Director of BD - Wholesale Fuel, Lubricants, Chemicals

Responsibilities

• Identify and secure new business opportunities in key Texas markets and surrounding regions.
• Execute targeted strategies for commercial, reseller, fleet, industrial, and specialty chemical sectors.
• Monitor market trends, competitor actions, and terminal economics to drive decision-making.
• Lead the full sales cycle from prospecting to contract execution.
• Establish and maintain strong relationships with jobbers, commercial fleets, industrial buyers, and major customers across fuels, lubricants, and chemicals.
• Customize proposals and supply agreements based on customer-specific needs.
• Oversee the day-to-day operations of the wholesale over-the-rack sales department.
• Manage and support all wholesale rack sales activities, ensuring exceptional customer service and operational execution.
• Direct the administration and management of customer tabs, credit utilization, allocations, and account maintenance.
• Provide leadership and oversight for daily rack pricing strategies, customer pricing execution, and margin management.
• Ensure the accurate and timely generation and administration of Bills of Lading (BOLs) and related transactional documentation.
• Partner closely with Supply, Pricing, Logistics, Credit, and Operations teams to maximize rack sales volumes, profitability, and customer satisfaction.
• Develop and implement processes, controls, and reporting to improve efficiency, accuracy, and scalability within the wholesale rack sales function.
• Serve as the primary commercial leader supporting wholesale rack sales customers, ensuring customer retention, growth, and operational excellence.
• Collaborate with the supply team to optimize product sourcing and pricing across all product divisions.
• Maintain strong relationships with terminal operators, refiners, chemical suppliers and trading partners.
• Negotiate supply and rack agreements to ensure reliability and margin performance.
• Work closely with dispatch, pricing, logistics, and credit to deliver seamless customer experience.
• Serve as a key voice in strategic pricing, credit approvals, and go-to-market planning for all product lines.
• Mentor and support junior sales team members in account strategy and deal structuring.
• Maintain accurate activity, pipeline, and performance data in Salesforce (or similar CRM).
• Deliver monthly performance reports and forecasts to executive leadership.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Finance, or a closely related field.
• Minimum 10 years of progressive experience in sales, marketing, or business development.
• A proven history of meeting sales targets, closing deals, and managing client relationships.

Skills

• Exceptional networking and interpersonal skills to build trust and maintain lucrative relationships with key clients, partners, and stakeholders.
• Experience training and guiding sales teams to achieve success.
• High-level persuasion and conflict-resolution skills to finalize major contracts, strategic partnerships, and complex deals.
• Ability to multitask and adapt to changing priorities in a dynamic environment.
• Excellent written and verbal communication skills are needed to work with both internal and external stakeholders.
• Attention to detail is essential to complete this job on a day-to-day basis.
• Experience in fuel and/or logistics industry.
• Bilingual a plus.