VP, Wholesale Fuels

Cary Oil Co Inc•Cary, NC

About The Position

At Cary Oil, our mission is to connect customers with everything they need to thrive in the fuel and convenience retail business – enabling them to profitably grow, reach their potential, and strengthen the communities they serve. We believe that the way we work, the way we treat people, and the success we enable can transform lives—both for our customers and our team members. When our people grow, our business and our customers grow too. We are deeply committed to fostering growth, opportunity, and long-term success—not only for our customers, but for our employees. As part of that commitment, the Vice President of Wholesale Fuels plays a critical role in shaping and executing the company’s fuel sales strategy—focusing on expanding volume, optimizing margin, building lasting customer partnerships, and leading a high-performing sales team. 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.

Requirements

Bachelor’s degree in Business, Marketing, Supply Chain, or a related field required; equivalent work experience will be considered in lieu of a degree.
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.
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.

Nice To Haves

Advanced degree (MBA or similar) preferred but not required.
Experience with CRMs and Power BI dashboards preferred.

Responsibilities

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.
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.
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.
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.
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.