Regional Sales Manager, Cardlock

World Kinect•Auburn, CA

23h•Remote

About The Position

World Fuel is seeking a regional sales leader to grow its cardlock fueling business in Northern California, in a remote, field-based role. The manager leads sales professionals responsible for acquiring customers, growing fuel volumes, increasing market share, and strengthening customer relationships. The role combines strategic leadership with hands-on sales execution, with a focus on profitable growth and exceptional customer service. The posting also refers to Southern California when describing the team and its sales territory. The position involves developing the sales team, executing regional sales plans, identifying and pursuing business opportunities, supporting strategic accounts and negotiations, and using market analysis and CRM data to improve sales performance. The manager collaborates with internal teams and reports business updates, forecasts, and performance insights to leadership.

Requirements

At least 5 years of progressive B2B sales experience, preferably in fuel, fleet fueling, transportation, logistics, energy, industrial services, or related industries.
At least 2 years of sales leadership or people management experience.
Proven record of achieving and exceeding revenue, growth, and profitability goals.
Experience leading geographically dispersed teams.
Strong customer relationship management and business development skills.
Valid driver's license and ability to travel regularly throughout Southern California.

Nice To Haves

Experience in cardlock, commercial fueling, fleet services, petroleum, transportation, or logistics industries.
Knowledge of fleet fueling, cardlock programs, fuel pricing, and commercial fuel markets.
Experience using CRM systems and sales performance tools.
Bachelor's degree in Business, Marketing, Sales, or a related discipline.

Responsibilities

Lead, coach, and develop a team of Cardlock Sales Representatives.
Set sales goals, expectations, and performance metrics.
Conduct regular field visits to provide coaching, customer support, and sales guidance.
Hire, onboard, mentor, and retain sales talent.
Foster accountability, collaboration, and customer focus.
Develop and execute regional sales plans to increase fuel volumes, margins, and market share.
Identify new business opportunities and expand existing customer relationships.
Partner with sales representatives on strategic accounts and high-value opportunities.
Support negotiations, contract discussions, and customer retention strategies.
Drive pipeline development and sales activity across the region.
Analyze market trends, customer needs, competitor activity, and regional performance to identify growth opportunities.
Use CRM tools and data analytics to improve forecasting, territory management, and sales effectiveness.
Collaborate with operations, marketing, customer service, credit, and leadership teams to support the customer experience.
Provide business updates, forecasts, and performance insights to leadership.