Senior Wholesale Fuel Sales Executive

World Fuel Services; Auburn (CA); Hybrid; USD 90,000 - 180,000; Full time

Benefits offered by this job

Uncapped earnings potential

Comprehensive benefits

Global industry leader

Job summary

World Fuel Services is seeking a Senior Wholesale Fuel Sales Executive to drive new business growth across California, Nevada and Arizona. This remote role requires building relationships with distributors, jobbers, retailers, resellers and industrial buyers, while expanding the book of business and increasing gallons, revenue and gross profit.

You will negotiate pricing and contracts, deliver solutions, and partner with supply and operations teams to ensure dependable execution.

Qualifications

• 5+ years in wholesale or commercial fuel sales.
• Proven success growing a book of business.
• Experience negotiating pricing, contracts, and terms.

Responsibilities

• Drive new business growth across CA, NV, and AZ.
• Build and manage pipeline of wholesale fuel customers.
• Negotiate pricing and commercial agreements.
• Collaborate with supply and operations teams to ensure delivery.
• Maintain relationships and grow share of wallet.

Skills

Wholesale fuel sales

Commercial fuel sales

Fuel distribution

Relationship management

Education

Bachelor's degree in Business, Marketing, Supply Chain, or related field

Tools

CRM systems

Microsoft Office

Job description

At World Fuel, our employees are the key to our global success. We are industry leaders due to the innumerable talents of our approximately 5000 strong professional team. Our people thrive in an entrepreneurial and culturally-diverse environment, where innovative thinking, collaboration and efficient execution are highly valued. Our high-performance culture is what allows us to drive sustained growth. Stronger together, we promote an environment where individuals can thrive.

Senior Wholesale Fuel Sales Executive Remote | California, Nevada & Arizona Territory Travel: Approximately 30-40% throughout California, Nevada, and Arizona.

What You'll Do

• Drive New Business Growth Prospect, develop, and close new wholesale fuel customers throughout the assigned territory.
• Build relationships with fuel distributors, jobbers, retailers, resellers, and commercial and industrial fuel consumers.
• Develop and execute territory growth strategies focused on increasing gallons, revenue, and gross profit.
• Build and maintain a strong pipeline of opportunities through proactive prospecting and relationship development.
• Manage and Grow a Book of Business Own and manage a portfolio of wholesale fuel accounts.
• Maintain strong customer relationships and identify opportunities for additional volume and growth.
• Analyze customer supply needs and provide competitive fuel solutions.
• Retain existing business while expanding share of wallet across customer accounts.
• Negotiate and Deliver Solutions Structure and negotiate pricing, volume commitments, and commercial agreements.
• Sell both delivered transport fuel and FOB rack fuel supply solutions.
• Partner with supply and operations teams to ensure reliable execution and customer satisfaction.
• Resolve customer challenges and provide strategic recommendations based on market conditions.
• Market Intelligence and Relationship Management Stay informed on fuel market trends, pricing, terminal activity, supply conditions, and competitive dynamics.
• Maintain a strong presence within the market through customer visits, networking, and industry events.
• Serve as a trusted advisor to customers on supply strategy and market opportunities.

What We're Looking For

Required Qualifications

• 5+ years of wholesale fuel sales, commercial fuel sales, fuel distribution, or related energy sales experience.
• Demonstrated success winning new business and growing customer relationships.
• Proven ability to develop, manage, and grow a book of business.
• Experience negotiating pricing, contracts, and commercial agreements.
• Knowledge of fuel pricing, supply points, terminals, freight economics, and wholesale market dynamics.
• Experience achieving volume, revenue, and profitability goals within an assigned territory.
• Strong communication, presentation, and relationship-building skills.
• Proficiency with CRM systems and Microsoft Office applications.
• Valid driver's license and ability to travel throughout the assigned territory.

Preferred Qualifications

• Established relationships within wholesale fuel, fuel distribution, fuel marketing, transportation fuel, or commercial fuels markets.
• Direct experience selling delivered transport fuel and/or FOB rack fuel supply.
• Existing customer relationships within California, Nevada, and Arizona.
• Experience selling to fuel distributors, jobbers, retailers, resellers, or commercial and industrial fuel consumers.
• Bachelor's degree in Business, Marketing, Supply Chain, or a related field.

What Makes You Successful

You are: Entrepreneurial and highly self-motivated. A skilled business developer who enjoys opening new accounts. Comfortable operating independently and managing your own territory. Driven by growth, profitability, and customer success. Credible with business owners, purchasing leaders, distributors, and senior decision-makers. Able to build trust quickly and maintain long-term customer relationships.

Why Join World Fuel?

• Opportunity to build and grow your own territory.
• High visibility within a growing wholesale fuels business.
• Strong operational, supply, and customer support infrastructure.
• Uncapped earnings potential.
• Collaborative culture with the resources of a global industry leader.
• Ability to make an immediate impact on business growth.

Compensation & Benefits

Base Salary: $75,000 annually Incentive Compensation: Uncapped commission plan based on fuel volume and gross profit performance. For California applicants, the expected pay for this position is $75,000 annually plus uncapped commission opportunities. In addition to base salary and incentive compensation, World Fuel offers a comprehensive benefits package, including medical, dental, vision, retirement savings, paid time off, and other employee benefit programs.

World Fuel is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

World Fuel Services, Inc. At World Fuel, our people "Fuel Their Careers". We work in more than 150 locations worldwide and come from a diverse range of cultural backgrounds that offer an equally diverse range of skills. As a global leader in the fuel industry, World Fuel offers exceptional individuals the opportunity to become part of a truly successful international corporation. We are proud to be among the Fortune 100 companies.

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