Job Description:
The Head of Branded Sales - Gulf Fuel will lead the national sales strategy and execution for Gulf’s branded fuel business, driving growth across distributor and retail partnerships while developing and leading a remote sales organization.
This leader will be responsible for both expanding existing customer relationships and developing new business, with a focus on growing branded locations, fuel volume, market share and profitability. The role requires a highly commercial, relationship-driven sales leader who can navigate complex, long-cycle negotiations and build lasting partnerships in a competitive fuel market.
Success will require a leader who is humble, driven, and resourceful , with the ability to build credibility with customers, develop the sales team and deliver sustainable growth.
Leadership Profile
The successful candidate will be:
Humble and hungry: Driven to win with team success paramount to personal recognition.
Relationship-oriented: Comfortable investing the time required to build trust and credibility with customers.
Commercially savvy: Able to negotiate sophisticated deals while balancing volume, margin and long-term value.
Resourceful: Able to find creative solutions to provide value for customers beyond price.
Resilient: Comfortable operating in a demanding sales environment with complex negotiations and long sales cycles.
A developer of people: Focused on coaching, empowering and strengthening the sales organization rather than personally owning every customer relationship.
Customer-focused: Willing to be present and engaged when key customers and relationships require senior leadership attention.
Key Responsibilities
Sales Strategy and Growth
Develop and execute the national sales strategy and business plan for Gulf’s branded fuel and franchise businesses.
Drive growth across both existing and new markets, customers and territories.
Identify opportunities to expand the Gulf-branded network, increase fuel volume and improve overall account performance.
Establish and manage sales goals and performance metrics, including site count, average gallons per site, total fuel volume and margin per gallon.
Build a strong pipeline of new business opportunities while recognizing the long sales cycles associated with distributor and retailer relationships.
Monitor market conditions, customer needs and competitive activity to adjust sales strategies and identify opportunities for growth.
Distributor and Retailer Partnerships
Build and maintain strong relationships with distributors, retailers, fuel station operators and other channel partners.
Serve as a trusted senior partner to key customers, maintaining strong engagement with the organization’s most important accounts.
Strengthen existing partnerships and develop new customer relationships while expanding into new territories and markets.
Develop creative, value-driven solutions that differentiate Gulf beyond price and strengthen long-term customer loyalty.
Partner with customers to identify opportunities to increase volume, improve performance and expand the Gulf brand.
Contract Negotiation and Deal Development
Lead complex, long-cycle negotiations for fuel supply agreements, pricing, volume commitments and related commercial terms.
Develop deal structures that balance customer needs with Gulf’s growth and profitability objectives.
Partner with Legal, Finance and other internal stakeholders to evaluate and finalize commercial agreements.
Navigate challenging negotiations with persistence, sound judgment and a solutions-oriented approach.
Maintain strong customer relationships throughout the negotiation and contracting process.
Team Leadership and Development
Lead, coach and develop a geographically dispersed sales organization.
Set clear expectations and accountability while empowering the team to own customer relationships and results.
Invest in the development of sales leaders and team members, building stronger commercial and…