Senior Wholesale Fuel Sales Executive

World Fuel Services, Inc.; Escondido (CA); Remote; USD 75,000 - 150,000; Full time

Benefits offered by this job

Medical benefits

Uncapped earnings potential

Paid time off

Job summary

World Fuel Services, Inc. is seeking a Senior Wholesale Fuel Sales Executive to drive growth across the Western United States. This field-based role rewards proactive prospecting, relationship-building with distributors, jobbers, retailers, and industrial customers, and ownership of a high-potential territory.

You will sell delivered transport fuel and FOB rack supply, negotiate contracts, analyze market conditions, and maintain a strong pipeline while traveling 30–40% across CA, NV, and AZ.

Qualifications

• 5+ years of wholesale fuel sales or related energy sales experience.
• Proven ability to win new business and grow customer relationships.
• Experience negotiating pricing, contracts, and commercial agreements.

Responsibilities

• Prospect, develop, and close new wholesale fuel customers.
• Own and manage a portfolio of wholesale fuel accounts; grow share of wallet.
• Negotiate pricing, volume commitments, and commercial agreements.
• Stay informed on fuel market trends, competition and supply conditions.

Skills

Sales experience

Relationship building

CRM proficiency

Travel readiness

Negotiation

Education

Bachelor's degree (Business/Marketing/Supply Chain)

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.

Bring Your Industry Relationships. Grow Your Market. Drive Results.

At World Fuel, we're expanding our wholesale fuels business across the Western United States and are looking for an experienced Wholesale Sales Executive to help drive growth.

This is not an entry-level sales opportunity. We are seeking a proven wholesale fuels professional who understands the market, has established customer relationships, and a demonstrated track record of winning new business and growing a book of business.

As a Wholesale Sales Executive, you will own your territory, build and manage a book of business, and sell both delivered transport fuel and FOB rack supply solutions. You'll partner with customers to develop reliable fuel supply strategies while driving volume, profitability, and long-term relationships.

This is a highly autonomous, field-based role ideal for a motivated sales professional who thrives on winning new business and growing customer accounts.

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.