Regional Director, Commercial Fuel Sales (West)

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.

Regional Director, Commercial Fuel Sales

Location: Remote - Western United States (California, Arizona, or Nevada Preferred)

Travel: Approximately 40-50% throughout assigned territory and customer locations

Build Growth Across Commercial Fuel Markets

At World Fuel, we help businesses keep moving.

We are seeking a strategic, customer-focused sales leader to drive growth across our commercial fuel business. This role leads a team responsible for expanding customer relationships, increasing fuel volume, improving customer retention, and driving product penetration across commercial fueling, cardlock, fleet, and lubricant solutions.

This is an opportunity for an experienced sales leader who enjoys developing high-performing teams, building customer relationships, creating growth strategies, and delivering measurable business results.

What Is a Cardlock Network?

World Fuel operates a network of commercial fueling locations, commonly known as cardlock sites.

Unlike traditional retail gas stations, cardlock locations provide 24/7 fueling access for commercial customers through secure fuel card programs. Customers include:

• Transportation and trucking fleets
• Construction companies
• Municipal and government fleets
• Agriculture and farming operations
• Service and utility companies
• Commercial vehicle operators

This role is responsible for helping grow these commercial fueling relationships while supporting broader fuel, fleet, and lubricant sales initiatives.

What You'll Do

Lead Regional Sales Performance

• Provide leadership for a high-performing commercial fuel sales organization.
• Drive year-over-year growth across fuel, fleet, cardlock, and lubricant sales channels.
• Develop and execute regional sales strategies aligned with corporate growth objectives.
• Ensure achievement of revenue, volume, margin, and retention targets.
• Monitor pipeline activity, forecasting, and key performance indicators.

Develop and Coach Sales Teams

• Recruit, develop, and retain top sales talent.
• Provide ongoing coaching, mentoring, and performance management.
• Create a culture focused on accountability, customer success, collaboration, and results.
• Partner with sales managers and team members to remove barriers and accelerate growth.

Drive Customer Growth & Retention

• Support strategic customer acquisition initiatives.
• Partner with key customers and high-value accounts.
• Lead efforts around customer retention, cross-selling, and account expansion.
• Act as an escalation point for complex customer challenges and business opportunities.

Execute Strategic Initiatives

• Support expansion of commercial fueling, fleet card, cardlock, and lubricant programs.
• Identify market opportunities and competitive trends.
• Collaborate with Marketing, Operations, Finance, and Product teams to support growth initiatives.
• Develop sales strategies that improve profitability and market share.

Lead Through Influence

• Build strong relationships across internal teams and external partners.
• Communicate business priorities clearly and effectively.
• Influence organizational decisions through data, market intelligence, and customer insights.
• Represent World Fuel with professionalism and credibility in the marketplace.

What We're Looking For

Required Qualifications

• Bachelor's degree or equivalent experience.
• 10+ years of sales leadership experience in a B2B environment.
• Proven success leading sales teams responsible for revenue growth and customer retention.
• Experience managing multiple sales professionals across a geographic territory.
• Strong commercial, financial, and strategic business acumen.
• Excellent coaching, leadership, and performance management skills.

Preferred Experience

Experience in one or more of the following industries:

• Fuel distribution
• Commercial fuels
• Cardlock networks
• Fleet fueling
• Lubricants
• Petroleum marketing
• Transportation
• Fleet services
• Industrial distribution
• Logistics
• Energy

What Makes You Successful

You are someone who:

• Enjoys developing people and building high-performing teams.
• Can balance growth, profitability, and customer satisfaction.
• Builds trust with customers, employees, and business partners.
• Drives execution while maintaining a strategic perspective.
• Uses data and market insights to influence decisions.
• Thrives in a fast-paced, customer-focused environment.

Why Join World Fuel?

At World Fuel, you'll have the opportunity to help shape the future of commercial fueling while leading a talented and growing sales organization.

What You'll Love About Us

• Comprehensive medical, dental, and vision coverage
• Health Savings Account (HSA) and Flexible Spending Account (FSA) options
• Fertility and family-building benefits
• 401(k) with company match
• Generous paid time off program
• Paid holidays
• Company-paid life insurance and disability coverage
• LinkedIn Learning and professional development resources
• Employee Assistance Program
• Additional voluntary benefits including accident, critical illness, legal, and identity protection plans

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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.

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