Director, Retail Sales

Director of Retail Sales

Location: US West Coast (CA preferred)

About the Role

World Fuel is seeking a strategic, influential, and results‑driven Director of Retail Sales to lead the West Region sales team and drive year‑over‑year growth across a diverse and expanding portfolio. This is a high‑impact leadership role that goes far beyond closing deals—it’s about shaping strategy, optimizing resources, and delivering profitability while cultivating strong internal and external relationships.

You’ll serve as a key interface between corporate strategy and real-world execution, translating vision into concrete plans that align with marketing priorities, product launches, and financial goals. If you thrive in a dynamic environment and have a passion for building high‑performing teams, this is an opportunity to make a significant, enterprise‑wide impact.

What You’ll Do

• Lead and Inspire: Manage a team of Sales Executives and sales support members across multiple disciplines, fostering collaboration, accountability, and operational excellence.
• Culture & Leadership Impact: In addition to operational excellence, this role will serve as a culture architect for the West Region. We need a leader who can unify legacy acquisition teams under a single World Fuel brand, reinforce consistent standards, and set a tone of collaboration, accountability, and modern commercial execution.
• Drive Results: Deliver sales growth, profitability, cost‑of‑sale improvements, and strategic objectives across assigned regions or business areas.
• Shape Strategy: Establish sales policies and procedures aligned with corporate strategy and ensure field compliance.
• Optimize Resources: Allocate limited sales resources for maximum impact while balancing corporate governance with deal‑specific exceptions.
• Collaborate Across Functions: Align sales execution with marketing initiatives, new product launches, and financial objectives.
• Represent and Influence: Act as the senior voice of the retail sales organization to corporate leadership and cross‑functional partners.
• Build Strategic Relationships: Cultivate and leverage senior‑level external relationships to advance complex or high‑value opportunities.
• Solve Complex Challenges: Escalate unprecedented, highly complex sales or commercial issues requiring higher‑level strategic approval.
• Develop and Execute Strategies to grow our traditional dealer and emerging commission and consignment retail network in the West Coast markets

What We’re Looking For

• Proven experience leading medium to large, multi‑disciplinary sales teams across broad geographies.
• Strong understanding of industry trends and ability to apply business insights to achieve financial and strategic goals.
• Expertise in sales strategy, operational execution, and sales governance.
• Exceptional communication, executive presence, and relationship‑building skills.
• Ability to manage diverse customer segments, product mixes, and market maturities.
• Strongly Preferred: Experience in the Petroleum and Convenience Store (C‑Store) industry, including fuel distribution, retail operations, and related commercial drivers.
• Experience in identifying and negotiating Retail M&A opportunities that complement our network and advance our growth strategy
• Experience in identifying real estate development opportunities for new site development

Why Join Us?

At World Fuel, you’ll be part of a global organization that values innovation, collaboration, and strategic growth. We offer competitive compensation, comprehensive benefits, and the flexibility of remote work. This role carries meaningful influence over commercial strategy, resource allocation, and long‑term success across multiple sales organizations.