions and options; describes features and benefits; demonstrates the added value of solutions to the customer; addresses objections and closes sales.

Proven ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Proven ability to plan and organize personal sales strategy by maximizing the return on time investment for the assigned territories. Ability to work independently, in a team-oriented environment, and achieve results through others.                                                                                                                                                                                                                                                            Demonstrated mathematical skills with the ability to calculate figures and amounts such as discounts interest, percentages, area, circumference, and volume.  Ability to apply these concepts of basic algebra and geometry.

Demonstrated ability to efficiently work with Microsoft office computer programs in order to maintain client database system, send and receive electronic mail, perform word processing, access information over the internet and develop spreadsheets or graphic documents to enhance business processes.

Demonstrated strong reasoning ability to solve practical problems and handle customer and/or operational issues and effectively explores alternatives and positions to reach outcomes that gain all parties’ support and acceptance.

Must have and maintain a valid driver’s license and a clean driving abstract, and additionally be able to obtain various licenses, permits and/or certificates as required for this position.

May be required to work extended hours, particularly during peak seasons. Occasional over-night travel may be required.

Normally trained in several of the following of the following: G3, G2, OBT, PM3, CPPI (petroleum handling), Fuel Fire and Spills Response, ROT (propane handling), Propane Pump Attendant, Lifting Devices (forklift and crane) and Transportation of Dangerous Goods.

May be required to be trained in the following: Chemical Handling and Spills Response, Defensive Driving Transportation of Dangerous Goods as well as Lifting Devices (forklift and crane).

Working Condidtions

Occasional lifting, carrying, and putting away product (e.g. cases of oil), weighing up to 25 kgs. may be required. On rare occasions may be required to lift product weighing 40 kgs.

Physical demands include moderate periods of standing, turning, pulling, reaching, crawling, bending, stooping in order to dip tanks to acquire samples of fuel for analysis. This position also requires frequent driving to various locations.

Most of the incumbent’s time is spent in a sitting position while working at a computer screen with opportunity to move about. Office work results in long periods of viewing data on a computer screen and/or on paper.

Work is completed both in a typical office environment and outdoors at various customer and NWC facilities. It is expected that the incumbent will spend approximately 80% of the time on the road and with customers. Travelling may include driving on gravel roads for extended periods, driving in winter conditions, and occasional storm-like conditions as well as some overnight stays may be required.

Additional hours or time outside of normal hours, may be necessary due to operational requirements.

This position has moderate exposure to dust, gas, fumes, chemicals such as diesel, gasoline, and propane.

CSA approved safety boots (and gloves while taking samples of fuel for analysis) are mandatory safety attire. Other personal protective equipment maybe required to be worn such as hard hats, coveralls, safety glasses, hearing protection, hi-vis attire and respiratory equipment.