Position DescriptionJob Title: Vice President of Wholesale Fuels
This leader will be responsible for driving profitable growth across both wholesale and commercial and industrial (C&I) channels, coordinating execution across sales, supply, logistics, and support functions. With a deep understanding of the fuel industry and a strong leadership presence, the VP of Wholesale Fuels will serve as a key strategic voice in the business and a champion of our customers in the field. Some responsibilities may include:
Sales Strategy & Execution|Growing fuel volume, margin, and customer value
- Provide strategic leadership to grow fuel volume and gross profit through both wholesale and C&I channels, supporting the company's long-term growth and financial targets.
- Collaborate with the Leadership Team to build and execute the annual sales plan, including budgeting, revenue forecasting, and performance tracking.
- Identify and evaluate new sales opportunities-across wholesale, commercial/industrial, and government, channels-and develop corresponding go-to-market strategies.
- Coordinate cross-functional execution across sales, sales support, supply, and logistics to ensure customer expectations are met and exceeded.
- Evaluate new product lines and geographies for expansion.
- Act as a strong customer advocate-escalating and resolving concerns, representing the voice of the customer, and influencing internal decisions to deliver exceptional service.
- Create dashboards and present performance insights and strategic recommendations to the Executive Team.
- Oversee operational and financial risk within the sales organization and implement appropriate mitigation strategies.
Sales Team Leadership & Development |Building a high-performing sales culture
- Lead, coach, and inspire the Wholesale Account Manager (WAM) team to achieve volume, margin, and customer satisfaction targets.
- Develop annual cascading goals that align with strategic business objectives and individual sales territory plans.
- Conduct formal monthly pipeline reviews with each WAM, assessing leads, opportunities, conversion rates, and financial performance.
- Foster a culture of positive accountability and collaboration through regular feedback, performance checkpoints, and coaching strategies.
- Collaborate with other leaders to build training and continuous education programs to elevate selling skills, industry knowledge, and customer engagement.
- Participate in key hiring decisions, compensation planning, and team development initiatives to support long-term talent success.
Customer & Industry Relationships |Strengthening customer and industry alignment
- Maintain contact and alignment with strategic customers.
- Serve as a brand ambassador for Cary Oil by engaging in customer entertainment, industry events, and appreciation activities.
- Remain up to date on industry trends, customer needs, and emerging opportunities to maintain strategic advantage.
- Actively participate in relevant industry associations (e.g., SIGMA, SE Petro), evaluate marketing expenses, and represent the company's interests at conferences and events.
Sales Operations & Reporting |Driving performance through visibility and systems
- Ensure consistent messaging and representation of Cary Oil's fuel offerings across all markets.
- Monitor performance versus goals across margin, volume, and customer activity for each WAM.
- Assist with the monthly review and submission of sales commission payments.
- Make recommendations to Leadership on WAM territory assignments and industry event participation.
Internal Collaboration & Communication | Ensuring alignment across functions
- Work closely with Sales, Supply, Logistics, and Credit teams to align daily operations, strategic priorities, and customer solutions.
- Establish a sales communication cadence that ensures visibility into supply positioning, customer issues, and pricing updates.
- Participate in cross-functional meetings and ensure internal alignment.
RequirementsEducation & Experience- Bachelor's degree in Business, Marketing, Supply Chain, or a related field required; equivalent work experience will be considered in lieu of a degree.
- Advanced degree (MBA or similar) preferred but not required.
Experience- Minimum of 10 years of progressive experience in the wholesale petroleum industry or a similar commodity-based sector.
- Proven track record of success in sales leadership, including managing sales teams, building customer relationships, and driving revenue growth.
- Experience developing and executing go-to-market strategies across diverse customer segments.
- Background in managing cross-functional collaboration between Sales, Supply, Logistics, and Credit teams.
- Deep understanding of wholesale fuel sales dynamics, pricing structures, customer negotiations, and contract compliance.
- Experience with CRMs and Power BI dashboards preferred.
Knowledge, Skills, and Abilities- Strong business acumen with the ability to align sales strategies to company-wide financial goals and performance metrics.
- Exceptional communication and presentation skills with the ability to engage internal teams, customers, and suppliers.
- Ability to coach, motivate, and develop high-performing sales teams while creating a culture of accountability and continuous improvement.
- Experience in sales operations, including pipeline management, CRM tools, and performance dashboards.
- Strategic thinker with the ability to adapt plans based on changing market conditions, competitive activity, or internal priorities.
- Well-versed in current market trends, customer needs, and the broader fuel supply and distribution landscape.
- Results-oriented with a relentless focus on achieving sales targets and delivering measurable outcomes.
- Skilled in building and maintaining long-term customer and supplier relationships based on trust, responsiveness, and mutual success.
- Comfortable representing the company in industry-facing settings, including events, trade shows, and thought leadership forums.
