Meet Jon Gilbert, Director of Business Development at Qualpay

Describe your current role at your company. 

I lead business development for Qualpay in the propane and energy industry. My role is focused on helping marketers reduce processing costs, modernize how they manage payments and improve back-office efficiency through better technology, reporting and best practices. 

What would you say is the best lesson you’ve learned in your career? 

One of the best lessons I’ve learned comes from ‘The Obstacle Is the Way’: the challenge is often the path forward. The moments that feel like setbacks are usually where the most growth and opportunity come from. If you stay focused, adaptable and keep moving, the obstacle often becomes the opportunity. 

How do you personally, as well as your company, contribute to a promising future for the propane industry? 

I’m passionate about helping propane marketers keep more margin by reducing fees and simplifying operations. At Qualpay, we support the industry with a fully integrated payments platform, deep integrations with industry software and ongoing education through association partnerships. 

What’s the most interesting area of the propane industry right now? 

The most interesting area right now is modernization, and it is a great opportunity for change across the industry. As card fees rise and customer expectations shift toward digital-first billing, propane marketers are investing in better technology, automation and more actionable payment data. The transition of many family-owned businesses to the next generation is accelerating this shift even further. 

What skill do you think everyone in your role or a similar one should learn? 

In business development, I think the most important skill is learning to stay process-driven. In a relationship industry like this, timing and trust matter, and results don’t always come on your schedule. So, show up prepared, stay disciplined, play the long game and don’t take things personally. 

What do you see as some of your greatest personal accomplishments? 

A few highlights for me are running a 4:38 mile, competing in the National Championships for ultimate frisbee and summiting Mount Rainier. Most importantly, I’m proud of being present for my family and keeping a healthy work-life balance. 

Have you ever felt imposter syndrome? How did/do you overcome it? 

All the time. I’ve learned to overcome it by staying prepared, staying curious and remembering that growth comes from leaning into challenges, not avoiding them. 

In what ways do you prioritize collaboration and teamwork, and how does this foster innovation and growth? 

I stay involved by actively participating on committees with state and industry associations like the National Propane Gas Association, Women in Propane, the Pennsylvania Petroleum Association and the Southeast Propane Alliance. I try to treat every relationship as a partnership. The best results happen when marketers, associations and vendors collaborate openly because it drives better solutions and faster innovation. It’s also the best way to keep a finger on the pulse of the industry. 

If you could only eat one meal for the rest of your life, what would it be? 

Huevos rancheros. No question. 

Which historical figure would you most like to meet? 

Marcus Aurelius. The great philosopher and Roman emperor. 

Do you have any pets? 

If so, tell us about them! I have a calico cat, Arya. 

What are some of your hobbies outside of work? 

I’ve been a diehard New England Patriots fan for as long as I can remember, and outside of work I enjoy hiking, trail running, ultimate frisbee, golf, card games and Dungeons & Dragons.