Sr Business Development Manager - Refined Fuels

Company Description

Pilot Company is an industry-leading network of travel centers with more than 30,000 team members and over 750 retail and fueling locations in 44 states and six Canadian provinces. Our energy and logistics division serves as a top supplier of fuel, employing one of the largest tanker fleets and providing critical services to oil operations in our nation's busiest basins. Pilot Company supports a growing portfolio of brands with expertise in supply chain and retail operations, logistics and transportation, technology and digital innovation, construction, maintenance, human resources, finance, sales and marketing.

Founded in 1958 by Jim A. Haslam II and currently led by CEO Adam Wright, our founding values, people-first culture and commitment to giving back remains true to us today. Whether we are serving guests, a fellow team member, or a trucking company, we are dedicated to fueling people and keeping North America moving.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or any other characteristic protected under applicable federal, state, or local law.

Military encouraged to apply.

Job Description

The Senior Business Development Manager drives growth in our refined products portfolio by expanding our wholesale market presence. This role is ideal for a seasoned commercial professional who brings deep industry relationships, refined product expertise, and advanced negotiation capabilities. This individual plays a pivotal role in shaping our market penetration strategy, mentoring emerging talent, and ensuring consistent, sustainable revenue growth.

1. Develop and execute market penetration strategies to expand our refined products footprint across the wholesale market.

2. Leverage established industry relationships to identify new business opportunities, strengthen partnerships, and accelerate deal flow.

3. Negotiate complex commercial agreements using strategies that maximize value and protect company interests.

4. Prepare and deliver executive‑level presentations to customers and prospects, clearly articulating value propositions, market insights, and strategic solutions.

5. Monitor market dynamics and provide valuable market insights to leadership, including competitive intelligence, customer trends, regulatory changes and emerging opportunities, to help shape long‑term strategies for the wholesale business.

6. Maintain a robust sales pipeline, ensuring accurate forecasting and consistent progression of opportunities through each stage.

7. Deliver regular pipeline and performance reports to leadership, highlighting trends, risks, and growth opportunities.

8. Mentor and support less‑experienced sales representatives, providing guidance on deal strategy, customer engagement, and best practices to elevate overall team performance.

9. Collaborate cross‑functionally with supply, logistics, operations, and finance teams to ensure seamless execution of commercial deals.

10. Represent the company at industry events, conferences, and customer meetings to enhance brand visibility and credibility.

11. Model behaviors that support the company’s common purpose; ensure guests and team members are supported at the highest level.

12. Ensure all activities are in compliance with rules, regulations, policies, and procedures.

13. Complete other duties as assigned.

Qualifications

• Bachelor’s degree preferred

• 5+ years of experience in sales, business development, or commercial roles within the oil & gas, refined products, or energy market

• Advanced Salesforce/CRM skills

• Intermediate Microsoft Office skills

• Excellent written, verbal and listening communication skills

• Excellent customer service skills

• Excellent ability to negotiate and influence others

• Advanced analysis skills and ability to use data for strategic planning

• Ability to collaborate with internal departments and support teams

• Excellent organizational skills with attention to detail

• Ability to work independently, multitask and meet deadlines in a fast-paced environment

• Travel required up to 50%

• General office work requiring sitting or standing for long periods of time

Additional Information

• Weekly pay and strong benefits (Medical, Dental, Vision)

• 401(k) + Flexible Spending Accounts

• Employee fuel discount

• Tuition reimbursement to keep your career moving

• A people‑first culture where your work is recognized and your success is celebrated

• This position does not support immigration sponsorship. To be considered you must have the legal right to work in United States without additional sponsorship

• This position requires candidates to be legally authorized to work in the United States without employer sponsorship

• Pilot is an Equal Opportunity Employer. All employment decisions are based on qualifications, merit, and business need.