Regional Director, Commercial Sales (West)

Location: Remote, Western United States (California, Arizona, or Nevada Preferred)
Travel: Approximately 40-50% throughout assigned territory and customer locations

Actual compensation will be determined based on factors including experience, qualifications, geographic location, internal equity, and business needs.

This position is eligible for participation in a sales incentive plan and offers a comprehensive benefits package, including medical, dental, vision, 401(k) with company match, paid time off, professional development resources, and other company-sponsored benefits.

At World Fuel, we help businesses keep moving.

We are seeking a proven sales leader to drive growth, profitability, and customer retention across our commercial fuel portfolio throughout the Western United States.

As Regional Director, Commercial Sales, you will lead a geographically dispersed sales organization responsible for expanding customer relationships, increasing fuel volumes, strengthening cardlock utilization and growing fleet card penetration.

This role is ideal for a leader who combines strategic thinking with operational execution, develops high-performing teams, and builds lasting customer partnerships that drive measurable business results.

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

Unlike traditional retail fueling locations, cardlock sites provide secure, 24/7 access for commercial customers through fuel card programs and account-based purchasing solutions.

Customers include:

• Transportation and trucking fleets
• Construction companies
• Municipal and government agencies
• Agriculture and farming operations
• Utility and service providers
• Commercial vehicle operators

This role plays a critical part in growing these customer relationships while expanding adoption of broader fuel, fleet, cardlock, and lubricant solutions.

• Lead and develop a high-performing commercial fuel sales team across the Western region.
• Deliver year-over-year growth in fuel volume, revenue, gross margin, and customer retention.
• Establish and execute regional growth strategies aligned with corporate objectives.
• Drive disciplined pipeline management, forecasting accuracy, and sales performance metrics.

• Recruit, coach, and develop top sales talent.
• Create a culture centered on accountability, collaboration, customer focus, and results.
• Provide ongoing performance management and career development support.
• Partner with managers and team members to remove obstacles and accelerate growth.

• Support customer acquisition initiatives and major account pursuits.
• Strengthen partnerships with fleet operators, transportation companies, commercial businesses, and key regional customers.
• Drive customer retention, cross-selling, and account expansion initiatives.
• Serve as an escalation point for complex customer opportunities and challenges.

• Expand cardlock, fleet card throughout the territory.
• Monitor competitive activity, market trends, and emerging opportunities.
• Partner with Marketing, Operations, Finance, and Product teams to execute growth initiatives.
• Develop strategies that increase market share and improve profitability.

• Build strong internal and external relationships.
• Communicate priorities and expectations clearly across teams.
• Leverage customer insights, market intelligence, and performance data to influence business decisions.
• Represent World Fuel professionally throughout the industry and marketplace.

• Bachelor's degree or equivalent experience.
• 10+ years of progressive sales leadership experience within a B2B environment.
• Proven success leading multi-location or regional sales organizations.
• Experience managing sales professionals across a broad geographic territory.
• Demonstrated track record of driving revenue growth, customer retention, and profitability.
• Strong commercial, financial, and strategic business acumen.
• Outstanding leadership, coaching, and talent development skills.
• Ability to travel extensively throughout the assigned territory.

Experience in one or more of the following industries:

• Fuel Distribution
• Commercial Fuels
• Cardlock Networks
• Fleet Fueling
• Fleet Card Programs
• Lubricants
• Petroleum Marketing
• Transportation
• Fleet Services
• Logistics
• Industrial Distribution
• Energy

Direct experience with cardlock networks, fleet fueling, fleet card programs, and commercial fuel customers is highly preferred.

You are someone who:

• Develops high-performing sales teams.
• Builds strong customer relationships and strategic partnerships.
• Balances growth, profitability, and customer satisfaction.
• Communicates effectively with frontline teams and senior leaders.
• Uses data and market insights to drive business decisions.
• Thrives in a fast-paced, customer-focused environment.
• Executes with urgency while maintaining a long-term strategic perspective.

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

You'll play a key role in expanding our commercial fuel footprint, growing customer partnerships, and driving strategic initiatives that have a direct impact on business performance across the region.

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