Territory Sales Executive | Wholesale Fuel

Location: California Field-Based

Build Relationships. Grow Your Territory. Drive Results.

World Fuel is seeking a motivated and customer-focused Territory Sales Executive to support the growth of our wholesale fuel business throughout California.

This is an excellent opportunity for a sales professional who enjoys developing new business, building long-term customer relationships, and helping businesses identify solutions that support their growth and operational success.

In this role, you'll work directly with commercial fleets, transportation companies, construction contractors, agricultural businesses, industrial customers, and other fuel-intensive operations. You'll serve as a trusted advisor while managing and growing an assigned territory.

If you're energized by meeting customers, solving problems, and growing a book of business, we'd love to hear from you.

Why Join World Fuel?

• Build and grow a defined Northern California territory.
• Develop long-term relationships with customers across multiple industries.
• Join a global leader in fuel, energy, and sustainability solutions.
• Work alongside experienced operations, transportation, and supply teams.
• Enjoy the independence and flexibility of a field-based sales role.
• Gain exposure to a dynamic and growing business.
• Grow your career in a stable, global organization with a strong reputation in the marketplace.

What You'll Do

Develop New Business

• Identify, prospect, and develop new wholesale fuel customers throughout your territory.
• Build relationships with business owners, fleet managers, operators, and key decision makers.
• Generate new opportunities through networking, referrals, cold outreach, and market research.
• Execute territory growth plans and sales strategies.

Manage and Grow Existing Accounts

• Build trusted advisor relationships with customers.
• Retain and grow existing business through proactive account management.
• Identify opportunities to increase customer value and profitability.
• Ensure a positive customer experience and long-term partnership.

Deliver Fuel Solutions

• Understand customer operations, fuel usage, and business objectives.
• Recommend wholesale fuel programs and service solutions that align with customer needs.
• Present pricing and negotiate agreements.
• Cross-sell delivered fuel and FOB rack fuel solutions when appropriate.

Manage Territory Performance

• Monitor customer activity, account profitability, and overall performance.
• Maintain accurate CRM records and sales forecasts.
• Partner with Operations, Transportation, Supply, Credit, and Customer Service teams to support customers.
• Resolve customer concerns and identify opportunities for continuous improvement.

Stay Connected to the Market

• Track industry trends, market conditions, and competitor activity.
• Identify emerging opportunities within the territory.
• Represent World Fuel at customer meetings, industry events, and trade shows.

What We're Looking For

Required Qualifications

• Bachelor's degree in Business, Marketing, Supply Chain, or a related field, or equivalent professional experience.
• 3+ years of experience in B2B sales, account management, business development, or a customer-facing commercial role.
• Demonstrated success building relationships and growing customer accounts.
• Strong communication, presentation, and negotiation skills.
• Ability to manage multiple priorities and work independently.
• Proficiency with CRM systems and Microsoft Office.

Preferred Qualifications

• Experience in fuel, energy, transportation, logistics, construction, agriculture, industrial services, or related industries.
• Outside sales or field-based business development experience.
• Knowledge of wholesale fuel markets, fleet operations, or transportation industries.
• Experience managing both existing customer relationships and new business development.

What Makes Someone Successful in This Role?

You are:

• A natural relationship builder who enjoys working directly with customers.
• Self-motivated and driven to achieve goals.
• Comfortable prospecting and developing new business opportunities.
• Organized and able to manage multiple priorities effectively.
• Resilient and adaptable in a fast-paced environment.
• Commercially minded with strong business judgment.
• Passionate about helping customers solve business challenges.

If you're ready to own a territory, grow customer relationships, and make a direct impact on business growth, we'd love to hear from you.